30 60 90 day plan

Emerald TechnologyWhere people and technology click

Your Next “Key Hire” EMEA

+44 (0)870 889 0300 [email protected] www.emerald-technology.com

Why me

• Experience, Background & Credibility in Market – W, X, Y, Y – All Enterprise

• Varied Sales Leadership Positions but remains a “Direct Sales Professional

• Passionate about making a difference & Culture Fit

• I mitigate Risk – Self Sufficient, Resourceful, I know what works & make

informed decisions & results driven

• Well Connected – Enterprise Customers, Eco System

• Strong Leadership & Discipline around pipeline, deal reviews & forecast

accuracy

• Big Impact – Small Investment


Observations

• Company X can have the same disruptive impact as Company Y had to

compute virtualization in data centers.

• Whilst smart/game changing technology is key, this is CxO level

conversation and requires sponsorship.

• EMEA business is strong & interest levels high but execution, repeatable

Enterprise wins are imperative.

• Hired well, not classic storage sales reps but EMEA Team of 10 require day

to day leadership, Coaching & Development

• Appointment of Enterprise Sales Lead now will accelerate growth and build

solid foundation for future

• Hiring the best talent early is proven – A Class leaders Hire A Class sellers


Running the Business

• My Approach:– Maximize time with Customers/Prospects – 80/20 Rule

– Weekly Pipeline/Forecast calls with sellers – Rolled up to X

– Set/Maintain Clear Goals with Team & Review Weekly/Monthly

• # of technical validations completed

• # of CxO Level Business Case Proposals Submitted/Approved

• # of early stage prospects 3X Quota base on ACV

– Own Commercial & Contract execution with team to grow deal size & win new logo accounts

– Bring best practice to the team – Accountability, Sales excellence, Mutual Respect

– Performance Management – regular reviews & feedback 1:1

– Leverage “Special Forces” contacts to build pipeline & scale sales foot print

– Support / Present Customer facing events/Demand Gen activities in EMEA

– Always Hiring – Build Pipeline of future candidates & leverage my own network


90 Day Plan – High Level30 Days

People – Connections - Priorities

60 Days

Engagement - Analysis - Impact

90 Days

Execution – Progress - Long Term Plan

• On-Boarding / New Hire Setup completed

• Learn/Practice/Deliver Corporate Presentation,

Value Proposition Deck & Messaging.

• 1:1s with Leadership Team – understand

business priorities for FY15.

• Meet 1:1 with my Team – understand Who they

are, Development, Risks, Top Talent

• Review Immediate opportunities for Q3/Q4 & Set

weekly pipeline calls with team to review

• Target 10 Customer/Partner meetings myself

/Joint meetings with each Seller.

• Set regular cadence for deal reviews with team

• Understand sales reporting and sales

methodology used and adhere to best practice

• Take ownership of Enterprise KPIs for team and

ensure goals are meet.

• Weekly Check-Ins

• Set time aside for Personal Development –

Understanding wider business.

• Target 15 customer meetings – Discovery/Pipeline

Building/Early Prospects.

• Refine/Review Pipeline for current quarter +3

quarters.

• Review with team – Top 10 “MUST WIN” Deals &

execute

• Review/Develop Close Plans with Team 1:1 if not

already in place.

• Increase # of Technical Validations/POC and

Business Case sign offs.

• First monthly 1:1 with team to review performance/

development & support needed.

• Understand & Input into Demand Gen activity for

EMEA.

• Follow up to previous months meetings and agree

next actions.

• Follow up meetings with wider stakeholders to gain

support for my success

• Identify 1-2 new case studies from previous wins that

we can reference sell, build pipeline of customer

evidence

• Month 1 review – Are we on Track?

• Set time aside for Personal Development –

Understanding wider business. What questions do I

still have?

• Target 15 customer meetings – Follow up &

New

• Looking back do we have enough pipeline,

conversion rate to POC – Refine, Increase &

Maintain.

• Weekly & Monthly cadence in place and

working

• Expectations set and being meet by me and

my team.

• Exceed/On Track Revenue Goals 1st quarter

• Second 1:1 with my team, Flag and put

corrective performance measures in place if

required.

• “Special Forces” Meetings with key

stakeholders – How we scale

• Hiring Plan for FY15

• Month 3 review

* Not in priority order and will refine once I have joined, but provides an outline


Customer Impact

• Sample Reference Customers

• A -Mitsubishi - MR A - Executive Director, IT Strategy – ELA $1M Citrix Z –

• MR Z Group CIO - ELA $2M VMware

• Y – MR Y, Exec Director – ELAs at Both Citrix & VMware $1M+

• X – Outsource Home Office - Stafford Bond, CTO- ELA $.5M RES Software

• Personal References

• Mr X - VP Sales - Company x

• Miss Y - VP Channels Company y

• Mr Z – VP Channels – Company z
