Certification for

Enterprise Account

Services

Class Three

Selling the Solution

Class Two Review

Comments on presenting the Boundless story

Questions

Class Three Goals

To understand the Boundless EAS resources available to you

Understand your role to develop, close and launch opportunities

Equip and empower you to go out and sell the Boundless story

Schedule

Introduction

Overview of Boundless Value PropositionWe are a promotional merchandising company that has developed the industry’s first technology designed to help companies understand, manage, and leverage their branded merchandise spend.

Management Benefits:ControlVisibilitySavings

Buyer Benefits:ExpertiseServiceCreativity

How we deliver this value:Boundless Network provides a way to connect buyers through our technology platform.

Boundless Platform: Technology

Customer PortalPersonalized website to access customer service features, including order tracking, reporting, and online buying tools.

GroupBuyOrder aggregation service to drive volume savings and save time.

One stop for all branded merchandise needs

Company StoreEcommerce company store of pre-selected products with your logo. Featuring the “Quick Ship” solution.

Enterprise ReportingReal time reporting for buyers and managers on all branded merchandise orders.

Product SearchOnline catalog with thousands of products customizable with your logo.

The benefits we deliver

Technology Solutions

Customer Portal

“Money” person cares about…Reporting across all buyersOperational efficiency / saving buyers timeCompliance

“Brand” person cares aboutHow brand is being used / consistencyEasily communicating to all buyersAdoption

Problem: Lots of buyers with different needs all over the organization

Solution: The Portal provides a single destination to connect buyers and provide visibility to management

Technology Solutions

GroupBuy: Automated Order Aggregation

“Money” person cares about…Savings by leveraging purchasing power

“Brand” person cares aboutEnsuring product quality is not sacrificed for savings

Problem: Lots of buyers with similar product needs all over the organization with no easy way to collaborate on buying in volume together

Solution: GroupBuy provides an easy way to aggregate orders and drop-ship direct to the buyer

Technology Solutions

Online Company Stores

“Money” person cares about…Minimizing costs associated with inventory and management of program

“Brand” person cares aboutMerchandising strategy to reinforce brand

Problem: Keeping store merchandise refreshed and inventory levels low are a challenge

Solution: Our Zero Inventory approach with Quick Ship program (24 hour ship) can reduce and/or eliminate inventory

Evaluate Opportunity

Boundless Approach

Identify Solution

Build and

Launch

Manageand

Optimize

Step 1 Step 2 Step 3 Step 4

Gain client agreement/approval

Proven process for success…

Your Opportunity

Work with MC

Work with Biz Dev

Work and refine

Step 1 – Evaluate Opportunity

Define the opportunity

Present the Boundless value proposition

Complete the OE Form and submit to Mission Control

Step SP MC Biz Dev

Evaluate Opportunity Complete form Evaluate and assign resources

Accept or give direction

Identify Solution

Build and Launch

Manage and Optimize

Roles and Responsibilities Overview

Step 2 – Identify Solution

Standard ProcessWork with Mission Control to complete Requirements for clientClient interviews if requiredProposal and timeline presented to client for agreement

Additional potential steps Client meetings and presentationsStakeholder and buyer interviews/ surveysPresent LOI /contract

Step SP MC Biz Dev

Evaluate Opportunity

Identify Solution Get product and process info

Provide technology solution/proposal

Provide help for pitch, strategy and

closing

Build and Launch

Manage and Optimize

Roles and Responsibilities Overview

Step 3 – Build and Launch

Merchandising based on solutionProduct type (core, calendar, custom)Delivery / timing (Quick ship, Bulk, GB)

Develop communication planHow client communicates to audiencesType and timing of launch communication

Launch solution

Step SP MC Biz Dev

Evaluate Opportunity

Identify Solution

Build and Launch Merchandise and get communication

identified

Build out the technology per requirements

Facilitate marketing and launch process

Manage and Optimize

Roles and Responsibilities Overview

Step 4 – Manage and Optimize

What does it mean to “manage” an account?Service the account needs online and offUnderstand/merchandise product needs (core, calendar, custom)Perform quarterly review

What does it mean to “optimize” an accountCreate strategies and plans to grow buyer adoptionIdentify new programs / budgets

Step SP MC Biz Dev

Evaluate Opportunity

Identify Solution

Build and Launch

Manage and Optimize Manage and create new relationship

Provide customer newsletter

Quarterly review with SP

Roles and Responsibilities Overview

Step SP MC Biz Dev

Evaluate Opportunity Complete form Evaluate and assign resources

Accept or give direction

Identify Solution Get product and process info

Provide technology solution/proposal

Provide help for pitch, strategy and

closing

Build and Launch Merchandise and get communication

identified

Build out the technology per requirements

Facilitate marketing and launch process

Manage and Optimize Manage and create new relationship

Provide customer newsletter

Quarterly review with SP

Roles and Responsibilities Overview

 

Homework

Putting it to practice: Homework Class ThreePractice with a peer by answering these questions:

What do you do?

What value does your company offer?

What is the Portal?

What is GroupBuy?

What is different about your online store?

In Summary for this EAS Certification course:You have learned and will now put into practice how to:

• Qualify Accounts

• Present the standard Boundless presentation and be able to explain the technology Platform features and advantages at a high level

• Follow the Boundless sales Process for closing and implementing Enterprise Accounts

How do you get certified?

Complete the course ‘test’ and survey to receive certification credit

Your name will automatically be submitted to receive CAS / MAS credit

What’s next?

Attend Tech Tuesdays for a series that will be going ‘deeper’ on the technology

Participate in 2010 Business Planning training (December 16 – 18)• Complete 3 account plans for 2010 (where there is opportunity with technology)• Tell the Boundless story, complete the OEF and work with your BN resources to

increase sales in 2010

Stay tuned for additional training in 2010• Prospecting• Understanding the organization (key areas of spend)• Selling techniques

Join us for a special EAS breakout session in PPAI Vegas 2010 this January!

Questions?