connecting the dots: creating a sales driven organization
TRANSCRIPT
Ken Thoreson, President Acumen Management Group, Ltd
Ken’s Contact Info:
Email: [email protected]
Website: www.AcumenManagement.com and www.SalesManagementGuru.com
Top 50 Sales &
Marketing
Influencer's
2014
Partner
Business
Builder
Programs
Workshops
Keynotes,
Workshops,
Consulting
Services
Strategy,
Business
Management,
Sales
Leadership
The Sales Mgmt Guru Book
series, 5- DVD’s,
Sales Mgmt Tool Kit,
Peer Groups
Singularly FocusedVendor, ISV, Distributor, Partner
Acceleration FocusedPrograms that spur fast growth
and profits
Increase Maturity = Increasing Cloud Acceleration
Prescriptive Approach – Sales, Marketing, Operations
3
5
1 24
6
Clo
ud
Matu
rity
FOCUS
Why customers are looking to Collaborate in the Cloud? -“Business Agility”
Financial
• Opex vs. Capex
• Predictable costs/visibility
• Opportunity cost
• Lower Total Cost of
Ownership
• Reduce real estate and
energy costs
Flexibility
• Mitigate technology risk
• Faster time to market for new
collaborative applications
• Enhanced Communications
Continuity/Disaster Recovery
• Time to Value (TTV)
• Scalability – Up/Down
Globalization
• Rapid initiation of UC&C Svs
• Expanded features to the
extended enterprise
• Standard services for all
employees
• Centralized management
• From complexity to
simplicity
Strategic Advantage
• Core vs. Context
• Evergreen software
• Acceleration of business
strategy
• Service Level Agreements
• Broader feature adoption
• Facilitation of BYOD
4/13
(PHASE I)DEFINENEEDS
(PHASE II)EVALUATESOLUTIONS
(PHASE III)EVALUATE RISK
L E
V E
L
O
F
C O
N C
E R
N
T I M E
Risk
Cost
Needs
Proofs
Needs
Cost
Proofs
Risk
Buyer Emotional Concerns
Buying Phases
The Customer Journey
Awareness Image Evaluation Trial Loyalty
Changing
Perceptions
Generating
Demand
The series of steps through which a customer must
progress in adopting a brand or product.
Be
Productive
Connect
Employee’s
& Offices
Work From
Anywhere
Secure My
Business
Serve
Customers
Better
Customer Business Challenges
Operational Efficiency
Cost Containment
Customer Responsiveness
Revenue Growth
Increase of Market Share
Keith Lubner, Managing Partner/President Channel Consulting Corp | C3
Keith’s Contact Info:
Email: [email protected]
Website: www.channelconsultingcorp.com
Channel
Enablement &
Recruitment
Ecosystem
Acceleration,
Optimization,
& Productivity
Programs
Channel
Marketing
Services
Channel
Strategy,
Metrics, &
Business
Intelligence
Cloud & Mobility Channels
Development & Launches
Singularly FocusedVAR, ISV, Distributor, Retail TECH
Channels
Acceleration FocusedPrograms that spur fast growth
and profits
Turning Sales People into Consultants…..http://www.crn.com/news/channel-programs/240149808/turning-your-salespeople-into-consultants-art-
science-or-bull.htm
What is Business Guidance Selling ?
• Business Guidance Selling is a much needed new sales process module for today’s changing sales environment, especially regarding cloud, mobility, and managed services environments.
• Business Guidance leverages ANY sales process and does not require organizations to “rip and replace” their existing process. Instead, organizations “leverage” and “insert” Business Guidance into an already in-motion sales methodology.
Business Guidance Process Accelerates Sales
How do I support
Mobility & BYOD?
What are my private, public
and hybrid cloud options?
I need to rapidly
deploy new
business apps &
services
I need rapid
and secure
infrastructure
deployments
How do I
virtualize my
network and
Data Center?
BUSINESS GUIDANCE with Key IT Initiatives
Choice of
consumption models,
unrivaled
collaboration
applications and
service experiences
for any user, any
device, any location;
seamless migration
paths
Flexible,
customizable,
scalable
collaboration
delivery models,
mix/match
apps/services and
endpoints; support
of 3rd-party
applications
Simple, reliable,
secure, efficient
collaborative
workspaces for any
user, on any device,
from any location;
centralized control,
management,
administration
Integrated, simple
management tools
with pre-loaded
software images and
templates speed
deployment, local
and remote
management,
maintenance and
support
Pre-loaded software
images for all
collaboration
applications
delivered on a
virtualization-
optimized server
infrastructure
Ken Thoreson, President Acumen Management Group, Ltd
Ken’s Contact Info:
Email: [email protected]
Website: www.AcumenManagement.com and www.SalesManagementGuru.com
Top 50 Sales &
Marketing
Influencer's
2014
Partner
Business
Builder
Programs
Workshops
Keynotes,
Workshops,
Consulting
Services
Strategy,
Business
Management,
Sales
Leadership
The Sales Mgmt Guru Book
series, 5- DVD’s,
Sales Mgmt Tool Kit,
Peer Groups
Singularly FocusedVendor, ISV, Distributor, Partner
Acceleration FocusedPrograms that spur fast growth
and profits
Solution Recommendation Worksheet
Linked to “Business Challenges” and
“I NEED TO’s”
Defined into either short or long
term Business Challenges
Ranks priority levels and description
of the prospects “Specific” business
issue and objectives
Solution Recommendation Worksheet
Creation of a Business Guidance Statement:
Defined Time Line to Implement (Roadmap)
Linked to Cisco Solutions that solve business issues
How your value and Cisco solutions solve the business issue that addresses the
Business Challenges & “ I Need To” statements and specify the specific benefits,
outcomes and results for your prospective client.
This statement will be used in the Executive Summary and IT Roadmap
Solution Recommendation Format
• Cover page
• Executive Summary-Needs Analysis
• Project History-Short Review of each meeting
• Summary of Partner’s Organization
• Business Case for Implementation
• Investment Summary
• Terms and Conditions
• Implementation Plan
Partner
Solution
Recommendation
Include visuals/graphics to
add power and clarity:
• Visuals communicate complex ideas in
a compressed space.
• Make sure visuals are relevant to key
points.
Format
document for
easy readability:
• Use subheads and
highlight key points.
• Use bullet points for
easy scanning.
Automate the process: Template
• Only a few sections need to be recreated each time.
Automate the process by creating boilerplate information:
Background on company, biographies, products/services,
etc.
Solution Recommendation Idea’s and Hints
Executive Summary
Communicates core message of your solution
Is concise, persuasive, compelling and one page long
Demonstrates your understanding of client needs
Is the section that your prospect reads first
Serves as a vehicle for transferring knowledge to proposal team
Provides rationale for why prospect should hire you:
State clear and specific benefits even if they seem obvious
Emphasize 3 to 5 key competitive advantages – those
factors that set you apart in the marketplace
Executive Summary
Paragraph 4:
Provide a summary of proposed solution, general description of recommended
strategies and what the expected results will be
Paragraph 2 & 3:
Describe organizational goals and how they have changed, industry trends
affecting them and current key challenges
Paragraph 1:
Describe prospect’s company, products/services, size, location, and their ‘pain’ to
demonstrate understanding of situation.
Body of Solutions Recommendation
Objectives – are they measurable?
Strategies & tactics – how you will achieve objectives?
Qualifications – how are you qualified to achieve objectives?
Fees and expenses – what is the investment?
Benefits – given those costs, what are the benefits? ROI
Justification
IT Solution RoadMap
Business Challenge Category:_________________________________Business Value Statement: ____________________________________________________
Priority: ______________ Recommended Time Frame: _____________________
Recommended Cisco Solution Design/ Integration•____•____•____•____
How it Fits Into the Overall IT Structure:Business Impacts:
Benefits•_____________•________
Solution Recommendation IT Roadmap
Long Term IT Roadmap
Business Roadmap: 18 month – 5 year Phased Approach to Optimize Business
Customer
Responsiveness
Cost Containment
Operational Efficiency
Example:
Not Exhaustive
Time
Pri
ori
ty Business
Initiative B
Business
Initiative A
Business
Initiative C
Business
Initiative DBusiness
Initiative E
Business
Value Statements:
• …
• …
• …
Capabilities
Enabled
Business
Value Statements:
• …
• …
• …
Capabilities
Enabled
Business
Value Statements:
• …
• …
• …
Capabilities
Enabled
Business
Value Statements:
• …
• …
• …
Capabilities
Enabled
Business
Value Statements:
• …
• …
• …
Capabilities
Enabled
New Cisco Solutions
Example Deployment Timeline
June 1st July 1st August 1st September 1stFebruary 1st March 1st April 1st May 1stOctober 1st November 1st December 1st January 1st
October 15th
Updated Draft
BOM
Presented to
Customer
Dec 30 - Jan 1st
Equipment is
staged and
delivered to
Customer
designated new
HQ facility
Installation
Nov 30th -
Equipment
arrives from
Cisco…test
envirnoment is
created at
Partner facility
and
initial
configuration
begins
Oct 30th -
Equipment is
ordered from Cisco
Systems
MPLS circuits are
ordered from Sprint
October 25st -
Executive Briefing
Review Technology
Answer Questions
"Go Ahead"
Decision is
made…order is
placed with Cisco
Capital and Partner
Partner & Cisco
Smart Business Roadmap
Dec 30-Jan 1st
Sprint Delivers
MPLS circuits
to HQ facility
Jan 1st thru Jan 25
implementation
begins
Knowledge transfer
and training
Feb 1st
iGo Live!
•
•
•
•
Executive Influence
Communication is the exchange of thoughts, feelings, messages, and information.
Clear and effective transmission of a message.
Accomplished through speech, writing, non-verbal expressions or behaviors.
Executive Communication
Presentation Skills• The differences among motivational, informational and
persuasive presentations—and how to prepare each kind
• Know something about an audience
• Find just the right stories, anecdotes and facts
• Anticipate audience questions and plan responses ahead of time
• Time a presentation, effectively communicate a message and not lose listeners
• Use eye contact, body posture and movements to involve an audience and convey self-confidence
• How attire makes a critical difference between earning the audience’s trust or losing credibility
• Use recordings to improve your skills
• Dress rehearsal producing polished, confident and enthusiastic presentations
• Plan to reinforcing key points
• Use Power openers—how to use them to immediately capture the audience’s attention and interest
• Learn to use closers that cement a message and gain the commitment of the audience
Get Started with…
2 Engage Partner Benefits1 Sign up for the Marketplacewww.Elevate.IngramMicroCloud.com
3Attend the Tuesday “Trainer
Series” webinars
Begin transacting on
the Marketplace4
Be aware of the momentum of Software-as-a-Service
Position yourself to get your fair share
Adopt sales and marketing processes
Think like an insurance agent: note customer lifetime value
Streamline and pre-package services to align with the
recurring revenue model
Introduce new online-specific management metrics