Expertek Case Studies V2.0

Expertek Case Studies 2.0.pptx © 2013 Expertek Consultants Ltd

Agenda Capabilities and Experience Case Studies – Verum Software Technologies BV – Aruba Networks – Information intelligence solutions company – CSR – Microsoft – Costain – Transcomm

Benefits Contact

Expertek Core capabilities – Sales Enablement – Channel Development – Product and Service management – Programme Management – Environmental Technology

Marketing

Industry knowledge – Technology – ICT and cyber security – Telecommunications

Skills – Workshop facilitation – Segmentation – Proposition development – Solution definition – Go to market planning – Process design – Implementation – Materials creation – Sales and account planning – Launch support – Requirements capture

Capabilities and Experience

Case study Industry: – Software tools

Coverage: – Proposition development – Go to market plan – Marketing programme

management

Project outline: – Complete marketing plan – Audience specific

messaging – Communications strategy – Partner strategy – Website and white paper

content

Verum Software Technologies BV

Device developers

Software ecosystem – who is a potential customer/partner?

Title presentation © 2008 Verum 12

Devices Drivers* RTOS

Offshore

Outsource

In-houseSoftwareDevelopment

Software Systems

Process Machine

Embedded

ECU

Complex Machine

Business Solution

Ecosystem member

Potential Verum customer/partner

*Delete as opportunity due to withdrawal of C support?

Software tools map - lifecycle

Title presentation © 2008 Verum 11

Software Development EnvironmentsLifecycle and Version controlRequirements Capture• Text tools• Graphical tools

Simulation

Architecture• Modelling• Formal methods• Software

production

Standards

Software production

Languages

Compilers

RTOS

Timing analysis

Post production - ‘debug’

Code reviewEmulators and

hardware simulators

Testing

ASD:Suite doesn’t fit well into existing tool box

Can we partner to solve this problem?

Case study Industry: – Enterprise Wi-Fi

Coverage: – Sales Guide

• Translations FR, IT, ES • NA Version and Dell OEM version

– Sales Development

Project Outline – Workshop – EMEA Guide – Localisation – Sales development workshop

82% agreed that the Sales Guide made them more productive

91% said the Sales Guide had helped them to sell the VBN solution

89% said they would win more sales in future as a result of having the Sales Guide

100% of respondents rated the Sales Guide as Good or Very Good

Aruba Networks

Case study Industry: – Cyber Security

Coverage: – Proposition development – Messaging – Sales Guide

Project outline: – Sector propositions – Sector specific messaging – Cross vertical Sales Guide

Information intelligence solutions company

Case study Industry: – Electronic devices

Coverage: – Internal sales WW – Sales Guide – Interactive Sales Kit – Presentation 96% agreed that the Sales Guide helped them to understand the solution

76% said the Sales Guide had helped them to sell the solution

75% said they would win more sales in future as a result of having the Sales Guide

95% of respondents rated the Sales Guide as Good or Very Good

CSR

Case study Industry: – Business consultancy

Coverage: – Service re-launch – Consultancy campaign – Partner Engagement

Framework

Project outline: – Managed service re-launch – Sales and Marketing Audit – Consulting offering campaign – Researched and identified key

drivers – Proposition & messaging

refined to cover drivers: e-Government, upgrades, lack of skills and resources

Microsoft

Partners want to be able to use MS IP and branding

MS wants to reinforce solution sales process to Enterprise without more resources

Customers want projects delivered quicker, with lower cost and risk

PRAnalystAdvisor web content

Improved webCase StudiesMarketing Support

IntranetCase Studies

Encourage customers to use QuickX by increasing awareness of Consultancy Offerings

Mix

Marketing MixCustomer Partner

Internal Analyst

PartnerPartner

Partner

Partners should adopt COP and use the tools

Internal education must ensure that sales can use partners skills in QuickX to close business

Refine Value Proposition and messages for each audience

Internal Structure

EngagementFramework

Timeline Diagram

Introduction

MS Organisation

Processes

Accounts Mapping

Change Control

Sales Support

Service Offerings

Market Structure

Resources

CHAMP / Partner Plan

EngagementFlow

Help Map

Home

Key: Excel Database

Document

Web links

Partner Experience

Contacts

Variable Data

Static Data

Diagram

Excel Sheet

Excel Database

Imbedded Doc

Partner EngagementProcess (PEP)

Case study Industry – Process controls

Coverage – Solution development – Proposition development – Sales Guides

• Covering 6 solutions – Mature Upstream Assets – Power – Scada – InFusion – Turbomachinery Control

– Project Guides “Without the Project Guide we would never have been able to gain so much traction within these major energy projects.”

Invensys

Case study Industry – Engineering and

construction

Coverage – Planning and RTM design – Business case – Business development

materials – Marketing and sales tools

Costain

Case study Industry: – Energy management

Coverage: – Proposition development

Project outline: – Outlined proposition to use

“home-hub” for energy management

– Working in-company to identify expertise

– Identified potential partner to enable complete solution

– Developed outline GTM strategy and proposition

BT Transcomm

Benefits Faster and Increased sales – Salespeople enabled to sell

your products & services – Partner salespeople enabled

to sell your products & services

– Target the right customers – Higher level contacts – Communicate product

advantages – Up to speed quicker – Greater discipline

Stronger market position – Position product within

portfolio – Competitors’ weaknesses – Focus on strategically

important products & services – Attractive to potential partners

Internal – Salespeople buy-in – Created by collaboration of

product groups, sales, marketing and partners

– Early impact from investment

What impact can you expect?

Expertek

Contact: Alistair Fox CEng MIET FCIM

Director Expertek Consultants Ltd alistair.fox[@]expertek.co.uk www.expertek.co.uk