Successful Information Exchange and Assessment

Sales & Delivery Cycle

2

1. Engage

2. Qualify

3. Scope

4. Assess

5. Solutio

n

6. Justify

7. Deliver

• Target Contacts• 7 slide deck• Elevator pitch• Efficient/ effective• Procurement/ marketing

• Governance• Who is involved• What toolkits used• Data Collection• Current State Process• Data Analysis

• Solution Design & Development

• Business Case

• Acceptance Criteria

Successful Information Exchange & Assessment

The learning pyramid

Tier 1 – QualificationIs the business going to pursue this or not? if so, what resources are required?

Tier 2 – AssessmentEngage further – SME resource

Tier 3 – Due DiligenceAscertain how the solution will work in practical terms

Risk

SolutionKnowledge

Opportunity qualified and

resource allocated

Capability and SME alignment and

project on initiation

Initial solution, on boarding approach and financial model

99.9% Knowledge 0% Risk 100% Solution

Opportunity Qualification

1. There is alignment with a C-level executive.

2. The client has a propensity to outsource.

3. The client has budget allocated for innovative communication ideas

4. A base of multiple vendors and suppliers are utilized for print production, communication processing and/or multichannel delivery and there is no visibility to the process.

5. Disparate systems and tool sets are utilized for creative processes, internal project management, and execution (i.e. point of sale document production and delivery).

Opportunity Qualification

6. There is a desire to change, but it takes too long and it’s too difficult and expensive an undertaking.

7. There is difficulty reaching customers in individual and relevant ways.

8. The client is seeking new ways to increase revenues.

9. The company wants to stay ahead of the technology curve, but omni-channel campaign management is a huge investment and the “next best thing” is continually being introduced.

10.The cost of updating marketing communications is spiraling out of control.

2. Determining the scope

• What is the customer’s desired scope of requirements?– How does this measure against their business priorities and key

objectives?– How does this map against our own delivery capability?– How realistic is the suggested timeline?– What is driving the timescales?– Can it broken up into phases starting with quick wins?– What is the impact on available resources on both sides?– What is the impact on cost?– What is the sponsor’s investment?– Should the scope be expanded or reduced to realistically meet

the key objectives?

Believing in the value of assessment

Assessment gives you the tools to better understand an opportunity.

Value for the custom

er

Value for

DATA

Value for you!

Uncover factors that contribute to challenges and potential solutions

Enable clear understanding of the challenges for better customer buy-in

Gain valuable insight and position yourself as a consultant instead of vendor – which fuels future sales

Assessment Model

Engagement

• The problem• Expected outcome• How• How long

Who is involved?

What are they doing now?

What do you want them to do?

What is the value

of the gap?What is the cost of doing nothing?

$Desired stateCurrent state

Data Gathering – approach to stakeholders

Primary requirements – preparation for pre-knowledge exchange

Who

Identify key stakeholders• Roles & Responsibilities• Stakeholder availability map & location • Determine Current (Print) spend analysis

Marketing& Creative Agencies

Supply Chain Manager & Executives

Secondary requirements – at knowledge exchange discussion Who

Obtain detailed analysis of current state• Validate stakeholder information received (pre

knowledge exchange). • Discuss & map individual team processes• Document existing technology requirements including

workflow & communication tools• Understand marketing preferred ways of working

Discuss next steps with stakeholders• Validation of all data captured by the key stakeholder

Marketing& Creative Agencies

Supply Chain Manager & Executives

Types of data required

Primary requirements from assessment preparation

Current state overview

Identify key stakeholders

Roles & responsibilities

Availability mapping

Print spend information

Product / service details

Secondary requirements from assessment activity with stakeholders

Detailed view of current state

Validate information received

Preferences and pain points

Establish timelines/critical paths

Technology requirements

Review data captured

Map end-to-end processes Agree next steps

Relationships & Messages

Key Contacts

DATA Confidential12

Key contacts and sponsors will be at the C-level.

• Contacts in Procurement/Purchasing will drive a commodity discussion and you will not be able to sell the value proposition.

Next level of interest and sponsorship will be at the Line of Business or Product Management and Marketing levels.

• The value of service capability will appeal to Managers of these organizations.

CFO/Finance

• Overall cost savings• “Go Green” initiative support• Vendor utilization and management• Outcome-based agreement

Marketing

Line of Business/Product Mgmt

• Overall cost savings• Improved customer/participant satisfaction and

loyalty• Operational (SLA) reporting and management• Communicate based on preference and

e‑adoption campaigns to drive preferred (electronic) methods

CIO/IT

• Operational control• Security and regulatory compliance

COO/Operations

• Overall Cost Savings• Operational control• Security and regulatory compliance• Improved Call Center Productivity• Positive Marketing ROI• Brand Standards

• Overall Cost Savings• Operational control• Security and regulatory compliance• Positive Marketing ROI• Customer Satisfaction & Retention• Increased RevenuesCEO/Owner

• Attract new customers• Improve customer experience• Increase revenue/cross sell• Reduce Churn/attrition• Increase customer wallet share• Increase efficiency & effectiveness• Improve brand consistency