Sales enablement platforms as backbone of the commercial excellence stackGCE Summit Amsterdam Netherlands

07/06/2016

Mario Haneca@Hanecam

How do we get our growth engine back on track

‘17‘16 ‘18‘10 ‘11 ‘12 ‘13 ‘14 ‘15

58.1%63.0% 58.2%

‘19TIME%

sal

es re

ps a

ttain

ing

thei

r quo

ta

Sales Velocity

Sales VelocityTuning your sales engine

DEAL VALUE

LENGTH OF THE SALES CYCLE

NUMBER OF DEALS HIT RATE

Our beliefs and insights

INTEGRATEDSALES

ENABLEMENT

DRIVINGPRODUCTIVITY

CONTENTACTIVATION

ENGAGINGINSIGHTS

CRM

MOBILE

CONTENT

-

1

CONTENT

% NOT USED BY SALES

2

ENGAGEMENT

% OF MEETINGS ADDING VALUE

3

PRODUCTIVITY

ACTIVE SELLING TIME ?

AUDIENCE EXERCISE – 3 QUESTIONS – 120 SECONDS

The efficiency & effectiveness of the sales rep

70% OF THE CONTENT

CREATED BY MARKETING

IS NEVER USED

ONLY 19%

OF MEETINGS

ARE VALUABLE

TO EXECUTIVE BUYERS

ONLY 22% OF

THE TIME IS

USED FOR

ACTIVE SELLING

PRODUCTIVITYCONTENT ENGAGEMENT

What happens if 1 platform provides an INTEGRATED approach

SALES ENABLEMENT

ACTIVATE &CONTROLCONTENT

PUSH

RECOMMEND

PERSONALIZE

70% OF THE CONTENT

CREATED BY MARKETING

IS NEVER USED

Activating the content – Testimonial

• Challenge • Portal – massive product & service line• Low usage• 2500 – 5500 resellers

• Benefits• Organised content• 60 user groups based on product, region,

language• 25% increase in content usage• Enabled to re-strategize their content

strategy

ENGAGEWITH

INSIGHTS

REAL-TIMEROI

INTERACTIVE

BUYERALIGNED

ONLY 19%

OF MEETINGS

ARE VALUABLE

TO EXECUTIVE BUYERS

HOW CAN I ENGAGE WITH AN EDUCATED BUYER?

AWARENESS

YOUR COMPETITOR

YOUR COMPANY

60% Status quo

Why us?

Why Change? 74% Buying Vision

Creating impactful meetings with engaging insightsTestimonial 3

• World leader in clinical microbiology diagnostics and industrial microbiological control

• “We knew 90% was not used, but we didn’t know which 90%”

• 1500 sales reps

• Impact

• 500% increase in sales opportunities

bioMérieux

DEMONSTRATE YOUR EXPERTISE

DRIVEPRODUCTIVITY

INSTANT CONFIGURATIONS

AUTOMATECRM

ALWAYS ACCESS

ONLY 22% OF

THE TIME IS

USED FOR

ACTIVE SELLING

ACCESS TO YOUR CONTENT ANYWHERE, ANYTIME

ACCESS TO YOUR CONTENT ANYWHERE, ANYTIMEWEB APP / E-MAIL

AUTOMATIC MEETING LOGGING INTO SALESFORCE

AUTOMATE AND INTEGRATE CORE COMMERCIAL ACTIVITIES

DEMONSTRATE ROI IN REAL-TIME

Testimonial 3

• Challenge• Scattered content and a lack of uniform

messaging• Unable to efficiently locate the content• Lack visibility on how content was

performing

• Outcomes• 25% increase of productivity• 41% of reps sold more products• 5 month’s ROI

Impact

$100K saved per year in print costs alone

Better message and

brand alignmentInteractive configurator

increases meeting impact

99% adoption and better message consistency

Over 10K sellers

enabled by 2 admins

MARKETING

41% of reps sold more products. 5 month ROI.

cut marketing

publishing by cost 50%

300% increase in

content usageIncreased sales by

17% in first month

SALES COST

ACTIVATE &CONTROLCONTENT

PUSH

RECOMMEND

PERSONALIZE

DRIVEPRODUCTIVITY

INSTANT CONFIGURATIONS

AUTOMATECRM

ALWAYS ACCESS

ENGAGEWITH

INSIGHTS

REAL-TIMEROI

INTERACTIVE

BUYERALIGNED

INTEGRATEDSALES

ENABLEMENT

A content activation platform that drives sales velocity

Doing the RIGHT THING

at the RIGHT TIME

in the RIGHT FORM

with the RIGHT BUYER

Why we believe the future of our (future) customers is great

Why we believe the future of our customers is great

Cool Vendor – Go-to-market Tech 50 M USD – C series

+175Employees

+50Countries

Start2011

10  M$CA  2015

LocationsUSA,  UK,  BE

+850Customers

+120 000Users/Day

96%Renewing

Awards

Partners

• 50M€

Check out

TRY NOW

Sales enablement platforms as backbone of the commercial excellence stackGCE Summit Amsterdam Netherlands

07/06/2016

Mario Haneca@Hanecam