Sales Effectiveness

Sales Effectiveness Business Priorities Presentation

Agenda Agenda Business Drivers / Challenges Demonstration Business Capabilities Summary and Next Steps

Business Context The worldwide mobile worker population is expected to increase to 878.2 million in 2009, accounting for 27.3% of the workforce. Strategy Analytics, “Mobile Business Application Outlook,” January 2006 Achieving high performance through improved sales force productivity Research shows that the typical $1 billion U.S. company can generate millions of dollars in additional revenue simply by addressing critical human performance issues in its sales force. Any time anywhere access Information is the most critical support tool for the successful sales cycle. Increasing sales effectiveness In a survey, increasing sales effectiveness was ranked by sales executives as one of the top business objectives. These executives also viewed sales effectiveness as a key driver of increased revenues and market share.

Business Context Levers Key Drivers Outcome Drive New Demand Increase Revenue Improve Sales Win Rate Increase Customer Retention Profitable Customer Relationships Manage Marketing Costs Decrease Customer Costs Lower Cost of Sales Reduce Service Costs

Know your customer (360-degree view of customer data) Optimize sales cycle Sell better together (break down information silos with anytime/anywhere access) Better decision making (improve decision making through sales insight) Business Drivers

Challenges Business IT Challenges Challenges • Too much time is spent gathering and synthesizing sales and customer information from disconnected systems • Sales representatives lack timely views of pipeline data and customer information that leads to loss of customer focus and cross-sales opportunities • Proposals take too long to create and lack support from expert sources • Messages from key customers are not easily accessible to sales representatives in a timely manner, which them from quickly responding to their clients • Sales representatives lack up-to-date product information, which can cause confusion and lead to lost opportunities • Customer information in disparate sales, marketing, and support channels is not visible across teams, making it difficult to coordinate multiple-team sales efforts and campaigns • Visibility into sales performance is lacking • Relevant data is stored across multiple data silos and applications without a consolidated access method • Customer and sales data lack a unified view and is not accessible on mobile devices • A collaborative proposals environment that includes expertise location across the company is lacking • A unified inbox that is accessible from multiple devices is lacking • Portal and related tools for collecting and sharing up-to-date product information does not exist • Information is scattered across channels and is siloed, and social networking tools are lacking • Performance dashboards and scorecards that include access to customer relationship management (CRM) data and sales goals is lacking

Solution Support

Demo [ Insert Demo Title ]

Solution’s Business Drivers KNOW YOUR CUSTOMER (360-DEGREE VIEW OF CUSTOMER DATA) BETTER DECISION MAKING (IMPROVE DECISION MAKING THROUGH SALES INSIGHT) SELL BETTER TOGETHER (BREAK DOWN INFORMATION SILOS WITH ANYTIME/ANYWHERE ACCESS) OPTIMIZE SALES CYCLE

Sophistication of the Solution Phase 1 Provides basic support for the most critical elements of the business driver KNOW YOUR CUSTOMER (360-DEGREE VIEW OF CUSTOMER DATA) BETTER DECISION MAKING (IMPROVE DECISION MAKING THROUGH SALES INSIGHT) Phase 2 Provides adequate, typical support for critical and priority elements of the business driver SELL BETTER TOGETHER (BREAK DOWN INFORMATION SILOS WITH ANYTIME/ANYWHERE ACCESS) OPTIMIZE SALES CYCLE Phase 3 Provides thorough, streamlined support for the business driver that enables differentiated levels of performance

Range of Business Capabilities Business Driver: Know your customer (360-degree view of customer data)

Range of Business Capabilities Business Driver: Optimize sales cycle

Range of Business Capabilities Business Driver: Sell better together (break down information silos with anytime/anywhere access)

Range of Business Capabilities Business Driver: Better decision making (improve decision making through sales insight)

Potential Business Benefits • Access information at any time from virtually any location • Access proposal templates, current product information, past proposals that are relevant to the current opportunity, and product experts • Collaborate with internal and external sales team members • Achieve visibility into sales activities across a distributed sales team • Rapidly evaluate sales opportunities • Collaborate across distributed sales teams without traveling • Promote customer relationship management (CRM) usage compliance

Discuss your priorities with IT Map to systems requirements Understand what can be leveraged Develop a high-level road map for deploying integrated capabilities Translate back into business capabilities enabled/supported Review the proposed business capability road map Next Steps

Sales Effectiveness