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Service Consulting Program SCP for Sales

Service Consulting Program SCP for Sales. A consultative approach to identify additional opportunities to increase the pipeline for Fujitsu’s services and solutions Bernhard Heep, Hubert Uebelacker January 2012. Benefit of the Program for the Company.

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Service Consulting Program SCP for Sales

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  1. Service Consulting ProgramSCP for Sales A consultative approach to identify additional opportunities to increase the pipeline for Fujitsu’s services and solutions Bernhard Heep, Hubert Uebelacker January 2012

  2. Benefit of the Program for the Company The program contributes to the goals of the company by enabling sales and people who are working in a sales team (e.g. Pre-Sales) to address customer needs by • creating relevant solutions aligned to concrete customer needs, • which are delivered by credible trusted advisor consultants and • lead to unique value for the customer

  3. Participant Learning Objectives • Acquire “complete” knowledge about the customer and understand pain points including those that lie outside the traditional technical environment • Understand the issues in depth to generate an added value • Apply a consistent set of tools and processes • Map requirements to Fujitsu Solutions & Services portfolio and communicate that Fujitsu can execute and manage the solution from within the company and with partners • Provide a vision of how the solution will unfold and add value • Deliver a compelling presentation of Fujitsu’s solutions to win the business

  4. Sales Workshop – Program Overview Present & Propose Assess Need Develop Solution identify close qualify Deliver Day 2 Day 1 Preparation Introduction / Assess Needs • Presenting the Fujitsu Value Proposition (earn the right) • Interviewing for Customer Needs (understand needs) Present Solutions • Understanding Customer Needs & Root Causes • Presenting Solution Options

  5. SCP for Sales – Agenda Day 1

  6. SCP for Sales – Agenda Day 2

  7. Key Principles of the Program • Structured process & methods based approach • Driven by an inherent discipline • Continuously raising the bar • Requires strong commitment and focus

  8. Roles and responsibilities

  9. Pre-requisites Maximum 12 participants per workshop Location: Ideally off site, requires 1 training room plus 2 smaller break-out rooms Time requirements: 1 briefing telco (ca. ½ h) and 2 days workshop This training is available in English and German language Participants must have sufficient English / German language skills to give presentations and conduct interviews Sponsorship from the sales management Ideally key note from sales sponsor / sales director

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