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The Real ROI Story: Red Hat Sales Transformation

The Burning Platform for Change. The Sales and Sales Support organizations have lacked consistent business process and have been limited by disconnected and disparate systems as the growth of Red Hat has outpaced its ability to scale.. . . ?Quick Wins". . Long-Term Opps.. . Lack of consistent sellin

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The Real ROI Story: Red Hat Sales Transformation

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    1. The Real ROI Story: Red Hat Sales Transformation Nick Van Wyk, Red Hat

    2. The Burning Platform for Change

    3. The Business Case- Opportunities Identified

    4. The Results Globally Consistent Direct Sales Process ? defined to Level 3 and localized Over 600 users trained on process and Salesforce.com capabilities Over 180 “pain points” identified by Sales teams as highest priority have been alleviated Integration of Salesforce.com with other sales systems and ERP (credit) Red Hat’s first delivery of PRM to its Partner community

    5. Business Case- Exceeded

    6. Business Case- Exceeded

    7. How We Did It- Customer Centric Delivery

    8. How We Did It- Customer Centric Delivery

    9. How We Did It- Customer Centric Delivery

    10. How We Did It- PRM through “Proof of Value”

    11. How we Did It- PRM through “Proof of Value”

    12. In Their Own Words…

    13. Key Success Factors Salesforce.com’s Software as a Service model enables quick delivery of core technologies and can be integrated into back office seamlessly Process led and people focused approach drives correct technology focus Onshore/offshore technology development teams create appropriate skills mix while optimizing cost structures Objective prioritization of business requirements against ROI measures ensures proper focus COMMUNICATION with your CUSTOMER is the primary driver for success Ongoing measurement of progress against business case drives objective decision making

    14. Performance Measures Automated within Salesforce

    15. Session Feedback Let us know how we’re doing and enter to win an iPod nano! Please score the session from 5 to 1 (5=excellent,1=needs improvement) in the following categories: Overall rating of the session Quality of content Strength of presentation delivery Relevance of the session to your organization

    16. QUESTIONS?

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