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PINNACLE Sales Approach and Toolkit
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  1. PINNACLE Sales Approach and Toolkit

  2. Agenda • Overview of Security Sales Approach • Security “Power Play” Sales Program • Targets • Qualifying Preferred Provider Leads • Tracking Process • Key Contacts • PINNACLE Toolkit • GRMS Knowledge Exchange • Next Steps • Targeting Session

  3. ESBM Strategic Framework

  4. Security Strategy and Planning

  5. Security Controls and Identity Management

  6. Threat and Vulnerability Management

  7. Security Crisis and Incident Response

  8. Security “Power Play” Sales Program • Pilot Sales Program in Houston/Dallas • Expectations • $250,000 in security sales per BDE in the remaining months of FY ‘03 • Identify PP opportunities • Move PP opportunities to wins • Track everything using SAM • Be aggressive • Reward • As agreed to by Andy Ward and Roger West • BDE bonus will be paid when the ENGAGEMENT LETTER IS SIGNED – not when the CASH IS COLLECTED (ENDS FY ’03)

  9. Targets • Phase I Preferred Provider targets are the focus • Additional Phase II Preferred Provider targets will be included • Targeting session will assist with planning • Target list is in binder

  10. Qualifying Leads Vendor Relationship Manager Audit Client Vendor Sales / SME Security Liaison (CM) Todd Musselman Non-PP Regional Client Security Partner Security Resource Leader Account BDE XLOS PP Target Team PP Target

  11. Qualifying Leads • Security Liaison Role (Future Channel Mgr) • Todd Musselman – 972-489-3532 • Proactive • Tracking the pipeline with partners • Building relationships with PP BDE's • Bringing vendor opportunities to their attention • Ensuring BDEs are connected with the appropriate security resource • Reactive • Helping to qualify for the BDEs • Assisting with the sales process when necessary • Coordinating with vendors

  12. Qualifying Leads • Short-Term (Next 4 Months) • Connect with Security Liaison to understand need and pursue target • Security Liaison will connect as appropriate with critical Security Contacts: • National Security Resource Mgr to ID appropriate technical SME • Vendors • TVM Managers assigned to Houston preferred providers • Security Partner will connect to help finalize/close deal • Following Channel Mgr (CM) Hire: • Connect with CM as key Security Liaison instead of Security SME.

  13. Sales Funnel Qualification Vision << -- Number of PP Targets -- >> Account BDE Sales Cycle Security Liaison (CM) (Todd Musselman) Other Security SME’s as appropriate Vendor Security Partner

  14. Tracking Process • SAM entries are critical • Key SAM fields requiring information • Special SAM “views” created by: • Major Market • Region • BDE • Security report - SAM extractions • Smart Sam Report • Continue to update Concept One • Periodic status calls and meetings with Security partners

  15. Partner Solution Set & Regional Assignments Security Leadership Joe Duffy (Strategy) Mike Deniszczuk (Operations) Regional Operations Mike Deniszczuk* Security-Inclusion Jim Barrett* Security-Exclusion Joe Duffy* Northeast Gerard Verweij* Gerard Verweij Gerard Verweij NY Metro Jacqueline Olynyk* Jacqueline Olynyk,Kurt Gilman Andy Toner,Fred Rica Southeast John Hunt* Jim Barrett,Bill Shipley Chris Miller,John Hunt Central Mike Deniszczuk* David Erickson, Jerry LewisMichael Compton, Brad Bauch Rik Boren,Tripp Davis West Dana McIlwain* Dana McIlwain,Gary Loveland Jay Bolton *Member of Security Leadership

  16. Pinnacle Toolkit

  17. Pinnacle Toolkit • Suite Summary – Information Security • ESBM framework • Summary of solutions • Trigger questions • Target lists by market • 4 Solutions – TVM, SCIM, Strategy, SCIR • Fact sheets • Placemats • Talking points for the placemats

  18. Pinnacle Toolkit

  19. Pinnacle Toolkit - Example

  20. Pinnacle Contacts • Pinnacle Team Contacts • Laura Havrilla – ABAS Pinnacle Lead Partner • Steve Berry – ABAS Pinnacle Senior Manager – Security

  21. More Information - GRMS KE Homepage

  22. ESBM

  23. ESBM (cont.) Envision Supporting Capabilities Engineer Operate Response Business Objectives

  24. Where to Locate the Security Homepage 1 2 Security Strategy Homepage Knowledge Exchange

  25. Knowledge Management (KM) Contacts • Knowledge Managers • Laura Jean Carney – Primary interface • Phone: 267-330-2318 • E-Mail: Laura Jean Carney/US/ABAS/PwC • KnowledgeLink – KM Help Desk • Phone: (Americas) 267-330-2318, 1-267-330-5900

  26. Next Steps • Focus on PP targets (see handouts) • Use the Pinnacle Sales Approach and Toolkit • Bring opportunities to the Security Liaison • Todd Musselman – 972-489-3532 • Track in SAM

  27. Targeting Session • Objectives: • Review security activity on targets • Talk through targets with Security experts • Develop next steps for high priority targets

  28. Your worlds Our people