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EnergySTEP1 Data Center Assessment: After the Sale

EnergySTEP1 Data Center Assessment: After the Sale. How to Present the Customer Report How to Follow up on Sales Opportunities. Objectives. After reviewing the presentation you will understand Your role as sales rep in the delivery of an EnergySTEP1 Data Center Assessment

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EnergySTEP1 Data Center Assessment: After the Sale

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  1. EnergySTEP1 Data Center Assessment: After the Sale How to Present the Customer Report How to Follow up on Sales Opportunities

  2. Objectives After reviewing the presentation you will understand Your role as sales rep in the delivery of an EnergySTEP1 Data Center Assessment How to follow up with your customer after the data collection has been performed How to present the EnergySTEP1 Assessment Report to the customer How to identify opportunities for additional sales How to follow up and track these opportunities

  3. Agenda Overview of EnergySTEP1 Data Center Assessment EnergySTEP1 Post Sales Process & Delivery Planning for the Report Presentation Presenting the Report Identifying Opportunities Methodology Tracking Opportunities Sales Tools

  4. Overview of EnergySTEP1 • Schneider Electric certified Field Service Engineer (FSE) uses a new EnergySTEP Data Center Assessment data collection & reporting tool to collect & input information regarding the data center’s physical infrastructure including • Physical layout & configuration • Cooling systems • Power systems • Rack management • This tool analyzes the data & identifies components, layout and operational settings that may • Reduce electrical efficiency • Increase energy consumption • Compromise availability/reliability

  5. Overview of EnergySTEP1 • The tool generates a customized report that includes • General ratings for the various sub components of the data center • Does not include a PUE • Recommendations for increasing energy efficiency while optimizing availability • In a follow-up meeting the customer is presented with this customized report which identifies ways to • Reduce energy consumption • Increase efficiency • Maintain or increase availability • Optimize power and cooling systems in the data center. Important! The FSE is responsible for the data collection. He does not discuss the findings with the customer. The sales rep who sold the service works with the Energy Management Services Consultant to prepare and present the report to the customer.

  6. Post Sales Process & Delivery After the PO is received…Contact your customer to set expectations • Let your customer know that a Service Coordinator will be contacting them to schedule the two hour data collection visit • Review the data collection process • Confirm that someone will accompany the FSE as he walks through the data center • Tell them that the FSE will need to have access to the equipment’s display data • Discuss importance of gathering required info regarding age of equipment, maintenance records, etc before the FSE arrives • Remind them the FSE is the data collector only and can not comment on the findings • Set expectations for what will happen after the data collection • When can they expect to see the output report? • What kind of information will be included in the report? • How will it be delivered and by whom?

  7. Post Sales Process & Delivery Data Collection Process…. • FSE downloads latest version of EnergySTEP Data Center Assessment Tool to laptop • FSE arrives on site and meets with customer • Reviews the data collection process • Discusses & captures customer’s key concerns • Customer accompanies FSE as he walks through the data center. FSE uses the tool to gather and input all required data and photographs • When data collection is done the FSE completes the Site Report & prints or emails for customer sign-off • FSE reviews next steps with the customer

  8. Post Sales Process & Delivery After the Data Collection Process…. • FSE attaches the output report, the data file, and if available logo and photos of the data center to the Activity in InTouch • FSE closes the ES1 DCA Activity in InTouch • An auto generated e-mail will be distributed to the Energy Management Service (EMS) Consultant notifying them of the status change • Contains a link to the InTouch entry and Service Request Number • It is the responsibility of the EMS Consultant to retrieve the raw data and report from InTouch • Reviews data, photos and logos • Reviews & further customizes the report • Emails final report to Sales Rep who sold the service • Attaches final report to “Event” activityin InTouch and closes the activity • EMS informs sales rep that the report is finalized

  9. Planning for the Report Presentation After the output report is finalized… • Gather your team of experts including • EMS Consultant • Anyone who can provide further insight to the customer • Account Manager or Systems Engineer • FSE who performed the data collection • Schedule time with FSE thru Service Coordinator • Arrange a conference call with your team to plan report presentation to customer • Review the report in detail • Determine who will attend the report presentation with the customer • Review strategy for report presentation • Discuss appropriate next steps / suggestions Teamwork is essential to success of this service!

  10. Presenting the Report • Be sensitive to office politics • If your customer’s bosses are attending he may be concerned that the report may make him look bad • As you review the report details start with the positive aspects • When discussing problems mention that many other data centers are in the same position • Remind them that every problem is fixable and that you have a team of experts who can help • DO NOT try to sell them anything! • Make sure the focus of the discussion stays on energy efficiency, optimization, and availability • Remember your customer paid good money for theEnergySTEP1 Data Center Assessment Report • Pushing Schneider Electric products or services while delivering the report will make him feel he bought a sales pitch • Propose only vendor neutral solutions at this stage • Goal of this discussion is to be their TRUSTED ADVISOR • Let the customer determine next steps

  11. Planning for the Report Presentation After the output report is finalized… • Call the customer to plan and schedule the report presentation meeting • Ask him who he would like to attend • Strongly encourage “C” level people to attend • Identify the roles of others who will attend • Ask if he would like to see the report himself in advance • Tell him about the others on your team who will attend • Explain the value of including these people • Review who will attend face to face vs. via conference call • If possible plan to attend in person yourself • Identify means of communication for those attending remotely • Net Meeting, Live Meeting, Collaborative Project Portal, etc • Ensure those attending face to face can easily use this method

  12. Identifying Additional Opportunities EnergySTEP1 data collection provides valuable, detailed information about the customer’s data center which will result in increased opportunity to sell our products and services in order to improve energy efficiency in the customer’s data center EnergySTEP1 • Identifies aging or inefficient competitive products • May lead to sale of higher level assessment services for a more in-depth analysis: - Coming soon: EnergySTEP2 - 4 • May lead to additional product sales Much of the value of EnergySTEP1 is not the revenue generated by the sale of the service itself but by the pull-through revenue from sales opportunities identified from the data collected and analyzed in the delivery of the service

  13. Following Up on Opportunities • Let the customer take the lead • When delivering the report make the recommendations without mentioning any Schneider specific solution • Tell the customer to contact you when he’s ready to discuss next steps • Schedule a follow up meeting to review next steps • If you have not heard from the customer within two weeks contact him to schedule • Don’t give up • EnergySTEP1 report will give your customer a lot to think about. Don’t give up if you can’t close a sale quickly. • Follow up with customer once a quarter

  14. Tracking Your Opportunities • Enter all associated opportunities with the keycode: b801v • If opportunity is closed out but reopened months later remember to still use this same keycode • If opportunity is routed to another rep emphasize importance of using this keycode

  15. Available Sales Tools • Additional PowerPoint Presentations • Overview of EnergySTEP1 Data Center Assessment • How to Sell EnergySTEP1 Data Center Assessment • EnergySTEP1 Data Center Assessment Statement of Work • EnergySTEP1 Frequently Asked Questions Find these tools in the Sales Tools Portal

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