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Leveraging Distribution. The Actel Sales Process 3 - PLAN 2 - QUALIFY 1 - PROSPECT 4 - WIN 5 - LEVERAGE sales leads Compile a list of possible users.

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Presentation on theme: "Leveraging Distribution. The Actel Sales Process 3 - PLAN 2 - QUALIFY 1 - PROSPECT 4 - WIN 5 - LEVERAGE sales leads Compile a list of possible users."— Presentation transcript:

1 Leveraging Distribution

2 The Actel Sales Process 3 - PLAN 2 - QUALIFY 1 - PROSPECT 4 - WIN 5 - LEVERAGE sales leads Compile a list of possible users. Qualify prospects to find best potentials. Plan a sales strategy to convince decision makers. Execute sales strategy to win the business. Leverage the win to exploit other opportunities. S S

3 1. Prospect Objective: Find all potential Actel users. Look for prospects  Existing users within your customer base  Xilinx and Altera users  Programmable logic users  Standard logic users  Gate array users

4 Objective: Find all potential Actel users. Develop opening lines Create list of prospects Contact prospects & setup visits 1. Prospect

5 General Positioning High performance FPGAs at high capacity Antifuse is a production technology Best delay predictability and design flexibility 1. Prospect

6 General Positioning (cont.) Actel has products for customers’ needs today and planning for future needs Design with Actel is easy! 1. Prospect

7 Market Segments of Best Prospects Telecom: PBX switches, networking (LAN, FDDI, token ring) Computer peripherals: graphics, tape backup, multimedia, accel cards Instrumentation: scopes, analyzers 1. Prospect

8 Market Segments of Best Prospects Medical: imaging systems, diagnostics, analyzers Industrial Equipment: control and measurement systems Military: Actel is the only high density military FPGA in town! 1. Prospect

9 Breakout #1 Break into regional groups of 5-6 people Brainstorm a list of potential prospects in your region (at least 4 per person) Come up with an effective opening line you can use when calling your prospects (pick best one)

10 Objective: Determine which prospects are most likely to become design wins. Determine if there is fit between customer needs & Actel products 2. Qualify

11 Ask key qualifying questions during visit  Active & new projects – design windows  Who are decision makers  Major customer needs (speed, cost, I/Os, gates) Submit design win registrations to Actel 2. Qualify

12 End Product Profiles: Time to market is critical Short product life cycles End product is very feature intensive Footprint/size of product is shrinking 2. Qualify

13 End Product Profiles: Time to market is critical Low to medium volume (<25k) Device security/non-volatility required Military environment 2. Qualify

14 TTL Logic User / Discrete Logic Users  Reduce # boards, size & cost (10"sq: save $1/ layer)  Increase functionality: more features per inch 2  Reduce power & cost (~$1.00 per Watt) 2. Qualify

15 TTL Logic User / Discrete Logic Users  Need >1500 Gates to replace effectively with FPGA  Not a good fit if designer doesn’t have defined spec  Good fit if user has schematic/simulation experience 2. Qualify

16 TTL User – Why Actel?  Actel macro library combined with ACTgen enables easy map from MSI/LSI  Actel offers the most cost effective device/in 2  Integrating TTL shrinks PCB & # layers  Easy to change FPGA routing without I/O restrictions 2. Qualify

17 TTL User - Why Actel?  Predictable delays  Determine fit before design start  Maintain performance during design iterations Quickly find problems with Action Probe not: guess, blow & go! 2. Qualify

18 PLD User PLDs are best fit for:  <6 22V10  <3 7032  <15ns Tpd APPLICATIONS Actel is best at deep, multi-level applications >1500 gates 2. Qualify

19 PLD user may think they need reprogrammability  No simulation experience  Blow & go design style Actel is better fit for flip flop intensive designs 1 FPGA needs much lower power than many PLDs 2. Qualify

20 Xilinx User Don’t waste your time on low speed apps. Look for:  <12 ns Clk – Q  >40 MHz INTERNAL PERFORMANCE  RANDOM LOGIC INTENSIVE 2. Qualify

21 Look for Xilinx user struggling with moving up to schematic capture! Actel offers high speed, high capacity in same part Pitch Actel as a complement: evaluate needs for each design 2. Qualify

22 Gate Array User Easy scenario to show Actel is good solution  Simulation is a way of life for gate arrays  Actel architecture closest to gate array 2. Qualify

23 FPGAs allow faster time to market (proto & pre-prod) Design changes are faster and cheaper Likely HDL users – Actel has a good story 2. Qualify

24 They most likely use CAE tools supported by Actel MPGAs may be attractive for medium volume – no extra work! And remember no gate array is reprogrammable Actel is a single chip solution 2. Qualify

25 Breakout #2 Review your prospect list and eliminate any that are not good fits Pick your best prospect Compile at least 5 qualifying questions that you will use to determine if your prospects will likely become design wins

26 Objective: Formulate a plan to convince the decision makers to buy Actel FPGAs. Gather critical sales info  Who are decision makers?  What are their 3 main needs/issues?  When is the design start?  What role does FPGA play in the system? 3. Plan

27 Assemble appropriate strategy Assign specific actions (eg. send demo to project eng, schedule corp presentation) 3. Plan

28 Some Available Resources Selector Guides Data Book Actel Homepage Take it to a higher level video ACTgen Testdrive 3. Plan

29 Some Available Resources Designer Series Multimedia Demo Limited Software Eval Handling reprogrammability (app note, presentation) Corporate & technical presentations 3. Plan

30 Some Available Resources Actel pricelist Actel RM, FAE & rep What else for ‘96 3. Plan

31 Breakout #3 Develop a sales strategy for your selected top prospect. Be sure to target:  Project lead  Engineering Mgr  Management

32 Breakout #3 Create a plan to implement the specific actions for each of the targeted individuals Assign responsibility for each action. Use your FAE, the Actel rep, FAE & RM!

33 S Objective:Execute the sales strategy to secure the design win. Coordinate plan with Actel RM, FAE and rep Design registration becomes a win when a $2,500 POS is placed 4. Win

34 Objective:Execute the sales strategy to secure the design win. Do quarterly review of POS to get pre-prod, volume production & next project start Get $$’s! S 4. Win

35 Breakout #4 List 3 problems or objections you may encounter in winning your selected account. How would you overcome these problem? Consider the following to help you:  Individuals who could help you  Existing collateral  Experience with other Actel wins

36 Objective:Take advantage of your success to exploit other opportunities. Perform a design review Contact other users at account that may be influenced by this win 5. Leverage S

37 Host seminar at account highlighting win Do selective mailer to similar accounts focusing on specific benefits gained...and you’re back to step 1 with more opportunities. 5. Leverage S

38 Breakout #5 Assuming you have just won the account, what specific actions can you take to get at least 2 new prospects/opportunities with your design win? How soon should you follow up on these?

39 Summary All together now... Prospect Qualify Plan Win Leverage That’s the Actel Sales Process!!!

40 3 - PLAN 2 - QUALIFY 1 - PROSPECT 4 - WIN 5 - LEVERAGE Sals Leads Compile a list of possible users. Qualify prospects to find best potentials. Plan a sales strategy to convince decision makers. Execute sales strategy to win the business. Leverage the win to exploit other opportunities. S S 1 - PROSPECT Steps a) Examine your existing customer base for the following profile: * Standard logic user (eg. Motorola, TI) * Programmable logic user (eg. Altera, AMD, Cypress, Lattice) * FPGA user (eg. Atmel, AT&T, Crosspoint, Quicklogic, Xilinx) * Gate array user (eg. AMI, Gould, LSI, VLSI) * CAE user (eg. Cadence, Mentor, OrCAD, Synopsys, Viewlogic) b) Create a list of potential leads using the Prospect Worksheet. c) Develop an opening line to get your prospect’s attention. d) Call names on prospect list and setup visit or eliminate from list. Deliverable List of names and phone numbers of potential Actel users. Resources Prospect Worksheet Your previous Actel wins Actel sales leads Actel Market-Product Matrix Actel Sales Process Steps a) Collect all project information using the Qualify Worksheet. b) Use the FPGA Design Cycle chart (flip side) to determine design phase: * Past critical window or no active design -> when is next design? * Within critical window -> you have a hot lead! c) Determine the compelling customer needs for vendor selection (eg. capacity, performance, design time, tool support). DO NOT DISMISS any opportunity if customer believes he needs a reprogrammable solution. Use the Reprogramability Decision Information Brief. d) Based on customer needs and price range, use the Actel Market-Product Matrix to determine the best family/device. Use the Cross Reference Guide if you have a competitive part number. e) Complete and submit an Actel Design Win Registration form to secure a high margin! (Typically 3 registrations yield a design win). Deliverable Submission of design registrations for all qualified prospects. Resources Qualify Worksheet Sales Guides Cross Reference Guide Design Win Registration Form Product Information Briefs Decision Information Briefs Steps a) Collect all project information using the Qualify Worksheet. b) Use the FPGA Design Cycle chart (flip side) to determine design phase: * Past critical window or no active design -> when is next design? * Within critical window -> you have a hot lead! c) Determine the compelling customer needs for vendor selection (eg. capacity, performance, design time, tool support). DO NOT DISMISS any opportunity if customer believes he needs a reprogrammable solution. Use the Reprogramability Decision Information Brief. d) Based on customer needs and price range, use the Actel Market-Product Matrix to determine the best family/device. Use the Cross Reference Guide if you have a competitive part number. e) Complete and submit an Actel Design Win Registration form to secure a high margin! (Typically 3 registrations yield a design win). Deliverable Submission of design registrations for all qualified prospects. Resources Qualify Worksheet Sales Guides Cross Reference Guide Design Win Registration Form Product Information Briefs Decision Information Briefs 2 - QUALIFY

41 Actel Sales Process Steps a) Review customer needs and objections/issues to determine a specific sales strategy to win the business. b) Develop specific actions using the available resources and the Planning Worksheet. There should be specific actions to convince all the decision makers. c) Plan with your FAE, sales Rep, Actel FAE and Regional Manager. Deliverable A strategy and plan of action to win the business. Resources Planning Worksheet Sales Guides Product Bulletins “Sales Page” on Homepage Sales Rep, Actel FAE & RM TYPICAL FPGA DESIGN CYCLE Milestone Timeline design concept design spec vendor selection design start design done volume production obsolete next spec 08 wks12 wks24 wks28 wks2 yrs Critical Window 3 - PLAN 4 - WIN S Steps a) It is your job to orchestrate all the players necessary to execute the sales strategy and win the business. b) You have invested considerable time to get to this stage. Don’t hesitate to use the Rep, Actel FAE, RM or other factory resource to help close the deal! c) If you don’t win the design, even after the Rep or Actel is directly involved, understand why so you can use this with your next lead. d) Your customer places $2500 POS order, and you have a design win! e) Ask about other design opportunities! Deliverable Customer places a silicon POS order > $2500. Resources Tech & Corp Presentations Selector Guides Data Book Actel Homepage ACTgen Testdrive Designer Multimedia Demo Software Evals Rep, Actel FAE & RM Steps a) Perform a design review with the Leverage Worksheet to understand why you won. This information will be invaluable to secure other wins at the same or similar accounts. b) Contact others at the account that may be influenced by the win. c) Host an FPGA seminar at the account highlighting the current win. d) Ask the design team for a letter of referral -- a powerful tool. e) Go back to step 1 with these new opportunities! Deliverable You have 2 new prospects or design opportunities from the win. Resources Leverage Worksheet Customer letter of referral Host Actel Seminar 5 - LEVERAGE S

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43 Actel Market-Product Matrix Computer & Peripherals Application Design Issues Actel Advantages Family Universal Serial Bus Host Interface* Fast design iteration & debug cycle* Effective state machines3200DX * High performance with synthesis* Fast dual-port SRAM * Multiple dynamic clocks* 6 global clock networks 32 Bit Image Compression* 40 MHz system clock speed* Fast devices ACT 3 PCI * One chip solution* Easy to use software * Short development time* Fast design iterations ATM Network Interface Controller* Fast time to market* Flexible & routable architecture3200DX * System logic integration* Fast SRAM blocks * 66 MHz system clock* Fast wide decode modules Numerical Accelerator* Fast time to market* Assign I/Os before layoutACT 3 * 40 MHz system clock using Verilog* Fast clock-to-out Communications & Networking Application Design Issues Actel Advantages Family High Speed Router* Vendor-idependent HLD* Synthesis frendly architectureACT 3 * Easy conversion to gate array* Architecture very similar to gate arrays Ethernet Media Access Controller* 100 Mbit/sec transfer rate* Fast devices and SRAM blocks1200XL * Logic integration & small package* Asynchronous debug - Action Probe High Speed Communications Link* Design flexibility* 100% automatic place & route1200XL * Logic integration & low power* Board layout before FPGA done ATM Switch Fabric* Fast time to market* Predictable delays & ACTgenACT 3 * High performance* Multiplexer-based logic module

44 Industrial & Medical Application Design Issues Actel Advantages Family Medical Imaging* < 6 month design time* Fast design iteration1200XL * Use of existing CAE tools* Actel supports all major CAE tools * Decrease board space* Large and flexible devices Time to Digital Converter* Design flexibility* FPGA changes with fixed I/Os1200XL * Fast design iterations* Automatic place & route toolsACT 1 DSP Finite Impulse Response Filter* 40 MHz system clock speed* Fast register-to-registerACT 3 * Variable coefficients* Device flexibility 100 MBit Image Setter* 100 MHz counters* Load-latency technique & fast parts1200XL * Design flexibility* 100% automatic place & route tools Military & Aerospace Application Design Issues Actel Advantages Family Commercial Satellites* High reliability* Impeccable antifuse track recordRH * Space qualified devices* High radiation tolerance * Decrease board space* Large & flexible devices Tracking Data and Relay* Non-volative technology* Antifuse is only high capacity solutionACT 2 * Military grade FPGA* Actel is the only FPGA military vendor Guidance Systems* Device security* Antifuse is reverse-engineering proof ACT 1 * Very high device reliability* No antifuse failures ever reported Field Communications* Board space reduction* Actel is the only FPGA military vendorACT 2 * Design flexibility* 100% automatic place & route

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