Presentation on theme: "Certification for Enterprise Account Services Class Three Selling the Solution."— Presentation transcript:
Certification for Enterprise Account Services Class Three Selling the Solution
Class Two Review Comments on presenting the Boundless story Questions
Class Three Goals To understand the Boundless EAS resources available to you Understand your role to develop, close and launch opportunities Equip and empower you to go out and sell the Boundless story Schedule
Introduction Overview of Boundless Value Proposition We are a promotional merchandising company that has developed the industry’s first technology designed to help companies understand, manage, and leverage their branded merchandise spend. Management Benefits: Control Visibility Savings Buyer Benefits: Expertise Service Creativity How we deliver this value: Boundless Network provides a way to connect buyers through our technology platform.
Boundless Platform: Technology Customer Portal Personalized website to access customer service features, including order tracking, reporting, and online buying tools. GroupBuy Order aggregation service to drive volume savings and save time. One stop for all branded merchandise needs Company Store Ecommerce company store of pre- selected products with your logo. Featuring the “Quick Ship” solution. Enterprise Reporting Real time reporting for buyers and managers on all branded merchandise orders. Product Search Online catalog with thousands of products customizable with your logo.
Technology Solutions Customer Portal “Money” person cares about… Reporting across all buyers Operational efficiency / saving buyers time Compliance “Brand” person cares about How brand is being used / consistency Easily communicating to all buyers Adoption Problem: Lots of buyers with different needs all over the organization Solution: The Portal provides a single destination to connect buyers and provide visibility to management
Technology Solutions GroupBuy: Automated Order Aggregation “Money” person cares about… Savings by leveraging purchasing power “Brand” person cares about Ensuring product quality is not sacrificed for savings Problem: Lots of buyers with similar product needs all over the organization with no easy way to collaborate on buying in volume together Solution: GroupBuy provides an easy way to aggregate orders and drop-ship direct to the buyer
Technology Solutions Online Company Stores “Money” person cares about… Minimizing costs associated with inventory and management of program “Brand” person cares about Merchandising strategy to reinforce brand Problem: Keeping store merchandise refreshed and inventory levels low are a challenge Solution: Our Zero Inventory approach with Quick Ship program (24 hour ship) can reduce and/or eliminate inventory
Evaluate Opportunity Boundless Approach Identify Solution Build and Launch Manage and Optimize Step 1Step 2Step 3Step 4 Gain client agreement/approval Proven process for success…
Your Opportunity Work with MC Work with Biz Dev Work and refine Step 1 – Evaluate Opportunity Define the opportunity Present the Boundless value proposition Complete the OE Form and submit to Mission Control
Step SPMCBiz Dev Evaluate OpportunityComplete formEvaluate and assign resources Accept or give direction Identify Solution Build and Launch Manage and Optimize Roles and Responsibilities Overview
Step 2 – Identify Solution Standard Process Work with Mission Control to complete Requirements for client Client interviews if required Proposal and timeline presented to client for agreement Additional potential steps Client meetings and presentations Stakeholder and buyer interviews/ surveys Present LOI /contract
Step SPMCBiz Dev Evaluate Opportunity Identify SolutionGet product and process info Provide technology solution/proposal Provide help for pitch, strategy and closing Build and Launch Manage and Optimize Roles and Responsibilities Overview
Step 3 – Build and Launch Merchandising based on solution Product type (core, calendar, custom) Delivery / timing (Quick ship, Bulk, GB) Develop communication plan How client communicates to audiences Type and timing of launch communication Launch solution
Step SPMCBiz Dev Evaluate Opportunity Identify Solution Build and LaunchMerchandise and get communication identified Build out the technology per requirements Facilitate marketing and launch process Manage and Optimize Roles and Responsibilities Overview
Step 4 – Manage and Optimize What does it mean to “manage” an account? Service the account needs online and off Understand/merchandise product needs (core, calendar, custom) Perform quarterly review What does it mean to “optimize” an account Create strategies and plans to grow buyer adoption Identify new programs / budgets
Step SPMCBiz Dev Evaluate Opportunity Identify Solution Build and Launch Manage and OptimizeManage and create new relationship Provide customer newsletter Quarterly review with SP Roles and Responsibilities Overview
Step SPMCBiz Dev Evaluate OpportunityComplete formEvaluate and assign resources Accept or give direction Identify SolutionGet product and process info Provide technology solution/proposal Provide help for pitch, strategy and closing Build and LaunchMerchandise and get communication identified Build out the technology per requirements Facilitate marketing and launch process Manage and OptimizeManage and create new relationship Provide customer newsletter Quarterly review with SP Roles and Responsibilities Overview
Homework Putting it to practice: Homework Class Three Practice with a peer by answering these questions: What do you do? What value does your company offer? What is the Portal? What is GroupBuy? What is different about your online store?
In Summary for this EAS Certification course: You have learned and will now put into practice how to: Qualify Accounts Present the standard Boundless presentation and be able to explain the technology Platform features and advantages at a high level Follow the Boundless sales Process for closing and implementing Enterprise Accounts
How do you get certified? Complete the course ‘test’ and survey to receive certification credit Your name will automatically be submitted to receive CAS / MAS credit
What’s next? Attend Tech Tuesdays for a series that will be going ‘deeper’ on the technology Participate in 2010 Business Planning training (December 16 – 18) Complete 3 account plans for 2010 (where there is opportunity with technology) Tell the Boundless story, complete the OEF and work with your BN resources to increase sales in 2010 Stay tuned for additional training in 2010 Prospecting Understanding the organization (key areas of spend) Selling techniques Join us for a special EAS breakout session in PPAI Vegas 2010 this January!