Sales Effectiveness Business Priorities Presentation

AgendaAgenda Business Drivers / Challenges Business Capabilities Summary and Next Steps Demonstration

Business Context The worldwide mobile worker population is expected to increase to million in 2009, accounting for 27.3% of the workforce. Strategy Analytics, “Mobile Business Application Outlook,” January 2006 Increasing sales effectiveness In a survey, increasing sales effectiveness was ranked by sales executives as one of the top business objectives. These executives also viewed sales effectiveness as a key driver of increased revenues and market share. Any time anywhere access Information is the most critical support tool for the successful sales cycle. Achieving high performance through improved sales force productivity Research shows that the typical $1 billion U.S. company can generate millions of dollars in additional revenue simply by addressing critical human performance issues in its sales force.

Business Context Levers Key Drivers Outcome Lower Cost of Sales Manage Marketing Costs Reduce Service Costs Drive New Demand Increase Customer Retention Improve Sales Win Rate DecreaseCustomerCosts IncreaseRevenue Profitable Customer Relationships

Business Drivers Know your customer (360-degree view of customer data) Optimize sales cycle Sell better together (break down information silos with anytime/anywhere access) Better decision making (improve decision making through sales insight)

Business Too much time is spent gathering and synthesizing sales and customer information from disconnected systems Sales representatives lack timely views of pipeline data and customer information that leads to loss of customer focus and cross-sales opportunities Proposals take too long to create and lack support from expert sources Messages from key customers are not easily accessible to sales representatives in a timely manner, which them from quickly responding to their clients Sales representatives lack up-to-date product information, which can cause confusion and lead to lost opportunities Customer information in disparate sales, marketing, and support channels is not visible across teams, making it difficult to coordinate multiple-team sales efforts and campaigns Visibility into sales performance is lacking Challenges Challenges Relevant data is stored across multiple data silos and applications without a consolidated access method Customer and sales data lack a unified view and is not accessible on mobile devices A collaborative proposals environment that includes expertise location across the company is lacking A unified inbox that is accessible from multiple devices is lacking Portal and related tools for collecting and sharing up-to-date product information does not exist Information is scattered across channels and is siloed, and social networking tools are lacking Performance dashboards and scorecards that include access to customer relationship management (CRM) data and sales goals is lacking IT Challenges

A solution should help… …by providing the ability to …by providing the ability to KNOW YOUR CUSTOMER (360-DEGREE VIEW OF CUSTOMER DATA) Uncover the correct opportunities through a comprehensive and contextual 360- degree view of the customer and opportunities with anywhere, anytime access Proactively pinpoint up-sell and cross-sell opportunities Identify and capitalize on key market segments and high-value customers, and then sell and promote targeted campaigns Incorporate current and relevant information about a customer's account into customer interactions, including sales status, customer support issues, and contracts OPTIMIZE SALES CYCLE Simplify opportunity management and deal tracking Improve lead qualification to increase conversion rates Automate workflows across teams and groups to ensure processes are consistent and repeatable Improve quality, accuracy, and responsiveness to customer communications Enable sales professionals access to timely and relevant product information and to expertise across the company SELL BETTER TOGETHER (BREAK DOWN INFORMATION SILOS WITH ANYTIME/ANYWHERE ACCESS) Enable sales teams to collaborate and communicate with other groups across organizational boundaries and locations Coordinate sales efforts across the company to improve efficiency, enhance cross- selling, and ensure consistency BETTER DECISION MAKING (IMPROVE DECISION MAKING THROUGH SALES INSIGHT) Improve sales performance, decision making, and planning through powerful and timely sales insight reporting Provide sales management accurate views into sales initiatives, processes, and results Solution Support

AgendaAgenda Business Drivers / Challenges Business Capabilities Summary and Next Steps Demonstration

[ Insert Demo Title ] Demo

AgendaAgenda Business Drivers / Challenges Business Capabilities Summary and Next Steps Demonstration

Solution’s Business Drivers KNOW YOUR CUSTOMER (360-DEGREE VIEW OF CUSTOMER DATA) BETTER DECISION MAKING (IMPROVE DECISION MAKING THROUGH SALES INSIGHT) OPTIMIZE SALES CYCLE SELL BETTER TOGETHER (BREAK DOWN INFORMATION SILOS WITH ANYTIME/ANYWHERE ACCESS)

Sophistication of the Solution Phase 1 Provides basic support for the most critical elements of the business driver Phase 2 Provides adequate, typical support for critical and priority elements of the business driver Phase 3 Provides thorough, streamlined support for the business driver that enables differentiated levels of performance KNOW YOUR CUSTOMER (360-DEGREE VIEW OF CUSTOMER DATA) BETTER DECISION MAKING (IMPROVE DECISION MAKING THROUGH SALES INSIGHT) OPTIMIZE SALES CYCLE SELL BETTER TOGETHER (BREAK DOWN INFORMATION SILOS WITH ANYTIME/ANYWHERE ACCESS)

Range of Business Capabilities Business Driver: Know your customer (360-degree view of customer data) Phase 1 Phase 2 Phase 3 Maintain centrally-maintained target market lists Easily access a centrally maintained proposal template library Enable better collaboration and coordination of sales activities across distributed sales teams Improve quality and reduce cycle time for generating sales proposals Improve responsiveness of sales to communications from clients while away from the office View and analyze the performance of known market segments Improve insight into customer/market transactions Provide a centralized library and supporting taxonomy for archiving and ranking past proposals Exploit opportunities to pursue niche markets and high-value customers Enable better customer insight and focus on high-value customers and opportunities Simplify access to and the use of data in enterprise applications Improve insight into customer/market transactions Improve efficiency in and frequency of the use of customer relationship management (CRM) and other enterprise applications Improve focused execution in niche markets and for high-value customers Enhance the ability to use past proposals and find relevant experts to support sales opportunities Drive persistent focus on critical areas of individual performance Streamline access to transaction, customer, opportunity, and product data Improve discovery of niche markets and high- value customers Streamline access to current product/service information

Range of Business Capabilities Business Driver: Optimize sales cycle Phase 1 Phase 2 Phase 3 Supplement CRM with tools for sharing, collaboration, and coordination across sales teams Enable better coordination of sales activities and customer/market communications Provide a centralized, collaborative proposal document library Improve responsiveness of sales to communications from client Share customer/market and product/service information across selling teams and make this information accessible offline Improve quality and reduce cycle time for generating sales proposals with access to current customer/market product/service information, proposal templates, and collaborative authoring capabilities Streamline sales support processes Enable better customer insight and focus on high-value customers and opportunities Automate proposal work coordination and document handling Improve responsiveness to customers and generate more accurate proposals Improve responsiveness to client communications Simplify access to data in enterprise applications by sales teams, partners, and customers Improve collaboration with partners and customers to generate accurate, compelling proposals Streamline access to customer information Improve efficiency in and frequency of the use of CRM and other enterprise applications Improve discovery of niche markets and high-value customers Streamline and automate generating proposals Enable seamless collaboration with selected customers/partners Streamline access to current product/service information

Range of Business Capabilities Business Driver: Sell better together (break down information silos with anytime/anywhere access) Phase 1 Phase 2 Phase 3 Share customer/market and product/service information across selling teams and make this information accessible offline Enable better coordination of sales activities and customer/market communications Improve a sales team's focus on performance Enable better communication across distributed sales teams Improve responsiveness and reduce travel costs by virtualizing customer and employee meetings and by conducting training online Facilitate remote sharing, collaboration, and coordination of sales activities Simplify access to data in enterprise applications by sales teams, partners, and customers Improve responsiveness to customers and generate more accurate proposals More precisely and accurately track sales activities across distributed sales teams Protect sensitive data that is shared with partners and clients View past and current sales team performances and activities Provide consistent, streamlined access to transaction, customer, opportunity, and product data across sales teams Streamline access to transaction, customer, opportunity, and product data Drive consistency in structured account module/market planning, execution, and tracking

Range of Business Capabilities Business Driver: Better decision making (improve decision making through sales insight) Phase 1 Phase 2 Phase 3 Centralize planning and scorecard documents Increase team visibility into their performances Enable better customer insight and focus on high-value customers and opportunities Drive consistent focus on specific performance targets across sales teams Improve focused execution in niche markets and for high-value customers Drive consistency in structured account module/market planning, execution, and tracking Drive persistent focus on critical areas of individual performance

AgendaAgenda Business Drivers / Challenges Business Capabilities Summary and Next Steps Demonstration

Potential Business Benefits Access information at any time from virtually any location Access proposal templates, current product information, past proposals that are relevant to the current opportunity, and product experts Collaborate with internal and external sales team members Achieve visibility into sales activities across a distributed sales team Rapidly evaluate sales opportunities Collaborate across distributed sales teams without traveling Promote customer relationship management (CRM) usage compliance

Next Steps Discuss your priorities with IT Map to systems requirements Understand what can be leveraged Develop a high-level road map for deploying integrated capabilities Translate back into business capabilities enabled/supported Review the proposed business capability road map

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