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SalesNOW from AT&T Meet the Executives Deck

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Presentation on theme: "SalesNOW from AT&T Meet the Executives Deck"— Presentation transcript:

1 SalesNOW from AT&T Meet the Executives Deck
Presented to: Key Executives Presented by: Jessica Haney Date: 11/2010

2 Agenda Brief Introductions Project Review and Highlights – From AT&T
Project Review and Highlights – From SalesNOW Programs and Roadmap Special Thanks!!! Round-table: Feedback from AT&T Execs Back-up Slides Pitch Slides Process Diagrams Detailed Communications Plan

3 Project Review and Highlights From AT&T Team
SalesNOW from AT&T Project Review and Highlights From AT&T Team 3

4 SalesNOW from AT&T – Available 11/9
SalesNOW is a Contact & Deal Management Solution – CRM/SFA Designed specifically for use on web and with BlackBerry & iPhone *Android, Windows and iPad 1H2011 Features for Mobile Solutions: Contact Management Company Tracking Lead Management Deal Management Activity Reporting Sales Reporting Potential Benefits: Improve Sales Rep Effectiveness Improve Sales Manager Visibility Reduce the Reporting Burden Price: $19.95 / user / month Picture 4 Full access to key customer data Includes robust reporting capabilities, such as funnel management [short explanation of the feature shown.]

5 SalesNOW from AT&T Launch Status
Launch at a glance… Product Contract Testing Training External Marketing Launch SalesNOW from AT&T Signed * Complete In Legal Review 11/9/2010 Key Milestones Title Task Status Est. Completion Date Actual Completion Date GP0 Completed 7/26/2010 GP1 8/20/2010 GP2a 9/28/2010 SARA 9/30/2010 10/1/2010 GP2b GP2c SID/SOC 10/27/2010 CAGF 10/28/2010 GP4 In Progress 11/5/2010 From GP1 to Launch in under 2.5 months!!! GREAT WORK TEAM! Item Charge Type Pricing Discounting Revenue Booking SOC - SalesNOW1 MRC $19.95/user/month No discounts available Wireless, Data Revenue

6 SalesNOW from AT&T – Information
Description: SalesNOW is a robust, fully-hosted, affordable contact and deal management tool specifically designed for use on the mobile device and Internet. Allows individuals and businesses to - stay organized, track your data and manage ALL aspects of the sales-cycle. Real-time. Anytime. Anywhere. Stay connected and eliminate fire drills. SalesNOW offers 360 deg visibility and reporting from the palm of your hand… Discovery Questions: Do your sales representatives spend time on the road? Do you need to share your sales information? Do you need better sales reporting? Do you need to manage your leads better? Do you need to keep a record of your sales activities? Do you need to better manage your deal flow and sales funnel? Target Industries: SalesNOW is targeted at all verticals and segments, with a primary focus on SMB ANY company with a field-sales force Target Audience Titles: VP/Director of Sales Any Sales Management Device Platforms: BlackBerry, iPhone and Web Today Windows , Android and iPad planned 1H2011 Offer Manager: Jessica Haney (jh684x) High-level partnership terms - SalesNOW: ALL mutual customers are billed by AT&T Free Training provided for customers & sellers 40% Margin on sale D1 compensation $19.95/month - one AT&T SOC Fully-hosted, supported by SalesNOW Tier II & III provided by SalesNOW Solution availability and Sales Process: Available for direct sale through Phoenix ALSO AVAILABLE ON SALESNOW.COM Current SalesNOW selling statistics: Average Size of SalesNOW account - 17 users Median Size of SalesNOW account - 12 users Range of Account Size - 1 user to over 500 users Average # of new users per month - 1,450 How to learn more: On-going Training hosted by AT&T and/or SalesNOW & OIL, MACteamUS, myCSP, etc

7 Resources Available at Launch
Collateral: External: Flash Video Product Brief Customer Presentation er Internal: Sales Training Deck Job Aid / FAQs / Elevator Pitch Podcast Demos / Trials: Customer Trials: 30-Day free trial AVAILABLE NOW MAC / Seller Demos: To be available 10/29 via AT&T demo site and/or On-line Content: (avail. 10/29) Internal: OIL, MyCSP, My Mobility Toolkit, MACTEAM.US (11/9) Training/Awareness: Field Marketing Alignment Call (10/20) Channel Activation Governance Forum (10/28) Sellers (Cross Segment): Mobility Monday Seller Forum (10/25) MACs (10/29) SBAC: Rivenbark All Hands call (10/8) National Call (10/15) PEP Call (10/18) Bolton All Hands Call (10/21) Solution Provider Channel (10/28) Virtual Sales Center (Nov) PCG Communications: External Communications: PR (Date TBD) Internal Communications: Sales Advisory, Special Mobility Bulletin, Weekly Bulletin, AT&T Insider, Leadership Brief, Segment Newsletters, MAC Communications, Text to Subscribers (at launch)

8 SalesNOW from AT&T - Product Forecast
2011 2012 2013 Customer Base Growth Gross Adds 2,040 3060 4080 Gross Revenue Increase (new users) $244,500 $856,300 $1,712,400 New Accounts per Month (which adds up to 170 New Users Per month - based on 17 users per account on average - for a total of 2,040 new users per year and annual revenue of $489,000 - so divide by 2 for revenue billed in 2011 as the subscribers will start evenly throughout the year for a total revenue in 2011 of $244,500 billed in 2011) New Accounts per month (which adds up to 255 New Users Per month - based on 17 users per account on average - for a total of 3,060 new users per year and annual revenue of $734,400 - so divide by 2 for revenue billed in 2012 as the subscribers will start evenly throughout the year for a total new revenue of $367,200 plus $489,000 revenue from the first year's subscribers for a total of $856,300 billed in 2012) New Accounts per month (which adds up to 340 New Users Per month - based on 17 users per account on average - for a total of 4,080 new users per year and annual revenue of $979,200 - so divide by 2 for revenue billed in 2013 as the subscribers will start evenly throughout the year for a total new revenue of $489,000 plus $1,223,400 revenue from the first and second year's subscribers for a total of $1,712,400 billed in 2013)

9 SalesNOW from AT&T Project Review and Highlights From SalesNOW Team

10 SalesNOW Project Highlights
Goal of Engagement (per initial discussions with AT&T): Introduce a horizontal solution to AT&T Sellers that Meets a specific needs of AT&T customers across all verticals and segments. Well-defined target market, simplicity in solution messaging, pricing and provisioning, and anticipated short sales-cycles. Overall Process Review: Speed and ease of implementation Cross-team collaboration success Product Management Project Management IT (3PP/CSI) Sales and Marketing Opportunity Review Sales already engaged Deals in Funnel Demo/Trial Programs

11 SalesNOW from AT&T Programs and Roadmap

12 SalesNOW from AT&T – Programs & Roadmap
In Progress… Coming Soon… Internal/External Webinars Webinars available from SalesNOW Monday, Wednesdays and Fridays Roadshow Multi-city Roadshow being planned for 2010 Sales Demos Distrution of Seller Canned Demos MAC & ISP Internal-Use Trial Working directly with Ryan Lockwood and Team Mobilizing OTT iPad Seeding Program Seeding 1000 iPad demos SalesNOW.com Lead Gen Lead Reports from trial sign-up Segment/Channel Expansion COR, SMART, GEM, etc Billing and Provisioning Multi-user Provisioning Annual Billing Marketing post-launch 2011 events/marketing plan

13 SalesNOW - Platform and Suite Enhancements
Future Platform releases for SalesNOW: Android, Windows and iPad available 1H2011 Future Product Suite Enhancements: ServiceNOW Available TODAY and under consideration ProjectsNOW ProjMgt of Tasks and scheduling - Simpler than Microsoft Project. If end-user is assigned a task - immediate alert to the mobile. Integrates directly with iPhone calendar ExpensesNOW Stand-alone Expense and Time Management Solution SocialNOW Ability within one tool, be able receive updates across social networks. For consolidating SocialMedia marketing results Identified Enhancement Requests: Location Based Service capabilities More out of box integration with OTHER CRM/SFA solutions Voice-to-text capabilities

14 SalesNOW from AT&T SPECIAL THANKS!

15 Special THANKS from Jessica!
AT&T Team: PATRICIA SMITH - Product Realization Manager LEE BIZEK - Project Manager – User Experience CHRIS RUSZKIEWICZ – Project Manager – Marketing/Comms Mel Richardson – Business Development - Contract Jason Barry – CSI Integration Team Christopher Newton and Claire Angeles– 3PP Integration Team SalesNOW Team: John Durst - Vice President, Sales & Marketing Ken Ho – Technology & Development Allen Froese - Territory Manager – AT&T Sales Support Contact Mark Durst – Vice President, Operations

16 Q & A Round-table: Feedback from AT&T Execs

17 BACK-UP SLIDES Offer Slides Process Slides Marketing Outreach Slides

18 Offer slides

19 SalesNOW from AT&T– Mobile CRM/SFA Elevator Pitch
SalesNOW is a robust, fully-hosted, affordable contact and deal management tool specifically designed for use on the mobile device and Internet. Allows individuals and businesses to - stay organized, track your data and manage ALL aspects of the sales-cycle. Real-time. Anytime. Anywhere. Stay connected and eliminate fire drills. SalesNOW offers 360 deg visibility and reporting from the palm of your hand…

20 SalesNOW from AT&T – Mobile CRM/SFA Solution Overview Available thru AT&T Nov 9th, 2010
$19.95 per month Contact & Deal Management Solution Designed specifically for use on mobile and web: BlackBerry, iPhone & Internet today * Android, Windows and iPad avail 1H2011 Manage all aspects of the sales cycle: Contact Management Company Tracking Lead Management Deal Management Activity Reporting Sales Reporting 30-day FREE trial* *Trials available at SalesNOW.com

21 SalesNOW from AT&T – Mobile CRM/SFA Value Proposition
Improve Sales Rep Effectiveness Capture sales calls notes immediately Use the time between sales calls to manage deal pipeline Quickly view complete customer history while waiting in lobby Improve Sales Manager Visibility Real-time access to sales rep activities Calendar shows past & future sales calls for team members Reduce the Reporting Burden View graphical forecast & sales funnel reports on mobile device Sales reps can easily export weekly activity reports to MS Excel Managers have real-time access to rolled-up team sales forecasts Customer Pain Points Limited budget to spend on administration or IT Mobile sales force need access to critical business data Sales Managers require reporting from their sales team at any time Too much time spent managing sales process

22 SalesNOW from AT&T – Mobile CRM/SFA Benefits Review
Benefits for the Company Affordable CRM solution Sales Managers have insight into where reps stand with their sales funnel Powerful reporting & customization tools Customizable dashboards for real-time performance snapshots Allows for faster, more informed decision making Benefits for the Employees Productivity maintained when travelling Fast access to data on the WEB and mobile device (online & offline) Intuitive interface to manage contacts, companies, deals, s and activities No evenings spent updating records from the day's meetings and calls Benefits for IT Managers Does not require major capital investment since it is a hosted solution Complete end-to-end solution so no need for multiple vendors Customizable dashboards to enhance user experience and increase adoption

23 Process slides

24 Provisioning Diagrams
AT&T direct seller adds SalesNOW 1 using Phoenix. Phoenix connects to Telegence for billing/commissions Phoenix alerts SalesNOW of activation via 3PP process AT&T Direct Seller Upon confirmation of activation from AT&T, SalesNOW sends SMS message to end-customer with instruction to download app. SalesNOW Customer receives SMS with link to download. Customer completes form within link to complete activation. Customer activates SalesNOW. Customer Option #1 – AT&T Direct Sales Customer goes to SalesNOW.com and signs up for SalesNOW. SalesNOW will request carrier and device information to sent to AT&T to activate and bill. SalesNOW website Via CSI, SaleNOW website delivers device information to Telegence to activate service and begin billing Upon confirmation of activation, SalesNOW sends message to end-customer with instruction to proceed. AT&T CSI Customer receives from SalesNOW with instructions on how to downloads software Customer activates SalesNOW. Customer Option #2 – SalesNOW website

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29 Internal and External Outreach - COMPLETE

30 Communications / Awareness
Name Date(s) MAC Field Mktg GLO SCG PCG SBAC Internal Awareness / Training Sessions: Field Marketing Call (all segments) 10/20 Mobility Monday Seller Forum (all segments) 10/25 CAGF Call (all segments) 10/29 MAC Call SBAC Rivenbark All Hands Call 10/8 SBAC National Call 10/15 SBAC PEP Call 10/18 SBAC Bolton All Hands Call 10/21 SBAC Solution Provider Channel 10/28 SBAC Virtual Sales Center Channel Nov PCG Awareness Session tbd Internal Communications: Weekly Mobility Bulletin (ABS, SBAC) 10/21, 10/28, 11/4, 11/9, 11/11 Sales Advisory 11/9 Special Mobility Bulletin Segment Newsletters Sales Leadership Brief 11/12

31 Communications / Awareness (cont.)
Name Date MAC Field Mktg GLO SCG PCG SBAC Internal Communications (cont) MAC Communications 11/9 AT&T Insider Text to Subscribers External Communications: Press Release tbd On-line Content: att.com/salesnow OIL MyCSP My Mobility Toolkit MACTEAM.US

32 Q & A


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