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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 PropositionWe 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:ControlVisibilitySavings
Buyer Benefits:ExpertiseServiceCreativity
How we deliver this value:Boundless Network provides a way to connect buyers through our technology platform.
Boundless Platform: Technology
Customer PortalPersonalized website to access customer service features, including order tracking, reporting, and online buying tools.
GroupBuyOrder aggregation service to drive volume savings and save time.
One stop for all branded merchandise needs
Company StoreEcommerce company store of pre-selected products with your logo. Featuring the “Quick Ship” solution.
Enterprise ReportingReal time reporting for buyers and managers on all branded merchandise orders.
Product SearchOnline catalog with thousands of products customizable with your logo.
Technology Solutions
Customer Portal
“Money” person cares about…Reporting across all buyersOperational efficiency / saving buyers timeCompliance
“Brand” person cares aboutHow brand is being used / consistencyEasily communicating to all buyersAdoption
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 aboutEnsuring 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 aboutMerchandising 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
Manageand
Optimize
Step 1 Step 2 Step 3 Step 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 SP MC Biz Dev
Evaluate Opportunity Complete form Evaluate and assign resources
Accept or give direction
Identify Solution
Build and Launch
Manage and Optimize
Roles and Responsibilities Overview
Step 2 – Identify Solution
Standard ProcessWork with Mission Control to complete Requirements for clientClient interviews if requiredProposal and timeline presented to client for agreement
Additional potential steps Client meetings and presentationsStakeholder and buyer interviews/ surveysPresent LOI /contract
Step SP MC Biz Dev
Evaluate Opportunity
Identify Solution Get 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 solutionProduct type (core, calendar, custom)Delivery / timing (Quick ship, Bulk, GB)
Develop communication planHow client communicates to audiencesType and timing of launch communication
Launch solution
Step SP MC Biz Dev
Evaluate Opportunity
Identify Solution
Build and Launch Merchandise 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 offUnderstand/merchandise product needs (core, calendar, custom)Perform quarterly review
What does it mean to “optimize” an accountCreate strategies and plans to grow buyer adoptionIdentify new programs / budgets
Step SP MC Biz Dev
Evaluate Opportunity
Identify Solution
Build and Launch
Manage and Optimize Manage and create new relationship
Provide customer newsletter
Quarterly review with SP
Roles and Responsibilities Overview
Step SP MC Biz Dev
Evaluate Opportunity Complete form Evaluate and assign resources
Accept or give direction
Identify Solution Get product and process info
Provide technology solution/proposal
Provide help for pitch, strategy and
closing
Build and Launch Merchandise and get communication
identified
Build out the technology per requirements
Facilitate marketing and launch process
Manage and Optimize Manage and create new relationship
Provide customer newsletter
Quarterly review with SP
Roles and Responsibilities Overview
Homework
Putting it to practice: Homework Class ThreePractice 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!