Synergy

John ClarkJohn ClarkBay Networks Pre-Sales TAMBay Networks Pre-Sales TAM

Synergy

Synergy "si-ner-je" combined action, which is greater than the sum of the individual effects

(from Greek - synergos: working together)

ACI + Bay = Confidenceonsistency

ertainty

larity

Definitions

Synergy

The Role of the TAM

TAM

Technical Focus - dedicated to Bay Product range - competitive knowledge of other vendors

Technical Technical

Commercial Focus - targeted on Bay Product sales - not to the detriment of other vendors

commercial commercial

Synergy

Technical Focus

Design Aids

Sign-off

Feedback

• Design Aids - BETL, boilerplates, CDs, pricing, new products etc.

• Sign-off - Not mandatory - but shared responsibility, pooling of resources etc.

• Feedback - Bay SIGs, European NDA meetings, Single point of contact for technical issues

“I’m here to help on all Bay Designs”

TAM

Synergy

Commercial Focus

Leads

Campaigns

Marketing

TAM

“I buy-in to winning all Bay bids”

• Leads - Qualification process, team approach

• Campaigns - Telemarketing, shared mindset

• Marketing - “Switched On” article, Web sites, PR company/Press articles

• Incentives - Team approach - Sales, Pre-Sales, Internal, Project Manager, Post-Sales

Incentives

$ $ $

Synergy

Switched On

• Raise ACI Profile - Top of the ESP list alphabetically …

• Only Pan-European ESP - Multi-National Reseller of the Year

• Blue-chip Client Base - Large corporates, banking, finance, household retail names

Synergy

• Where Business Flows Incentive - Q2, Q3, Q4 FY 98

• $6M Target New Business - COGs $1.4M, $2M, $2M

• Opportunities - Tele-marketing, Prime Suspects, Bay leads etc.

• Team Rewards - All those contributing to the sales cycle

Incentives

$$$$$$$$$$$$$$$$$$$$$$$$$$

Synergy

Incentives

$$$$$$$$$$$$$$$$$$$$$$$$$$

Synergy

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