…ninety day sales plan…
Matt Androski –
Background } Seasoned Sales Executive – Leading / Building teams } Repeatable success } SaaS Expertise – new sales model } Vertical Experience
} Financial Services – Banking – FICO } Telcos - BEA Systems } OEM / ISV – BEA Systems
} Key Points – } Learn markets quickly } Built repeatable approach /operations focused } Hire quickly } Establish expectations / sales process – transition team } Focus on execution – change culture
Out of the Gate} Review the team } Identify top deals for Q4 / Q1 } Hiring to plan for 2104 } Account Segmentation } Sales Operations review - implement new process } Forecast & Pipeline Reviews
My Experiences } BEA total deals over $1M = 49
} Scaled Revenue from $7M to $22M 18 months } Managed teams to new levels – CIO / LOB } Repeatable Success –HP, Cing/AT/T, Quest, Citi
} Adobe 18 deals over $1M } Leverage Exec Relationships TMO, Kaiser, Verizon Wireless
} FICO- Learned market segment – Global Banks } Success in LATAM } Banamex, BBVA, ITAU
} Run Tight Forecasting Cadence } Build Focus around Pipeline } Regional, National and Americas experiences } Direct and Indirect Experiences
} PWC- Wells Fargo
Areas of Focus
Assessing the team / Org Structure
Sales Operations / Process Review
Identifying Key Top Deals Q4/Q1
Organizational Tuning for
Growth
Understanding and Developing GTM
Plan
Marketing Programs and
Pipeline Building
New Markets – Expansion
Review
Implementation Plan Review
Purpose and Objectives
1. Sales Operations / Sales Process 2. Building a team 3. Execution against plan – closing business
Challenges …
Areas of Focus
Key Challenges Marketing / Alignment
Product Position OEM -Channel
Sales Operations
✓ Sales Execution ✓ Following / Enforcing Sales Process ✓ Once Following – Skipping Steps in Process ✓ Accountability in Sales – Culture ✓ Clear Expectation in Sales ✓ Forecast Cadence ✓ Cleaning up Sales / Operation systems
✓ Pipeline Building Process and Cadence ✓ Sales Team understanding value proposition ✓ Product positioning – Clarity around Messaging ✓ Lack of Field Marketing Lead Function
✓ Channel Expansion ✓ Who are Partners / What is Competition doing ✓ Services Support ✓ Clarity around Support Function
✓ Product Positioning and Competition ✓ What Partners Help? Target ? ✓ Product Direction and New Features ✓ Sales Enablement / Training
2014
VISIONS AND TARGETS ....areas to focus on
Sales Targets Understand Sales Staff and building Key Playbooks.
Process Targets Building a repeatable Sales Process.
Strategy Targets What are the key deals in pipeline now – must win.
Business Targets What are the key systems, marketing focus tools needed for sucess.
Enviromental Targets Who are the compeitors? What product challenges do we face? Do Partnerships help?
I. Strategy
Strategy Targets •Understand Customers •Assess Pipeline, Sales Targets & Cadence •Focus on execution – Must Wins! •Define the GTM to build upon
II. Process
Process Targets •What is repeatable? • Challenges? •Building a Clean Sales Process •Operational Review
Sales Process -‐ People •Assess the team •Playbooks & Segment Targets •Use Cases / Verticals •Account Segmentation •Build For Growth & Expansion
III. Sales
IV. Environmental
Enviromental Targets •What is happening in the competitive space… •What are executive concerns? •Compeitition? •What are key differnces in Mnet’s solution?
•What is our high-‐ground? •How will we target New Customers / Expansion
V. Business
Business Targets •What systems are we using? •What is the sales process / methodology? •Develop process around Pipeline Building Lead Generation •Sales Execution
Segmentation} Account Segmentation
} What has worked in key accounts } Target those across the globe- selling strategy } Expansion in existing account base } Measure results – adjust
} Campaign’s } Areas which expand footprint
} Building customer loyalty } Removes dependency on carriers
} Pipeline Focus on following quarters } Building real demand
My Questions?} 3 Biggest Challenges you see in Sales Team } Value Proposition understood? Too confusing? } What support / role do you see Marketing Play in Sales
Execution and success? } Engagement of Executives – where do they play in sales
cycle? } What do you hear from customers? What direction do
they want/need you to go? } What are the metrics for business
} Sales Cycle, Deal Size, Trials etc…