Post on 19-Aug-2015
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technology@work
Artax Consulting Group – The Sales Transformation Co.
CloudRP
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technology@work
ACG - Artax Consulting Group
CloudRP
• Sales Channel Development • Channel Business Enablement • Sales Outsourcing
• Sales People Insourcing • Profiling, Attracting, Recruiting • Hiring Support
• Sales Performance • Customer Experience • Leadership & Management
• Sales Transformation • Sales Academy • Sales Professional Certification
• Sales Tools and Services • Sales Planning Systems • CRM, SFA
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Engagement levels and modalities
Services
Professional Services aimed to release: • Sales Methodologies
• Sales and Business Models
• Sales Processes
• Systems for Sales
• Sales Tools
• Empowered People
• Running Channels
• Partner Programs
Insourcing • People, Channels and Business finding
• Recruiting and Induction of People
• Activating of Channels
• Enabling of Businesses
Enabling • Continuous training and coaching (Sales Academy)
• Empowerment processes
• Managing directly Processes, Programs and Systems
Outsourcing • External Channels Management
• Sales Outsourcing
• Business Outsourcing
Consultancy
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ACG – The “Sales Transformation Company”
Artax Consulting Group provides “Sales, Marketing & Collaboration” capabilities
to enable companies to perform like World Class Sales Organizations
Each capability holistically includes the four key ingredients for a successful recipe: – Process aligned to the international best practices – People with the right level of competence and confidence – Planning tools that help to consider any Client as a key resource – Partnership with third parties, indirect channels and influencers
Each capability is crafted to achieve financial, management and user’s results. All is measured through specific KPI’s and is aware of all the possible pitfalls to avoid.
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Typical issues if the approach is not holistic
CRM Only Without Collaboration
Consultancy Only Training Only
• Client left on its own when it’s time to implement
• S&M deep knowledge missing • No leverage on best practices with
proven ROI
• Sales Transformation requires collaboration with the rest of the company (HR, ICT, …)
• Sales Transformation in a multichannel environment must be harmonized
• Training not synchronized with process and change management is set for failure
• Well trained and skilled people not supported by easy to use and productive tools leave
• 70% of the CRM initiatives fail Source: Cap Gemini – Ernst & Young
• 90% of the enterprises cannot show a positive return on CRM
Source: META Group • 75% of CRM initiatives fail to
substantially impact the customer Experience
• Source: Gartner
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ACG Consulting Practices - Workshop - Benchmarks - GTM - Business Objectives - Data Model - Cooperative Chain - CRM Assessment - Direct “like” - CRM Internat. Roll-out - Store performances - Sales Insourcing - Sales Academy - Business Enab. - SalesFactor Enab.
CloudSS ® - ACG Marketing Sales & Collaboration System
C+
ACG Plug & Play Capabilities - Marketing - Sales - Collaboration
ACG Platform - Lego® like platform - Fast Prototyping - Continuous Refinement
NB: C+ equal to Consumer in B2C – Client in B2B
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CloudSS ® - ACG Sales System at a glance
Marketing Capabilities • Selecting the target markets • Segmenting the target customers • Defining the value proposition • Analysing the key differentiators • Considering the Value Proposition attractiveness for Customer
and Channel Partner
• Monitoring the competitive position
Sales Capabilities • Learn the most effective approach for any GoToMarket • Managing Territories • Assigning targets and budgets • Discovering the customer needs and qualifying the
opportunities • Effectively Presenting the value proposition • Crafting the most competitive proposals
Collaboration Capabilities • HR adopting the best sales capabilities e motivating the people • MKTG getting aligned to the strategy and being supported for
selling • Finance being more open about costs structure and getting the
resources needed • MD getting involved in the challenges and putting the Client at
he centre of the company
• Modelling the different Go To Market (GTM) • Demand generating • Planning business objectives • Establishing measurement criteria and Key Performance Indicators • Defining the ways to consider and measure the customer satisfaction • Realizing stable systems to collect and analyse the change signals • Managing the continuous improvement process • Organizing successful customer interactions and meetings • Negotiating and closing opportunities • Collecting orders • Developing relationships • Planning the customer relationship development • Effectively Forecasting the sales results • Managing the sales funnel
• IT quickly obtaining open systems able to support the change • Sales Reps motivating their behaviours being real “change agents” • Influencer realizing ecosystems which increases demand generation and
empowers brand • Partner developing new markets and new GoToMarkets • Channels creating innovative business dynamics based on win-win
relationships • Customers getting involved in becoming active sponsors
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ACG Capabilities – The Sales Transformation Lego® bricks
UC
CA ®
CRM
Assesesm.
Sales Acad.
SA ®
Sales Insourcing SI ®
Dire
ct Un
ified
DU ®
C+
GM ® Go 2 Market
NB: C+ equal to Consumer in B2C – Client in B2B
ACG Capabilities Enabling Sales Transformation From Client as a number To Optimal Interaction
ACG “4P” Recipe - 1° P = Processes - 2° P = People - 3° P = Planning - 4° P = Partnerships
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BM ®
Bench mark
Available Capabilities
Intelli
P rocesses
P eople P la
nnin
g (s
trum
enti)
P artnership
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Deliverables
ACG CloudSS® – Enabling Processes
Client “As Is”
Client “To Be”
Use Case
|- Processi del Cliente |- Sales Academy |- Sistemi CRM + |- Partnership
CloudSS
Practices |- Best Practices
4P components |- Processi |- People |- Planning tools |- Partnership
|- custom KPI’s
Metrics |- World Class Perf.
Client Objectives
Client Components
Client KPI’s
Objectives |- Top / Bottom / LTV
IntelliXX |- Practices case
Capabilities |- Intellectual Properties
ST
Da
sh
bo
ard
|- UC components |- Custom components
|- Top line |- Bottom |- LTV Client Capabilities
KPI’s |- ROI measurement
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CloudSS® - Cloud Sales System
Revenue Cost Longtime Value
Processes People Planning Partnership
KPI !
Indicators Pitfalls
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CloudSS® - Data Model
Study Cases
KPIs Results
Contributions
4Ps Accounts
STEN
Artax S.r.l.
Clients
Q&A’s
A’s Q’s
Contributors
Internal Contr.
External Contr.
IPs
Best Practices Capabilities
Components Practices
Results
LTV
Margins
Market share
Revenue
Metrics
Pitfalls
KPIs
Questionnaires
Surveys
Comp. Cases Practice Cases
STDashboards
… …
Client/Practice 2 Client/Practice 1
Partnerships
Planning tools
People prog.
Processes
4Ps selected BPs selected
Use Case
To Do’s Calls
Meetings Votes
Best Practices
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Alessandro Sparacio • Project Manager Chiara Guglielmi • Vertical Be1 Office
Manager Mimma Marongiu • Marketing Monica Cusato • Office manager
Sebastiano Piccolo • Senior Consultant
ACG - The Sales Transformation Team
Alberto Consani • - President
Davide Medri • Senior Associate Partner
Fabrizio Gasparello • Senior Associate Partner
Giulio De Ambrosis • Senior Associate Partner
Luca Image • Senior Associate Partner
Ennio Favarato - Managing director
Alessandro Bruni • Naìma
Laura Giunti • Evolvere
Oliviero Castellani • PR3 International
Senior Associate Partner Il nostro staff Sales Trans & Enab Network
Nunzio Puccio - President Be1
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Italy - Information & Communication Technology
• Accenture • Apple • Anritsu • Avnet • Canon • Cloud Italia Communication • Colt Telecom • Chignotex • Crystal System • Docflow • Dylog • Emerson Network Power • Epson • Hewlett Packard • IKS • Invensys Power Systems • Motorola Mobile Solutions • Oracle • Retelit • Sinesy • Sinfo One • Vodafone • Xenesys • Wincor Nixdorf
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Italy - Life Science • Abbvie • Abbott Molecular • Applied Biosystems • Beckman Coulter • Becton Dickinson • Biosite • Caridian BCT • Cr Bard • Esaote • Gedeon Richter • GE Healthcare • Guerbet • Heraeus Kulzer • Hill-Rom • Ibsa Farmaceutici • Johnson & Johnson Codman • Keystone Dental • Novartis Vaccines & Diagnostics • Qiagen • Revello • Roche Diagnostics • Straumann • St. Jude Medical • Systagenix • Widex • Wright Medical • Zimmer Dental
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Italy – Industrial and Service • Adecco • Adveo • Akzo Nobel • American Express • AON • Assicom • Card Protection Plan • Delcam • DKV • Faro • Gala • GDF Suez – ora Engie • Gefran • GiGroup • Haworth • Istituto Europeo di Design • Kaizen Institute • Manpower • Office Depot • Pernod Ricard • Pioneer Investments • Rockwell Automation • Salcom • Selex Galileo • Tarkett • TNT Global Express • United Parcel Service • Wilhelmsen
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ACG - Global Reach
Artax Consul>ng Group
ARTAX EXTENDED NETWORK - IBM Alumni - Olivetti Alumni - HP Alumni - I2 Technology Alumni
- Accenture Client Faculty - Alberto Consani’s network - Ennio Favarato’s network
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Business & Professional Services Aramark Epsilon Interna>onal Ceridian Corporate Express FedEx Kinko’s SHL Group Iron Mountain PriceWaterhouseCoopers Voith Industrial Services Communica4ons Cingular Wireless Nuance Acterna Consumer Products Royal Greenland Seafood Hallmark Lego Levis Pepsi Energy Alliant Energy Chevron Fina Shell Financial Services GE Capital Services Visa
Healthcare Allegiance Beckman Coulter Drägerwerk Roche Diagnos>cs Theranos>c Industrial & Chemical Griffith Laboratories KLA Tencor Clariant Interna>onal Moog Industrial Group Siemens Insurance Aon Hilb Rogal & Hobbs Wausau Technology Applied Materials Ingram Micro Wincor Nixdorf Pixelworks Sun Microsystems OSRAM Rockwell Automa>on
Some representative clients - Europe
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Business & Professional Services Aramark Bax Global Ceridian Corporate Express FedEx Kinko’s Iron Mountain PriceWaterhouseCoopers Communica4ons Cingular Wireless Nuance Acterna Consumer Products Coors Brewing Hallmark Lego Levis Pepsi Energy Alliant Energy Chevron Fina Shell Financial Services Fidelity GE Capital Services Visa
Healthcare Allegiance Beckman Coulter Hill-‐Rom Roche Diagnos>cs Ventana Industrial & Chemical Griffith Laboratories KLA Tencor Lockheed Mar>n PolyOne Siemens Insurance Aon Hilb Rogal & Hobbs Wausau Technology Applied Materials Ingram Micro Microchip Pixelworks Sun Microsystems Veridian
Some representative clients
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Business & Professional Services Aramark Bax Global Ceridian Corporate Express FedEx Kinko’s Iron Mountain PriceWaterhouseCoopers Communica4ons Cingular Wireless Nuance Acterna Consumer Products Coors Brewing Hallmark Lego Levis Pepsi Energy Alliant Energy Chevron Fina Shell Financial Services Fidelity GE Capital Services Visa
Healthcare Allegiance Beckman Coulter Hill-‐Rom Roche Diagnos>cs Ventana Industrial & Chemical Griffith Laboratories KLA Tencor Lockheed Mar>n PolyOne Siemens Insurance Aon Hilb Rogal & Hobbs Wausau Technology Applied Materials Ingram Micro Microchip Pixelworks Sun Microsystems Veridian
Some representative clients
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Business & Professional Services Aramark Bax Global Ceridian Corporate Express FedEx Kinko’s Iron Mountain PriceWaterhouseCoopers Communica4ons Cingular Wireless Nuance Acterna Consumer Products Coors Brewing Hallmark Lego Levis Pepsi Energy Alliant Energy Chevron Fina Shell Financial Services Fidelity GE Capital Services Visa
Healthcare Allegiance Beckman Coulter Hill-‐Rom Roche Diagnos>cs Ventana Industrial & Chemical Griffith Laboratories KLA Tencor Lockheed Mar>n PolyOne Siemens Insurance Aon Hilb Rogal & Hobbs Wausau Technology Applied Materials Ingram Micro Microchip Pixelworks Sun Microsystems Veridian
Some representative clients
©2003-2015 Artax Srl – www.artaxconsulting.com 22
Business & Professional Services Aramark Bax Global Ceridian Corporate Express FedEx Kinko’s Iron Mountain PriceWaterhouseCoopers Communica4ons Cingular Wireless Nuance Acterna Consumer Products Coors Brewing Hallmark Lego Levis Pepsi Energy Alliant Energy Chevron Fina Shell Financial Services Fidelity GE Capital Services Visa
Healthcare Allegiance Beckman Coulter Hill-‐Rom Roche Diagnos>cs Ventana Industrial & Chemical Griffith Laboratories KLA Tencor Lockheed Mar>n PolyOne Siemens Insurance Aon Hilb Rogal & Hobbs Wausau Technology Applied Materials Ingram Micro Microchip Pixelworks Sun Microsystems Veridian
Some representative clients
©2003-2015 Artax Srl – www.artaxconsulting.com 23
Business & Professional Services Aramark Bax Global Ceridian Corporate Express FedEx Kinko’s Iron Mountain PriceWaterhouseCoopers Communica4ons Cingular Wireless Nuance Acterna Consumer Products Coors Brewing Hallmark Lego Levis Pepsi Energy Alliant Energy Chevron Fina Shell Financial Services Fidelity GE Capital Services Visa
Healthcare Allegiance Beckman Coulter Hill-‐Rom Roche Diagnos>cs Ventana Industrial & Chemical Griffith Laboratories KLA Tencor Lockheed Mar>n PolyOne Siemens Insurance Aon Hilb Rogal & Hobbs Wausau Technology Applied Materials Ingram Micro Microchip Pixelworks Sun Microsystems Veridian
Some representative clients
©2003-2015 Artax Srl – www.artaxconsulting.com 24
Business & Professional Services Aramark Bax Global Ceridian Corporate Express FedEx Kinko’s Iron Mountain PriceWaterhouseCoopers Communica4ons Cingular Wireless Nuance Acterna Consumer Products Coors Brewing Hallmark Lego Levis Pepsi Energy Alliant Energy Chevron Fina Shell Financial Services Fidelity GE Capital Services Visa
Healthcare Allegiance Beckman Coulter Hill-‐Rom Roche Diagnos>cs Ventana Industrial & Chemical Griffith Laboratories KLA Tencor Lockheed Mar>n PolyOne Siemens Insurance Aon Hilb Rogal & Hobbs Wausau Technology Applied Materials Ingram Micro Microchip Pixelworks Sun Microsystems Veridian
Some representative clients
©2003-2015 Artax Srl – www.artaxconsulting.com 25
Business & Professional Services Aramark Bax Global Ceridian Corporate Express FedEx Kinko’s Iron Mountain PriceWaterhouseCoopers Communica4ons Cingular Wireless Nuance Acterna Consumer Products Coors Brewing Hallmark Lego Levis Pepsi Energy Alliant Energy Chevron Fina Shell Financial Services Fidelity GE Capital Services Visa
Healthcare Allegiance Beckman Coulter Hill-‐Rom Roche Diagnos>cs Ventana Industrial & Chemical Griffith Laboratories KLA Tencor Lockheed Mar>n PolyOne Siemens Insurance Aon Hilb Rogal & Hobbs Wausau Technology Applied Materials Ingram Micro Microchip Pixelworks Sun Microsystems Veridian
Some representative clients
©2003-2015 Artax Srl – www.artaxconsulting.com 26
Business & Professional Services Aramark Bax Global Ceridian Corporate Express FedEx Kinko’s Iron Mountain PriceWaterhouseCoopers Communica4ons Cingular Wireless Nuance Acterna Consumer Products Coors Brewing Hallmark Lego Levis Pepsi Energy Alliant Energy Chevron Fina Shell Financial Services Fidelity GE Capital Services Visa
Healthcare Allegiance Beckman Coulter Hill-‐Rom Roche Diagnos>cs Ventana Industrial & Chemical Griffith Laboratories KLA Tencor Lockheed Mar>n PolyOne Siemens Insurance Aon Hilb Rogal & Hobbs Wausau Technology Applied Materials Ingram Micro Microchip Pixelworks Sun Microsystems Veridian
Some representative clients
©2003-2015 Artax Srl – www.artaxconsulting.com 27
Business & Professional Services Aramark Bax Global Ceridian Corporate Express FedEx Kinko’s Iron Mountain PriceWaterhouseCoopers Communica4ons Cingular Wireless Nuance Acterna Consumer Products Coors Brewing Hallmark Lego Levis Pepsi Energy Alliant Energy Chevron Fina Shell Financial Services Fidelity GE Capital Services Visa
Healthcare Allegiance Beckman Coulter Hill-‐Rom Roche Diagnos>cs Ventana Industrial & Chemical Griffith Laboratories KLA Tencor Lockheed Mar>n PolyOne Siemens Insurance Aon Hilb Rogal & Hobbs Wausau Technology Applied Materials Ingram Micro Microchip Pixelworks Sun Microsystems Veridian
Some representative clients
©2003-2015 Artax Srl – www.artaxconsulting.com 28
Business & Professional Services Aramark Bax Global Ceridian Corporate Express FedEx Kinko’s Iron Mountain PriceWaterhouseCoopers Communica4ons Cingular Wireless Nuance Acterna Consumer Products Coors Brewing Hallmark Lego Levis Pepsi Energy Alliant Energy Chevron Fina Shell Financial Services Fidelity GE Capital Services Visa
Healthcare Allegiance Beckman Coulter Hill-‐Rom Roche Diagnos>cs Ventana Industrial & Chemical Griffith Laboratories KLA Tencor Lockheed Mar>n PolyOne Siemens Insurance Aon Hilb Rogal & Hobbs Wausau Technology Applied Materials Ingram Micro Microchip Pixelworks Sun Microsystems Veridian
Some representative clients