Stratix: Solution Selling Transformation

Goal: Shift from Hardware VAR Sales to Higher Margin, Total Solutions Positioning & Sales

Today: Hardware Tomorrow: Total Solution

Hiring Profile

SalesCheck™SalesCheck™

Solution SalesTraining

• Item 1• Item 2• Item 3

Assessment

Move to Solutions Team

Validate existing

Keepers

Deployed

Recruit

Leadership

Hardware Solution Selling

Selling Transformation

System

People

Hiring Profile• Assessment• Spec• Berke

Recruiting retained vs. Contingency

Sales Training• Complex Sale

StructureAlignmentSolution• Hunters &

Maintainers

ProcessSolution Selling Requires Different Tools

CRM Tuning• Pipeline/Forecast Oversights

Leadership

Changing Approach in Mid-Stream

Build Dashboard and Key Metrics

Sales Operations Oversight

Goals

Rewards

New Market SWOT

System

Sales Transformation – Key Issues

People• Create new solution seller profile

– Assess current direct team• Keepers• Transfers

– Backfill the Transfers and Growth• Recruiting based on profit• Accelerated Recruiting• Job Fair

– Onboarding Program – Accelerate Effectiveness Ramp– Explore New Sales Channels

System

Sales Transformation – Key Issues

Process• Create new training program

– Tailored for Stratix Solutions– Selling to a Higher Level– On Coding Reinforcement

• Tune the Sales Process Methodology– Revamp the CRM Process– Establish Sales Quotas and Structure

System

Sales Transformation – Key Issues

Leadership• Develop Rewards & Recognition Plan• Create New Business Target List• Develop New Marketplace Attack Plan• Develop New Lead Generation Process

Assessment

Assess Existing Sales Team - Berke

• Cost: $3.5k• Time: 30 Days• Qualifying Sales Reps to new solution profile• Assessment profile becomes hiring profile

Qualifying Sales Reps

• Qualifying sales reps to new solution profile• Assessment Profile becomes Hiring Profile

SalesCheck

• Sales engine diagnostic• Survey up to 100 metrics/25 ideal• Your actual KPIs vs. 4,000 company average• Highlight improvement areas• Benchmark to Solution Selling Co.’s

SalesCheck Focus

• Develop Sales Engine Diagnostic • Rationale

– Over 60% fail to meet their sales forecast – Promote use of data to drive decisions – Develop set of KPIs to bring insights to sales– Provide tools to get to problem areas– Benchmark KPIs to other companies – Linkage to TechCXO services (training, process

improvement, strategy, fractional, etc.)

TalentCheck Focus

• Retained searches for sales talent • Rationale

– Strong competitive advantage (we have executed over 250 retained searches with a majority being for sales executives)

– Highest churn rate – Highest compensation packages (higher fees) – Linkage to TechCXO services (training, process

improvement, strategy, fractional, etc.) – Visibility

TalentCheck:Hiring/Recruiting Solution Reps

• Cost: $30 k per rep• Retained search approach• Ongoing <90 Days

Hiring Profile

Recruit

Assessment

• Establish search strategy, develop position specification

• Identify and review candidates• Qualify and assess (test) candidates• Present recommended candidates/ insightful write-ups• Select/present offer; assist in offer creation/delivery;

drive acceptance• Placement on boarding

The ProcessCrisply Executed with Weekly Updates

• Completed more than 250 searches• Best in class firm experience• Technology company focused• Quality award winners• Multiple search providers: 90% follow-on work• Best practice solutions• Industry leading reputations

TalentCheck Partners

TechCXO TalentCheck Scorecard

Candidate 1 Candidate 2 Candidate 3 Candidate 4 Candidate 5

Background Former SVP (Enterprise Software)

SVP (Tech Services)

Former SVP (Tech Start-Up)

VP (Public Tech Products &

Services Co.)

CEO (Start-Up)

Attributes

Career Sales

Sales Process

Sales Builder

Grow Company

Sales Success

International Sales

Software/SaaS

Talent Manager

Complex GTM

Tenure

IPO

Score 3.6 2.4 2.3 2.5 1.5

Solution Sales Training

• Opportunity Management and Account Management

• Aligning with executives• 2 Day Sales Class for new team

Solution SalesTraining

Potential 2-Day Agenda

• Day One– Introduction, Goal and Objectives– Opportunity Management (OM)

• Understanding Changing Buyer Issues• Qualification Scorecard• Building Preference for Stratix by understanding Buyer Behavior (using

the DiSC profile)• Understanding Customer Issues – using the Discovery Map• Understanding Power and Politics -determine the true Decision Process• Principals of Strategy and Competitive Counter-Strategies• Pulling it all together – Plan to Win

• Day Two– Account Management

• White Space Mapping• Collaborate with your customer using the Strategy Map• Relationship Mapping – getting to key executives• Strategic Account Planning

– Opportunity Plan Review – Live Stratix Sales Opportunities

Potential Agenda

Stratix Sales Tool Kit – powered by Revegy – Opportunity Management Tools:

• Qualification Scorecard• Relationship Map • Discovery Map• Opportunity Briefing Report

– Account Management Tools• Relationship Map• Strategy Map• Account Briefing Report

Sales Process and Tool Enablement

Relationship Map

Opportunity Scorecard

Client Relationship Assessment

Opportunity Win Plan

Playbooks

Product Whitespace Map

Revegy, Inc. Confidential and Proprietary

Relationship Map – Understand the Politics and Influence

Use a Discovery/Strategy Map as a visual Pain Chain to align solutions to pain and collaborate with your prospects

Whitespace Mapping – Which products of ours and our competitors does the customer have?

Training and Tools Pricing• Two day Opportunity/Account Mangement

Onsite session - $12,000• Revegy system integrated with SFDC

– Initial Fees for configuration and integration with SFDC - $3,000--$9,000 (tbd based on customization requirements)

– Per User - $40-60/month – based on Opp Mgt/Acct Mgt configuration (12 month subscription) (15 users = $7,200 - $10,800)

• Total (est.) initial cost = $22,200 - $31,800

Why TechCXO: Top 10 Reasons

1. Unique Total Solutions Offering – One-Stop Shopping2. Aligned to Your Need of Value, Cost, Speed3. SME in All Aspects of Sales Optimization4. Solutions Customized to Your Needs5. Proven Best-in-Class Components and Solutions6. Minimal Disruption to Your Daily Operation7. Highly Sustainable Solutions8. Prior Experience Leading Transformations9. Total Flexibility in Capability, Price, Timeframe and Delivery10. Significant Experience

• 30 years experience as salesman, sales manager, general manager, CEO and search consultant

• Unique depth and breadth to the challenge of maximizing revenue generation

• Xerox > Recognition Equipment > > VITec > EMASS >• SpencerStuart > Heidrick & Struggles

Mike Allred

“the grand master of sales. Mike really has it all: great sales experience in the legendary Xerox operation, an enviable track record as a general manager and exposure to a wide variety of organizations and situations as an executive search consultant.”

• Sales, Sales Management (Salesman, Sales Manager, Regional Sales Manager, VP Sales, SVP Sales)

– IBM, Nynex, Software Publishing, Ashton Tate, Bloc Development, Serius, Novell, Hubspan, Sterling Commerce

• General Management (GM, President)– - Echo High Tech (President); Sterling Commerce (SVP & GM)

• Talent Management (retained executive search, leadership assessment, fractional leadership provisioning)

– Heidrick & Struggles (Managing Partner); Korn/Ferry International (Senior Client Partner); Lonergan Richards (Managing Partner)

– Troberman & Associates (Managing Partner)

• Talent Management focus areas:– Sales & Marketing– Enterprise Software

Rick Troberman

Brad Childress

• President and COO of The Complex Sale, a global sales effectiveness consulting and training firm

• EVP, Sales at nuBridges, an enterprise software company (acquired)

• Vice President & General Manager, D&B Software

Timing & Cost

• Phase 1– Assess/Top Grade: $3.5k– Recruit $30k/rep– SalesCheck Benchmark $5k– Sales Training $32k

• Phase 2– Alignment TBD– Compensation– Process – Plan– CRM Tune– Dashboard