ACG_Institutional_in_English

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Artax Consulting Group – The Sales Transformation Co.

CloudRP


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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


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


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.


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


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


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


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

©2003-2015 Artax Srl – www.artaxconsulting.com

BM ®

Bench mark

Available Capabilities

Intelli

P rocesses

P eople P la

nnin

g (s

trum

enti)

P artnership


CloudSS® - Cloud Sales System

Revenue Cost Longtime Value

Processes People Planning Partnership

KPI !

Indicators Pitfalls


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


CloudSS® - Client Interactive Program Dashboard


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


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


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


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


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


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


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

ACG_Institutional_in_English

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