Automating Sales Processes To Drive Competitive Advantage
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Transcript of Automating Sales Processes To Drive Competitive Advantage
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Guide (can be deleted)
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Table of contents
Automating Sales Processes To Drive Competitive Advantage
Milestone Systems
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Today’s Agenda
● Intro to Milestone usage of Visible Thread
● How can Using VT be strategic to Milestone
● What type of VT customers is Milestone’s?
Global Bid Desk Overview
● Visible Thread & Qvidian Work Streams
Knowledge, Pay & Timing
Matters
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key
formatted bullets
● Owned 100% by Canon
● Stand-alone company in the Canon Group
● Solid financial backing
● Dedication to technological innovation
● Shared vision for video surveillance
● Ownership endorsed by Milestone partners
Intro To Milestone’s VT Journey
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Getting Started
● 2014 Proof of Concept
● During APMP conference Chicago I
discovered the solution to my
problems
● 2015 Pilot
● Milestone hired our first proposal
manager
● Discover the science of VT
● 2016 Regionalized
● Developed an adoption plan
● Three geo-based teams
● 2017 Partner Enabled
Self-service
Teaming Proposals
Knowledge Management
Partner-Enable-2017
Three geo-based Teams
Add Localization
Regionalize -2016
Global Bid Desk
Shipley Proposal
Management
Pilot - 2015
Save Time in RFP
response
POC - 2014
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Increase Win Rate
Increase Profitability
Increase Retention
Global Bid Desk Background
End User RFPs’
Milestone Partner Response
Very Detailed
Limited Response Time
Highly Technical
Biggest Projects
Standardize Response
Global Team Of Specialists
Ensure Technical Compliance
Create Winning Proposal
Validated QA Pairs
Lower Time Investment
Reduce Delivery Risks
Highest Quality Proposal
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Solution Business Development
Investing in Win Rate:
A. Governance is biggest ROI thru
pursuit decisions
B. Proposal Management and
development of the “win theme”
in support of a pursuit decision
C. Key Account Management
contributes and supports the
pursuit and capture activities
D. Program Management supports
the pursuit with a quality
assurance technical solution
#AWeekly meetings to review project pursuit business cases
Bid decision gate discipline
Win rate improvement of 2x –3x
Govern
ance #B
Develop the Win Theme
Create the Executive Summary
Proposal development and compliance
Win rate improvement
Pro
posa
l Managem
ent #C
Capture Management
Position Milestone to be the preferred solution
Implement Price To Win Strategy
Win rate improvement K
ey A
ccount M
anagem
ent
#DDevelop the winning solution
Lower the delivery risks
Provide Delivery support
Pro
gra
m M
anagem
ent
VisibieThread Provided Significant Capability
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Opportunity Supported
Request For Proposal
Proposal Development
Worksheet
Capture Plan Response Development
Response Document
Customer Presentation
Demo To Win
85 80 65 45 15 61201862015
100 80 60 55 20 151202002016
Global Bid Desk Capability & Experience
4 4 4 4 4 24102014
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The Science of VT is NLP
● NLP is a range of computational techniques for the automated analysis and representation of human language
● Mainly unstructured
● Produced for Human consumption
● Not directly machine processable
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NLP 3 Main Paradigms
● Syntactics Curve
● Bag-of-Words
● Specifies the way groups of words are
to be arranged
● Semantics Curve
● Bag-of-Concepts
● Specifies what well-formed expressions
are supposed to mean
● Pragmatics Curve
● Bag-of-Naratives
● Specifies how contextual information
can be leveraged
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key
formatted bullets
VT - Transactional to Strategic
DictionariesTypical
VT
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Milestone’s VT Usage Roadmap
● Hypothesize
● Will NLP and VT bring
Milestone value (Yes)
● What type of value (Both)
● Transactional or Strategic
● Adoption Model● Deploy
● Innovate
● Propagate
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Guide (can be deleted)
Choose layout on new slide
1. Select an appropriate layout
from the layouts gallery
(Click in bottom of the New Slide button)
Change layout of an
existing slide
1. Select Layout next to
New Slide-button or right click
outside slide
2. Choose a suitable layout from
the drop-down menu
Use Milestone colors
Use colors from top row
Do not use these colors
Text color
Table of contents
How Can VT be strategic for Milestone Systems
The Open Platform Community
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Leading the market
Milestone Systems
is a global leader within open platform video management software
(VMS) for IP network-based video surveillance
No.1
VMS Manufacturer Worldwide
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2010-2015 Video Mgmt. Software (VMS)
Definition ExamplesCompliance
IP video surveillance management software runs on standard IT hardware and records digital video streams directly from an IP-network on to industry standard storage devices.
VMS sold by vendors that also sell their own branded video surveillance cameras. Examples include: Pelco, Bosch and Honeywell.
VMS sold by vendors who do not offer their own brand of video surveillance cameras. Examples include: Milestone Systems, Genetec and Seetec Communications.
1. Runs on standard IT hardware
2. Records digital video streams directly from and IP-network
3. On to industry standard storage devices
4. Sold by vendors that also sell their own branded cameras
5. Sold by vendors who do not offer their own brand of cameras
Solutions Provider● Pelco● Bosch● Honeywell
Non-Solutions Provider● Milestone Systems● Genetec● SeeTec Communications
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2016 Vid. Mgmt. SW of Windows Sys
Definition ExamplesCompliance
Any video management software which only manages Windows based operating system hardware devices. The VMS must be sold as a licensed software and manage any type of video surveillance camera or encoder. The VMS must not be a hardware device or included any hardware device revenue. Optionally the VMS of Windows systems may include the manufacturer’s other video management software components such as licensed software used for viewing, central management and third-party integrations.
1. Must be video management software which manages only Windows based operating system hardware devices
2. Must be sold as a licensed software
3. Must not be a hardware device
4. Must not include any hardware device or pro service revenue
5. Must manage any type of video surveillance camera
6. Optionally may include the manufacturer’s other video management software components such as, software used for viewing, central management software and third-party integrations
● Milestone XProtect Corporate
● Genetec Security Operations Center
● Avigilon ACC Enterprise● ….
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key
formatted bullets
Milestone in brief
Milestone Group Confidential
● Founded in 1998
● Standalone company in the Canon Group
● Global leader in open platform video management software
● Software sold through a network of authorized and certified partners
● Offer customers a flexible, scalable, future-proof video management solution
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key
formatted bullets
Milestone & Canon
● Owned 100% by Canon
● Stand-alone company in the Canon Group
● Solid financial backing
● Dedicated to technological innovation
● Shared vision for video surveillance
● Ownership endorsed by Milestone partners
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At a glance
+130countries
+600employees
+1,200solution partners
+5,000camera drivers
+8,000integration partners
+150,000customer solutions
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Global footprint
Milestone Group Confidential
Germany
France
UK & Ireland
Milestone Systems Denmark, Corporate HQ
Italia S.r.l.
Spain S.L.
Milestone Systems Bulgaria, Global Development Center
Milestone Systems Singapore, APAC HQ
Milestone Systems Silicon Valley, California,Global Incubation Center
Milestone Systems Portland, North Americas HQ
Brasil
Lebanon
Mexico
China
Russia
KoreaJapan
South Africa
India
Saudi Arabia
Australia
UAE
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key
formatted bullets
150,000+ customer installations
Education Healthcare Hospitality
Plemmirio Marine Reserve - Sicily
City Surveillance/Government
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key
formatted bullets
Continuous growth
Milestone Group Confidential
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key
formatted bullets
● Owned 100% by Canon
● Stand-alone company in the Canon Group
● Solid financial backing
● Dedication to technological innovation
● Shared vision for video surveillance
● Ownership endorsed by Milestone partners
Product Marketing
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● Connect all security into one system
● Always know what’s happening
● Efficient visual verification of incidents
● Keep your business and employees safe
● Safeguard your building and assets
● Document security breaches
WHY VIDEO SURVELLIANCE
VMS: Video Management Software
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● Connect all security into one system
● Always know what’s happening
● Efficient visual verification of incidents
● Keep your business and employees safe
● Safeguard your building and assets
● Document security breaches
WHY VIDEO SURVELLIANCE
NVR: Network Video Recorder
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key
formatted bullets
● Owned 100% by Canon
● Stand-alone company in the Canon Group
● Solid financial backing
● Dedication to technological innovation
● Shared vision for video surveillance
● Ownership endorsed by Milestone partners
Global Bid Desk OverviewWhat type of VT customer is Milestone
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key
formatted bullets
Bid Desk Support Agenda
Global Bid Desk Change The RulesSet the Agenda Lead our Industry
• Background
• Scope and
Depth
• Capability and
Experience
• Teaming
• Opportunity
Assessment
• Capture
Planning
Alignment
• Customer
Buying vs.
Partner Selling
• Customer
Intelligence
• Document
Automation
• Proposal
Examples
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Community
Empowering
Platform
Question / Answer
Database
+6000 customers
questions
+7000 answers
+ 180 source document
Proposal Templates
- Cover letters
- Executive Summaries
- Table of Contents
- Compliance Matrixes
- Pricing Sheets
- Solution Diagrams
2016 Global Team
- 4 Proposal Managers
- 15 Key Account
Managers
- 25 Solution Engineer
rotation support
- 2 Program Managers
- 4 Product Managers
Global Systems
- Sales Force
- Pardot
- Dealmaker
- VisibleThread
- Qvidian
- Office 365
Global Bid
Desk
Scope &
Depth
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key
formatted bullets
Bid Desk Support Agenda
Global Bid Desk Change The RulesSet the Agenda Lead our Industry
• Background
• Scope and
Depth
• Capability and
Experience
• Teaming
• Opportunity
Assessment
• Capture
Planning
Alignment
• Customer
Buying vs.
Partner Selling
• Customer
Intelligence
• Document
Automation
• Proposal
Examples
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Teaming Together
Key
Account
Managers
Technical
Program
Managers
Proposal
Managers
“R igh t
P ro jec t s ”
● Customer focused capture skills and strategy
● Win Themes, and Price To Win Strategies
● Pursuit planning, scheduling and managing
● Solution engineering, costing and ownership
● Technical compliance and referenceabilty
● Past performance analysis
● Proposal planning, development and delivery
● Executive summaries
● Customer presentation development
Disti, Partner + CBM● Account ownership● Project registration● Source document
ownership● Delivery ownership
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Visible Thread Enables Winning Team Attributes
Attribute What Winners Look Like
Leadership Builds a common vision with the internal capture team, customer,and teaming partners
Facilitation Initiates and encourages collaborative team discussions
Strategy Development
Builds customer-focused strategies and tactics
Motivation Creates a winning environment
Data Analysis
Turns data into useful intelligence
Management Keeps the team focused on tasks, schedules, and standards
Persuasion Convinces senior management to commit sufficient skills and resources
Team Member
Key Account Manager
Proposal Coordination
BusinessDevelopment
Executives
Global Bid Desk
ProposalManager
Sales Management
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+ 1000 channel
customer
potential
Resources available to
win
Aligned with business
plans
+50% chance to
win
Team
Opportunity
Assessment
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PreferenceWin Themes
Easy of Doing Business
Total Cost of Ownership
References
Compliance
Price
ProcurementWin
Themes
Relationships
Solutions
Services
Past Performance
Demo To Win
Capture Planning Alignment
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key
formatted bullets
Bid Desk Support Agenda
Global Bid Desk Change The RulesSet the Agenda Lead our Industry
• Background
• Scope and
Depth
• Capability and
Experience
• Teaming
• Opportunity
Assessment
• Capture
Planning
Alignment
• Customer
Buying vs.
Partner Selling
• Customer
Intelligence
• Document
Automation
• Proposal
Examples
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Milestone is investing into supporting you early in the customer buying process
Early
Part
ner
Sellin
g
Compliance Matrix
Proposal Response
MidtermDeployment Late
Custo
mer
Buyin
g
Relationship
Unsolicited proposal
Requirements
Gathering
A&E Design Program
Proof of Concept
Demo To Win
Bid Desk
KAM / A&E
Solution Desk
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CustomerIntelligence
Key Word Analysis
Compliance Matrix
Table of Contents
Theme Analysis
Preference Analysis
WithVisibleThread
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key
formatted bullets
Bid Desk Support Agenda
Global Bid Desk Change The RulesSet the Agenda Lead our Industry
• Background
• Scope and
Depth
• Capability and
Experience
• Teaming
• Opportunity
Assessment
• Capture
Planning
Alignment
• Customer
Buying vs.
Partner Selling
• Customer
Intelligence
• Document
Automation
• Proposal
Examples
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key
formatted bullets
● Owned 100% by Canon
● Stand-alone company in the Canon Group
● Solid financial backing
● Dedication to technological innovation
● Shared vision for video surveillance
● Ownership endorsed by Milestone partners
VT & Qvidian
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Transactional VT Work Streams
● Proposal Development Worksheet● Dictionaries (MBOK)● Discriminators● Win Themes● Pursuit Decisions● H.I.M Report (Hot Button’s, Issues
and Motivators● Familiarity● Compliance● Table of Contents
Discovery
Analyze
Compare
Prioritize
Execute
Milestone’s
VisibleThread
Usage
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Follows Customer Ordering
All Documents are In Line
Reference to Specifications
Includes Exhibits
Auto Updates
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Transactional VT Work Streams
● Proposal Development● QA Database● Executive Summary
● Discriminators
● Win Themes
● FABs – Feature, Advantage, Benefit Statements
Milestone’s
VisibleThread
Usage
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key
formatted bullets
VT & Qvidian Together
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RFPResponse
Create Documents
Answer RFP Questions
Assign SME Jobs
Submit Content
Provide Feedback
QvidianProposal
Automation
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Standardized Template
Clean Design
Partner Branding
Document Controls
Quality Assured
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Customer Name First
Hot Buttons , Issues & Motivators
Shipley Four Box Method
Win Themes Alignment
Using Customer Language
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Customer Language Section Title
Customer Question
Compliant Answer and Detailed Explanation
Graphic Support
Responsible Party
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Customer Design
Detailed Descriptions
Win Theme Alignment
Partner Branded
Cross Referenced
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My Milestone Login
Project Registration
Milestone Americas Bid Team Planning Call
Automatic Project Discount
Simple Registration Process
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key
formatted bullets
● Owned 100% by Canon
● Stand-alone company in the Canon Group
● Solid financial backing
● Dedication to technological innovation
● Shared vision for video surveillance
● Ownership endorsed by Milestone partners
Demo