Michael Franz Harris - Potential Candidate for Software Solution Sales

Mike Harris

Sales Effectiveness

July 2008

Michael Franz Harris

Software Solutions Specialist

Michael F. Harris

April 2016

Overview

Professional Work Experience / Sales Performance

High-Performance Sales Leadership

End-to-End Sales Execution

Opportunity Qualification (MEDDIC)

Critical Questions

Investments in IBM Software (Adapt for a competitive advantage)

Investments in IBM Information Management Software

Leveraging “Trusted” information as a strategic business asset

Appendix

–Michael F. Harris – Resume–Discussion Guide for Business Partner Planning

–One Page Value Proposition

Overview

2000-2007:AT&T Signature Client Group

Sr. Global Account Executive

2006 Objective: $244M

Attainment: $252M


Attainment: $154M


Attainment: $123M


Attainment: $97M


Attainment: $30M


Attainment: $68M


Attainment: $69M

1997-2000: Ameritech

Network Planning Manager

for Cleveland, Ohio

Base Salary Position

1993-1997: Ohio University

Graduate – Bachelor of Science

in Communications

J. Warren McClure

School of Communication Systems Management

2013 – 2016

Sirius Computer Solutions

Software Specialist

2016 Objective: $40K Gross Profit (Q1)

Attainment: $236K software and services into

State of Ohio

2015 Objective: $900K Gross Profit

Attainment: $1.07M Gross Profit

Professional Work Experience & Sales Performance2006-2008: Nortel

Regional Account Manager

2008 Objective: $1.2M

Attainment: $1.45M


Attainment: $1.41M


Attainment: $1.3M

2008 – 2010: IBM Software Group

InfoSphere Account Manager

2011 Objective: $250K

Attainment: $245K

(Prorated-Left 1H)


Attainment: $3.27M


Attainment: $1.02M


Attainment: $235K(Prorated – Came in 2H)

2011 – 2012: EMC Corporation

Greenplum Sr. Account

Manager


Attainment: $1.1M

+26% Annual Year-over-Year

Growth

2011 – 2013

IBM Software Group

Business Analytics

Account Manager


Attainment: $1.46M


Attainment: $1.47M


Attainment: $1.63M

4

High-Performance Sales Leadership***Inspire Sales Excellence***

Critical Thinking

& Decision Making

(Key to Success)

Revenue

ProfitabilityCustomer

Satisfaction

How to Lead a

High-Performance

Sales Team

End-to-End Sales Execution

Week #1

Week #2

Week #4

Pipeline Progression

Using the full firepower of your

company

Social Selling

Leveraging Inside Sales

Leveraging Business Partners

Progression with Technical Sales

Software Client Leader,

Commander-in-Chief

Deliverables

Pipeline Plans

Stand & Deliver

Scorecards

Win Plans

Clean Sales

Forecasting

Value Propositions

Call Plan

Executive Summary

Maximize the Deal

Financial Selling

Value Propositions & Call Plan

Client Executive Teaming

Subscription & Support and IBM

Global Finance

Value-Driven Proposals

Legal Things That I Must Know

Opportunity Identification

through Closure

Week #3

Week #5

Week #6

Week #7

Week #8

Negotiation & Close

Opportunity Negotiations

Revenue Recognition & Booking

Negotiations – Special Terms & Conditions

Ensure Customer Satisfaction

One-on-One Coaching

Enterprise License Agreement’s and Legal

Deep Dives

Pipeline Growth

Software Group Strategy

OI/Pipeline/Prospecting

Reference Selling

Operational Excellence

Deal Scorecards & Win Plans

(See Appendix)

Deal Scorecards

& Win Plans

Financial Selling &

Value Propositions

Strategy,

Building

Pipeline &

Scoring

Deals

Mutually Agreed

Upon Business Value

6

Sales Qualification

Metrics• Define business problem solved by software

• What meaningful metrics have been provided to the prospect?

• Have metrics been validated, acknowledged and are being leveraged by a Champion to sell business value internally?

Economic Buyer• Who is the economic buyer?

• Do we have a relationship?

• How are we communicating with the economic buyer?

Decision Criteria• How does the customer make a technical and business decision?

• Have we helped shape the decision criteria?

• Is the contracts group in concert with the decision criteria?

Decision Process• What is the process for finalizing a decision?

• What is the process for funding and purchasing?

• What is the flow for internal requisition and signatures?

Indication of Pain• What compelling, prospect event is governing the decision?

• What specific pain points have we highlighted and resolved with our solution?

• Is the highlighted pain being emphasized appropriately within our metrics?

Champion Identified• Who is the Champion?

• Who are the Sponsors?

• What is the Champion’s history in similar purchase scenarios?

Opportunity Qualification

7

Business vs. IT

What are IT and business leaders worrying about?

What would they like to do and why?

What happens if they aren’t able to accomplish this?

What are the specific business initiatives and desired / quantifiable outcomes?

What are business leaders asking IT to do? Is IT a Cost or Enabler?

Who am I talking to?

How do they fit into the overall organization?

What is the business problem?

How does the business think that they may solve this problem?

Who else is impacted by this problem?

How do they think it can be solved?

By when does the customer need to solve it?

What other options are available to explore?

What happens if the problem(s) aren’t solved?

What unique ideas / vision am I introducing?

Is the customer articulating an approach that mirrors my vision?

What is the business value of my vision? Is it specific/quantified and to whom?

Does it match business initiatives and exceed desired business outcomes?

What steps does the customer need to take to

buy?

Who makes the buying decision and how?

Who else is involved and influencing the decision

criteria and process? Business Partner?

Competition?

What is Sequence of Events to close? (WIN

PLAN)

If we execute and prove value - will the customer agree to sign a mutually agreed upon contract?

What is the process? Do the Executive Sponsor and Economic Buyer agree? (Extreme Qualification & Sponsor letters)

What Help is Needed (Executive Sponsor/Deal Coach, Tech Sales, POC etc)

What happens when they buy?

What needs to happen for the customer to be a reference, provide a testimonial or speak at a conference?

Who will implement the solution? Skills available / required? Education? Support?

What are success criteria, milestones to validate success and timelines?

Who and when will monitor checkpoint and ensure the customer is realizing expected value?

Critical Questions:

IBM’s Software Investment has Shifted to Higher Value Markets

Middleware Platforms that are

helping clients manage

infrastructure, applications and

data

Integrated Industry Solutions that

are applying technology to

transform front-and back-office

processes

Base Middleware

Smarter Planet

Smarter Analytics

Cloud

Mobile

Big Data Security

Social

Software Investment Mix Since 2010

Cloud and

Optimized Workloads Big

DataMobile

EnterpriseSecurity

Intelligence

SmarterAnalytics

Smarter Commerce

Social Business

Smarter Cities

WatsonSolutions

Since 2010, nearly 80%

of acquisition & development

spending has been in High

Value Integrated Solutions

International Business Machines – Market Activity

SPSSAdvanced & Predictive

Analytics Software

OpenPagesGovernance, Risk &

Compliance Software

ClarityFinancial Governance

Software

AlgorithmicsRisk Management

Software

VaricentCompensation & Sales

Performance Management

Software

Star AnalyticsBusiness Analytics

Integration Solutions

Software

CognosBusiness Intelligence

Software

(Acquired Applix – TM1)

Appendix

Michael F. Harris – Resume

30/60/90 Day Plan

Discussion Guide for Business Partner Planning

Sample - One Page Value Proposition

Appendix

Michael Franz Harris - Potential Candidate for Software Solution Sales

Data & Analytics

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