My 90 dayi
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17-Oct-2014 -
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Transcript of My 90 dayi
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…ninety day sales plan…
Matt Androski –
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Background } Seasoned Sales Executive – Leading / Building teams } Repeatable success } SaaS Expertise – new sales model } Vertical Experience
} Financial Services – Banking – FICO } Telcos - BEA Systems } OEM / ISV – BEA Systems
} Key Points – } Learn markets quickly } Built repeatable approach /operations focused } Hire quickly } Establish expectations / sales process – transition team } Focus on execution – change culture
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Out of the Gate} Review the team } Identify top deals for Q4 / Q1 } Hiring to plan for 2104 } Account Segmentation } Sales Operations review - implement new process } Forecast & Pipeline Reviews
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My Experiences } BEA total deals over $1M = 49
} Scaled Revenue from $7M to $22M 18 months } Managed teams to new levels – CIO / LOB } Repeatable Success –HP, Cing/AT/T, Quest, Citi
} Adobe 18 deals over $1M } Leverage Exec Relationships TMO, Kaiser, Verizon Wireless
} FICO- Learned market segment – Global Banks } Success in LATAM } Banamex, BBVA, ITAU
} Run Tight Forecasting Cadence } Build Focus around Pipeline } Regional, National and Americas experiences } Direct and Indirect Experiences
} PWC- Wells Fargo
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Areas of Focus
Assessing the team / Org Structure
Sales Operations / Process Review
Identifying Key Top Deals Q4/Q1
Organizational Tuning for
Growth
Understanding and Developing GTM
Plan
Marketing Programs and
Pipeline Building
New Markets – Expansion
Review
Implementation Plan Review
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Purpose and Objectives
1. Sales Operations / Sales Process 2. Building a team 3. Execution against plan – closing business
Challenges …
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Areas of Focus
Key Challenges Marketing / Alignment
Product Position OEM -Channel
Sales Operations
✓ Sales Execution ✓ Following / Enforcing Sales Process ✓ Once Following – Skipping Steps in Process ✓ Accountability in Sales – Culture ✓ Clear Expectation in Sales ✓ Forecast Cadence ✓ Cleaning up Sales / Operation systems
✓ Pipeline Building Process and Cadence ✓ Sales Team understanding value proposition ✓ Product positioning – Clarity around Messaging ✓ Lack of Field Marketing Lead Function
✓ Channel Expansion ✓ Who are Partners / What is Competition doing ✓ Services Support ✓ Clarity around Support Function
✓ Product Positioning and Competition ✓ What Partners Help? Target ? ✓ Product Direction and New Features ✓ Sales Enablement / Training
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2014
VISIONS AND TARGETS ....areas to focus on
Sales Targets Understand Sales Staff and building Key Playbooks.
Process Targets Building a repeatable Sales Process.
Strategy Targets What are the key deals in pipeline now – must win.
Business Targets What are the key systems, marketing focus tools needed for sucess.
Enviromental Targets Who are the compeitors? What product challenges do we face? Do Partnerships help?
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I. Strategy
Strategy Targets •Understand Customers •Assess Pipeline, Sales Targets & Cadence •Focus on execution – Must Wins! •Define the GTM to build upon
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II. Process
Process Targets •What is repeatable? • Challenges? •Building a Clean Sales Process •Operational Review
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Sales Process -‐ People •Assess the team •Playbooks & Segment Targets •Use Cases / Verticals •Account Segmentation •Build For Growth & Expansion
III. Sales
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IV. Environmental
Enviromental Targets •What is happening in the competitive space… •What are executive concerns? •Compeitition? •What are key differnces in Mnet’s solution?
•What is our high-‐ground? •How will we target New Customers / Expansion
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V. Business
Business Targets •What systems are we using? •What is the sales process / methodology? •Develop process around Pipeline Building Lead Generation •Sales Execution
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Segmentation} Account Segmentation
} What has worked in key accounts } Target those across the globe- selling strategy } Expansion in existing account base } Measure results – adjust
} Campaign’s } Areas which expand footprint
} Building customer loyalty } Removes dependency on carriers
} Pipeline Focus on following quarters } Building real demand
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My Questions?} 3 Biggest Challenges you see in Sales Team } Value Proposition understood? Too confusing? } What support / role do you see Marketing Play in Sales
Execution and success? } Engagement of Executives – where do they play in sales
cycle? } What do you hear from customers? What direction do
they want/need you to go? } What are the metrics for business
} Sales Cycle, Deal Size, Trials etc…