SolutionChannelsConvergence of 4C’s - communication, collaboration, communities and content.

Driving Innovation across the Sales Engagement Process

Introducing SolutionChannelsand the SolutionCell

INFORMATION OVERLOAD› Are sales teams overloaded with information? resulting in reduced

productivity?

Multiple Content Sources / Multiple Vendors ….NO COLLECTIVE KNOWEDGE & NO CLARITY

› With so much information dispersed across multiple content sources … Simply knowing what‟s relevant, up-to-date, and where to find it is a real challenge.

Adding more content systems just makes matters worse.

More systems, means more training for sales teams … less selling time, more complexity and reduced productivity

UNLOCK ‘HIDDEN’ CONTENT› Is valuable content hidden away because salespeople don‟t know how

it is there or don‟t know how to access it?

› If salespeople can‟t access it the investment could be wasted.

SIMPLIFYING INFORMATION ACCESS TO MAXIMISE SELLING TIME› Is too much information reducing sales productivity?

With information systems becoming ever more sophisticated and complex…isn‟t it time to simplify the sales process?

INFORMATION IN CONTEXT› Salespeople need information in Context

› Matches Customer needs to available „solutions‟

› Simple access to available content accelerates sales cycles

‘Information Overload’ Typically RESULTS IN:› Reduced sales productivity

› Inconsistent / inaccurate selling across sales teams

› Longer sales cycles

› Higher cost of sales

“INFORMATION IS EVERYWHERE…AND NOWHERE!”

With so many content sources available….do sales teams have CLARITY?

INCREASING SALES PRODUCTIVITYSalespeople need a single system

(SOLUTIONCELL) to access all of the

information they need, that:

•Simplifies content access

•Maximises selling time

•Easy to Use – requires minimal training

•Cloud-base: Available from anywhere

•Combines information from all sources

…including Partners Content

•Delivers information in Context

•Enhances Collaboration

•Accelerates Sales Cycles

…

Answer: SOLUTIONCELL

SOLUTIONCELL - a single system to manage all of your content, that:

› Combines & Leverages all of your existing content sources – including those of your Partners

› Can be shared across your entire sales ecosystem – including Business Partners,

› Available on-demand and online, SaaS application – no software to

install., manage or maintain. Leverage the CLOUD

› Accessible from anywhere – including mobile devices,

› Simple to use,

› Automatically updated as your content changed,

› Rapid Implementation – Overlay system

SolutionCell: SOLVING THE INFORMATION OVERLOAD PROBLEM

Eliminate the complexity / Keep Sales selling! / Simplify the sales process / Accelerate Revenues

What if you could have a single system that combined all of the information?

Websites

Partner Portals

Sales SystemsCorporate

Intranets

CRM

SolutionCell: A single source of

collaborative sales information for

Vendors and their Partners.

ANY CONTENT TYPE – INCLUDING MULTIMEDIAContent from

Partners

SolutionCell: Organised CONTENT / Enhanced COLLABORATION / Improved COMMUNICATION

OUTCOME: Increased SALES EFFECTIVENESS, ACCELERATED sales cycles, Increased PRODUCTIVITY

Sales Professionals

› To capture customer requirements &

search for suitable solutions

› To present solutions to customers

Web conferencing / Face-to-face meetings / Telephone

› Sales campaigns

› Up-selling/Cross-selling/Co-selling

Business Partners

› Immediate sales enablement

› To customise solution content

› Participate in Campaigns (and

personalise Campaign content)

› To present solutions to customers

Web Conferencing / face-to-face meetings / Telephone

Marketing Professionals

› To define, Control and manage solution

messaging

› To create solution offerings

› To create Campaigns with embedded

solution sales kits

Who Uses SolutionCell?

Call Centres

› To access Solution Content and on

demand product training

› To accurately/consistently position

solution messages and value

propositions

› Sales Campaigns

› To present solution/products/services to

customers

Via web conferencing or via

telephone

Customers

› To clarify understanding of solution bids

› To share solution information with

colleagues during the decision-making

process

› Reduce their solution evaluation costs

Outcome: Increased Sales & Marketing ProductivityImproved COMMUNICATION / Enhanced COLLABORATION / Solution Selling COMMUNITY / organised CONTENT

1. Speed of access to information› SolutionCell is proven to save users a minimum of 30 minutes/day (or 12.5 days/annum)

Total time saving for 100 users is 1,250 days per annum

Time Saving = 1,250 days per annum

2. Increased Sales Productivity› Using the time saved , Salespeople are able to increase their productivity:

1 additional sales call per week (per salesperson)

100 additional sales calls per week (across the Sales Ecosystem)

4,000 additional sales call per annum

3. Increased Revenue› Average Order Value - £15,000

› 4,000 additional sales calls per annum (assumes a 40-week working year)

› Assume sales conversion rate of just 5%

› Additional Annual Revenue = £3,000,000

SolutionCell: The Business Case and ROI

SolutionCell: Areas of Tangible Business Benefit

Sales Professionals

› To capture customer requirements &

search for suitable solutions

› To present solutions to customers

Web conferencing / Face-to-face meetings / Telephone

› Sales campaigns

› Up-selling/Cross-selling/Co-selling

Business Partners

› Immediate sales enablement

› To customise solution content

› Participate in Campaigns (and

personalise Campaign content)

› To present solutions to customers

Web Conferencing / face-to-face meetings / Telephone

Marketing Professionals

› To define, Control and manage solution

messaging

› To create solution offerings

› To create Campaigns with embedded

solution sales kits

Who Uses SolutionCell?

Call Centres

› To access Solution Content and on

demand product training

› To accurately/consistently position

solution messages and value

propositions

› Sales Campaigns

› To present solution/products/services to

customers

Via web conferencing or via

telephone

Customers

› To clarify understanding of solution bids

› To share solution information with

colleagues during the decision-making

process

› Reduce their solution evaluation costs

Outcome: Convergence of 4C’s and Increased sales productivity (for you and your Partners)

Improved COMMUNICATION / Enhanced COLLABORATION / Solution Selling COMMUNITY / organised CONTENT

SolutionCell: Example Use Scenarios

ON-DEMAND KNOWLEDGE(No software to install, manage or

maintain)

Embedded Web 2.0 sales kitsAccess from Anywhere

SIMPLIFY THE SALES PROCESS

CUSTOMER COLLABORATION(Increased Sales Productivity)

•collaborate with customers online•Present Online via collaborative tools –

such as ‘Live Meeting’ and ‘WebEx’•Accelerate sales cycles

COLLABORATIVE SOLUTION DEVELOPMENT

(with Partners)•Reduce costs for developing ‘new’

solution offerings.•Reduce Time to Market

INFRASTRUCTURE INTEGRATION

(Overlay System - Nothing to replace!)Access all of your (and Partners)

solution content from a single on-demand system

Customers

Vendors

Partners

SALES CAMPAIGNS(increase effectiveness / reduce costs)

•Maximise impact with Multimedia•Reduce Campaign Costs•Reduce Time to Market

•Rapid response to Market Opportunities

•Partner ‘personalise’ and re-use Campaigns

SALES TRAINING(rapid on-demand enablement)

•Direct access to sales information, on-demand and from anywhere. •Shorten Timescales to Sales

Effectiveness•Self-service

BUSINESS COLLABORATIONOn-demand Offering Management

(reduce Partner Collaboration costs) •Simplify management of complex multi-

vendor bids•Share Pipeline and sales leads

•Reduce Partnership management costs•Partner Recruitment

•Immediate Partner Enablement

COLLABORATIVE BID MANAGEMENT

(reduce costs & enhance productivity)•Sales & Pipeline Management

•Enhance Account review processes•Efficient Resource Management

•Simple Collaboration for complex bids

Outcome: Convergence of 4C’s and Increased sales productivity (for you and your Partners)

Improved COMMUNICATION / Enhanced COLLABORATION / Solution Selling COMMUNITY / organised CONTENT