…ninety day sales plan…

Matt Androski –

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

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

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

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

Purpose and Objectives

1. Sales Operations / Sales Process 2. Building a team 3. Execution against plan – closing business

Challenges …

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

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?    

I. Strategy

Strategy  Targets  •Understand  Customers  •Assess  Pipeline,  Sales  Targets  &  Cadence  •Focus  on  execution  –  Must  Wins!    •Define  the  GTM  to  build  upon  

II. Process

Process  Targets  •What  is  repeatable?    •  Challenges?    •Building  a  Clean  Sales  Process  •Operational  Review  

Sales  Process  -­‐  People  •Assess  the  team    •Playbooks  &  Segment  Targets  •Use  Cases  /  Verticals  •Account  Segmentation  •Build  For  Growth  &  Expansion  

III. Sales

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

V. Business

Business  Targets  •What  systems  are  we  using?    •What  is  the  sales  process  /  methodology?    •Develop  process  around  Pipeline  Building  Lead  Generation  •Sales  Execution  

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

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…