VP_Sales_Approach
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Robert Fucci is applying for the position of SVP Sales and Alliance Approach. He will focus on direct enterprise selling, building and mentoring the inside sales team, and better defining forecasting requirements. He will build a regular weekly, monthly, and quarterly cadence. In his first 30-60 days he will focus on training, lead generation, and client/partner meetings to drive business and revenue acceleration.
VP_Sales_Approach
- 1. SVP Sales and Alliance Approach Robert Fucci 203.458.2932 rfucci1@yahoo.com
- 2. Table of Contents Enterprise Selling – Direct and With The Team I will build my Pipeline, Drive Business Directly I will build and share Case Studies and Client Wins to Accelerate Learning Build and Assist in the staffing of Territories I Will Mentor and Up Level The Existing Inside Sales Team Better Define Forecasting Requirements Build a regular Weekly, Monthly, and Quarterly Cadence First 30/60 Days Lead Generation and Potential Partners How Do I Approach The Role – Training, Mentoring, Direct Selling My Sales Methodology Enterprise Selling Approach – Become A Growth Partner Sphere of Influence Sequent of Events Representative Results
- 3. Sales and Account Development Messaging Prepare and Plan Be Bold – Find Bold Clients Form Your Core Team and Strategize Regularly Maximize Every Selling Interaction (For Everyone) Propose and Close - Early
- 4. Enterprise Selling – My Contribution I am Selling – Closing Business and Improving Pipeline Quality Up-level Sales Close Plans – Hit The Bull’s Eye Every Time Create and Communicate A Set Of Near, Medium, And Long Term Goals That Are Clear, Measurable, and Aligned Recruit And Develop Employees – Recognize And Reward Performance Develop A Culture Of Value Driven Selling – A Clear And Compelling Customer Value Proposition. Insure Everyone Is Invested In Customers Success– Customer Success and references Are essential To Growth. Take On a Tough Challenge and Lead
- 5. Enterprise Selling - 5 Rules For The Team We Must Live At Our Accounts We Must Have A Relationship With Every Important Buying Level Of The Organization The AE and Pre-Sales Team Must Build The Plan and The Team That Demonstrates Client Insight and Buying Vision, and Proven Funding We Must Regularly (Scheduled) and Openly Communicate Take All Advice and Recommendations and Act On Them – They are The Product Of Past Success
- 6. Embracing Stretch Goals (Example) 2012 Revenue Goal $8MM Stretch Goal $12MM Funded & Qualified Pipeline 3X Goal Increase Number Of Qualified, Funded Sales Opportunities Increase Number of In-Quarter Opportunities Identify, Prospect and Close The Right Opportunities Q4 2015(30%) $2.4MM $3.0MM $7.2MM •Review The Mix of Opportunities (Beginning, Midpoint, Last 30 Days) – Focused Opportunity Reviews •Build, Leverage, Expand Our Network of Coaches, •Generate Partner Referrals, •Sell When You’re Not There – Executive Briefs. •Write Down Our Proposals – Explain, Test The Value Proposition Early •Plan and Execute Quarterly Field Marketing Events Q1 2016 (20%) $1.6MM $2.4MM $7.2MM Q2 2016 (20%) $1.6MM $2.4MM $7.2MM Q3 2016 (30%) $2.4MM $3.0MM $7.2MM Q4 2016 (30%) $2.4MM $3.0MM $7.2MM Total $8MM $13.8MM $36MM Key Success Factors: o Build Pipeline Early in Fiscal Year - Focus on Selling Activities and Improving Pipeline Quality o Identify Key In Quarter Must Wins – Particular Focus On Close Strategies – Demonstrate Success And Ability To Execute o Measurement – Pipeline, Forecast, Closed Business, etc. o Initiatives – Focus on The Key “10” Choose Wisely, Execute Flawlessly
- 7. Forecasting Requirements We Forecast What Is Funded We Live In SFDC – All Account Contacts and Key Activities Must Be Captured Forecasts Updated By Day Prior COB From Management Forecast Call Forecast Objective – 3 Times Quota in “Best Case” Forecast Objective – 2 Times Quota in “Committed” Paperwork Delivered No Later Than 7th Week Of Each Quarter All “Best Case” Either Moved To Commit Or Next Quarter On 8th Week
- 8. Quarterly Cadence Within 5 Days of Quarter Close We Will Present QBR’s Prior Quarter’s Results Current Quarter Forecast – Best Case, Commit Focus In-Quarter Transactions Lead Generation Plans – Resource Requirements Client Success Issues Scheduled Weekly 1-1’s Individual Sales Team Members on Mondays (Sales and Presales) Team Calls Each Thursday (Focus Opportunities and Team Learning) Planned Client Calls – I expect to meet 3-5 Clients or Prospects Weekly Forecast Updates Due 1 Day Prior To My Forecast Forecast Objective – 5 Times Quota in “Pipeline” Forecast Objective – 3 Times Quota in “Best Case” Forecast Objective – 2 Times Quota in “Committed” Mid-Quarter SMT Review Progress To Plan Alliances and Channels - I Plan To Drive Directly Weekly 1-1 With Product Development, Marketing, Finance Scheduled, Optimized Partner Interaction
- 9. My First 30-60 Days Training – (all Aspects of the Organization and Solution) Finance, Legal Sales and Sales Engineering Product Development Product Marketing Understand all Legal, Revenue Recognition Issues and Extended Team Members Account and Territory Reviews - Team Development, Learning, Training Deep Dive into Salesforce (CRM) Insure Opportunities are Forecast Accurately Insure Multiple Decision Makers/Influencers are properly noted Identify Committed and Focus Deals – Insure Proper Close Plans Prospect and Client Facing Meetings/Calls - Drive The Business – Meeting With Clients and Partners – Focus on Revenue Acceleration, Lead Generation Recruiting – As determined Present My Business Plan for Approval within 30 days
- 10. Lead Generation, Field Marketing My Approach Focus on Hard Offers vs. Soft Offers Focus on High Lead to Revenue Activities References From Our Clients Sales Prospecting Website Content Marketing Email Marketing (Internal/House List) Trade Shows Where I Would Increase Effort and Resources Online Offers Content Marketing Social Media Supplement With Potential External Lead Generation
- 11. Lead Generation, CRUSH Reports Inside Sales Sales AE Load All Contacts Develop Account Strategy Segment By Role and Use Case Identify Key Initiatives and Link To Zovy Use Cases Campaign Execution Apply IT Profile to All Client Presentations Follow-up, Telemarketing Account Prospecting Lead Generation – Introduction to Sales Team Collaborate and Utilize Field Marketing Resources Validate and Confirm Lead Quality
- 12. AWS and MSFT Azure Marketplace For AWS – https://aws.amazon.com/marketplace For Microsoft Azure - http://azure.microsoft.com/en-us/marketplace/ Important Points Bring Your Own License and Subscription Pricing Revenue Share on Both License Models Registration Process – 30 Days Appealing for State and Local Government (Sole Source) eDiscovery is Largely a Whitespace
- 13. Sales Methodology 1/5/2016 13 Plan Measure Execute Propose Close Deploy Deliver Expand Enterprise •Set Aggressive Goals •Dedicated Time •Account Vision •Value Proposition •Revenue Target •Account/Divisional Map •Investment Priorities •Relationship Map •Path To A Sale (s) •Determine Buying Metrics •Determine Influencers, Coaches, Decision Maker •Value Based •Partnership •Purchase Options •Multiple Transactions •Future Buying Events •Preparing For Next Sale •Team Credibility •Team Expertise •Value-Based Recommendations •Consultative •Value Based •Leverage Success •Max. Investment Benefit •Strategic •Charter Account •Bidirectional •Partnership Plans
- 16. Implement Consistent Account Planning Key Development Areas Strategic Alignment Opportunistic Areas Maintenance Areas Low High High Our Attractiveness to Customer CustomerRevenuePotential
- 17. Implement Consistent Account Planning TARGET Average
- 18. Implement Sales Training Within The 1st 90 Days Sales Pre-Sales Develop The Who and Why Identify Forecast Rank Propose Close Develop the Solution We Never Develop The Solution Without Guidance From Key Stakeholders - Never!
- 19. Sales Results GE Enterprise Win Actiance Compliance and Governance Wins SAS Wins at IBM X Series Labor Utilization Representative Spotfire Wins Risk SFDC Integration SEM/SEO Data Analytics Consumer Credit SAP Resell
- 20. Drive A Strategic Vision
- 21. Propose and Close Well – GE Closed Deal For $15MM
- 22. Actiance Platform – Enterprise Software and Services Wins New Business Wins ADP $1.76M TIAA-Cref $1.23M Ally Bank $786K Paychex $684K McGraw Hill $624K NASD- OMX $512K Met Life $489K State Street $447K Jefferies $361K Instinet $242K
- 23. Built and Led The Actiance FSI Sales Team – FY2013 Performance Quota $475,000 $675,000 $1.375MM $2.000M $4,525,000 Closed (License) $132,432 $637,432 $2,113,101 $1157,700 $4,040,665 Closed (Services) $117,523 $191,220 $637,450 $489,911 $1,436,104 The territory did $1.3MM total revenue in 2011. •Initial Team - 0 AE’s •Initial Unqualified Pipeline - $300K •At 3 Months Pipeline- $5MM •At 6 Months Pipeline - $11MM •At 9 Months Pipeline - $19MM •Recruited 6 New Senior AE’s
- 24. SAS Analytic Forecasting Dashboards – IBM Enterprise
- 25. SAS Labor Forecasting – IBM Global Services
- 26. Built and Led The Spotfire FSI Sales Team – 2011 Performance Quota $675,000 $675,000 $1.375MM $2.400M Closed (License) $454,432 $637,432 $1,157,700 $2,913,101 $5,162,665 Closed (Services) $485,600 $1,247,912 $1,634,511 $789,911 $4.157,934 •Initial Team – 3 AE’s •Initial Unqualified Pipeline - $3MM •At 3 Months Pipeline- $11MM •At 6 Months Pipeline - $21MM •At 9 Months Pipeline - $29MM •Recruited 4 New Senior AE’s •Recruited 2 Inside Sales AE
- 27. Every Year , A bank incurs losses for various reasons. Some Key reasons include: Adverse market conditions reduce the value of its invested assets Credit events , such as borrowers defaulting, reduce the value of the loan book( credit risk) Shifts in interest rates upset the balance sheet (A/L risk) System failures , fraud ( operational risk) For either regulatory or strategic reason , the Bank will demonstrate reserves up to the 99th percentile of loss in its annual Loss Distribution. This amount is the value at risk for a given risk horizon This picture indicates that strategic goals may dictate the choice of Value-at-Risk threshold. . The bank will need to hold reserves up to the target Solvency Standard. The amount up to Expected Loss ( Mean) is referred to as provisions, And the remaining amount up to the solvency standard is called Economic capital. Risk Modeling – FDR NY, CITI, BofA, Fannie Mae, State Street, +
- 28. Scenario Based Risk – BofA, Goldman Sachs, Barclays, CITI This analysis demonstrates a scenario-based view of Economic Capital covering total Losses do to Market Risk and Mortality Risk over a one year horizon.
- 29. Salesforce.com Integration – GE Capital, BofA, State Street, + Spotfire increases your ability leverage more value from your existing salesForce.com, Oracle, and SAS investments. Spotfire easily integrates the data from co -resident application s to form a powerful enterprise class “decision platform” In this case we understand that GE Capital has a significant investment in Salesforce .com Using Spotfire in this environment will help GE Capital seamlessly leverage and unlock the hidden value in customer and market data.
- 30. Integration With SEM/SEO – Ally Bank, CITI, GE Capital Scenario- You are designing a marketing campaign to introduce three Products: Platinum, Gold, and silver Credit cards. The initial plan is to offer : •10,000 Platinum, •20,000 Gold •30,000 Silver cards. Options- you have two options to contact customers •Call center, • Direct mail. The call center is more expensive but the program is more successful than reaching contacts from direct mail. The call center has a maximum capacity of 15,000 Marketing Campaign Optimizer Scenario: You are designing a marketing campaign for three products: Platinum, Gold, and Silver credit cards. The initial plan is to offer 10,000 Platinum, 20,000 Gold, and 30,000 Silver cards. Options: You have two options in contacting your customers: Direct Mail and Call Center. The Call Center is more expensive but the contacts are more successful than those from Direct Mail. The Call Center has a maximum capacity of 15,000.
- 31. Consumer Credit– MasterCard, CITI, Fidelity Consumer Credit – Credit Card Marketing campaign Optimizer - Return on investment analysis