Hello everyone and welcome to our training on Enterprise Solutions. We appreciate you taking the time to join us today. I am Sandy Hyde from Marketing. Also joining me in presenting and answering questions today are Luis Morales from Development, John Smith from Finance, Nancy Yee from Custom Solutions, and Jaci Larson, also from Marketing. A few housekeeping items - Because we are recording today’s training session, the operator has placed everyone on mute. Please save your questions for the Q&A sessions, at which time we’ll open up the phone lines for you. If you need assistance during the call, please raise your “hand” in the web ex menu/screen – I will be monitoring the call queue. Please also go to View – full screen – to be able to see the presentation more clearly. We will make the recorded presentation and other collateral items available to you later today.
Enterprise Solutions will launch to the public on Monday, October 9. As you can see by this agenda, we have a lot of great information to cover today. We’ve broken the session into two parts – part 1 will cover the meat of the product suite launch and part 2 will provide more technical details for those less experienced with selling Enterprise Solutions. Part 3 will be delivered as needed by your sales leadership. I’ll begin by turning the training over to Luis Morales.
To give you an idea of how to approach an Enterprise Solution’s sale, we’ve compiled a couple of real-life case studies. This is a great example of a feed sale. One of our BIS reps was working with a Communications Consultants Firm. The needs assessment began with an open-ended question which is a key way to begin the consultative, solutions-oriented dialog : in this case – describe the Web-based services you use today During that needs assessment conversation, the rep discovered that they used an internal web site to display news – and that they had individual contracts with direct publishers, but were looking for an aggregator.
So, after asking questions, the rep responded to the customer’s stated needs with our solutions – in this case our XML on demand feed. Following sales qualification (i.e. available budget, business need), the Custom Solutions team member on the account sent data file to Prospect for feed compatibility verification. The benefits to our customer included a better, easier to use Web site. Best of all, now the customer has one source for content and one contract, which saves them time and money. Just one example of Enterprise Solutions in action!
Here’s a look at a successful portal solution sale. This was for an existing customer, but a different department. Again, the rep went in leading with the open-ended questions – trying to understand – “what are you trying to accomplish, what are your goals?”, in this case, how do you provide news today?– then the key is to sit back and listen In this instance, they were not providing external news through the portal – but they wanted to, and there was no competitor on the scene
After listening to what the customer wanted to do, the rep provided a demonstration of existing Portals that convinced the R&D Department of BIS portlet solution value. A trial was activated for the customer following the sales qualification process. And the sale was made. The benefits to the customer? Portal managers love having more traffic – and that was made possible by adding news content And they particularly liked the weather portlet – they really liked the canned information that came with our services. So now we’ve talked a bit about the sales process – let’s spend a few minutes talking about Enterprise Solutions pricing with John Smith.
(Discuss the key features of Editor’s picks and how they relate to your customer’s needs.) The Editors’ Picks portlet delivers industry-specific news handpicked by our editorial experts, updates on a daily basis. The portlet also provides access to a real-time update for each selected Editors’ Pick. Features: Supports personalization The end user may select a maximum of 20 topics when personalizing the portlet. The end user may prioritize their selected topics. The customer selects the Editor’s Picks accessible within the portlet. The customer may choose to organize their selected Editors’ Picks into “categories” and deploy those categories in separate portlets. In this manner the customer is able to create portlets that deliver content that is targeted to specific groups of users within the portal.
(Discuss the key features of Saved Search and how they relate to your customer needs.) Features: Fulltext searching Boolean searching Supports the use of Topic and Company Tags (metadata) Content: Searches are performed against an aggregation of 1,700+ news publications. The customer may purchase additional premium publications. 90-day archive Personalization: The end user may create a maximum of 20 Saved Searches. The end user may prioritize their Saved Searches.
( This is a build slide: Portal, search results, title list) The Company Information portlet delivers market data and company-specific news and information. Focus on the ability for users to quickly and easily access news and information related to competitors, prospects and partners. Data Provided: - News - Stock Quotes - Charts - Financials (U.S. Companies only) - Filings (U.S. Companies only) - Profiles Provides global coverage of public and private companies. Personalization: The end user may track a maximum of 10 companies. The end user may prioritize their companies.
Enterprise Solutions October 2006 Product Launch Sales & Account Management Training
X X X Premium Sources ( Pricing in Source Book) X X X Custom Topics X x x
Topic Bundle (per bundle pricing)
ICS content - 2,300 sources
Select topic bundle
Includes real-time and editorial topics
X X X
All News Sources ( user based pricing)
ICS content - 2,300 sources
All near real-time topics bundles
All editorial topic bundles
API Feeds Destination Delivery Method Content Set
Definitions – Sources * I-Topics are topics based on I-Sources for Editorial News Sources * E-Topics are topics based on E-Sources for Editorial News Sources Not Available for October 2006 release N/A N/A N/A
30 are part of the ICS package (tagged only)
20 are not in the ICS package
Premium Sources 300+ Sources *Subset of the ECS package 860+ Sources *Subset of the ICS package E-Topics - Can be externalized (Internet) I-Topics - Cannot be externalized (for customer only) Editorial News Sources (Contributors to Editor’s Picks)
1,600+ Humanly Reviewed
450+ Custom Topics (specific to customers)
Editorial Topics (All Topics – 3,700+) 1,200 Sources (787 active) Subset of the ICS package External Content Sources (ECS) Can be externalized (Internet) 2,300 + sources Internal Content Sources (ICS) Cannot be externalized (for customer only) Sources
Portals / Web Applications – Integrate any of the eight applications including editorial news, real-time news, weather, stock quotes and charts into your intranet.
Publishing Solution – Quickly select stories and save them in a HTML, XML, and Microsoft Word format and redistribute them. Or post the stories into publishing folders and post the folders on your intranet. Customize the presentation of the publishing folder with style sheets and create newsletters or reports.
Hosted Solution – Simplify the process with help from our Custom Solutions experts, who will work with you to develop a solution that meets your business needs based on our enterprise solutions.
Streaming News – Get the news your organization needs fed directly you. Our streaming news feed application supplies real-time and editorially reviewed topics. The application is Java-based and has support for large search profiles.
RSS Support (Real Simple Syndication) – Build RSS channels that focus on the news you want. Build as many channels as you desire by using our RSS search syntax. No distracting advertising. Customizable story templates to meet your organization’s presentation needs.
XML on Demand (XOD) – A platform-agnostic URL API that provides search and retrieve capabilities to real-time and editorial content. Offers template capabilities to transform XML stories for your corporate intranet or your handheld devices.
RtCR Toolkit – Integrate or build real-time search and retrieve applications to track industry, competitors and customers. Whether you need to push or pull the news, this API is supercharged and can meet your current awareness demands by providing persistent connection for streaming news as it happens.
$1B Annual Revenue, with Intelligence expenditures of over $50,000 annually
Over 1000 employees, with over 1000 users
Note: Primary target is for Enterprise Opportunities. However, you may encounter smaller prospects requiring banded pricing.
In-house development staff or 3rd party systems integration relationship (Global 5000) (Strong commitment to technology and knowledge management)
Existing use of any of the following: RSS, Portals, Hosted Solutions, XOD, Publisher, RTCR/API and Feed Services
Go-To-Market Strategy – Targeting Examples of current BIS companies w/Enterprise Solutions Asset Management Bellevue Asset Management Reinsurance Munich Reinsurance Company Bio Technology Research Genentech Manufacturing Phillips Semiconductor, Pratt & Whitney, Matshushita Avionics Systems Online Media Hoovers. com Broker for Magazines Subscriptions Advance Magazine Group Pharma Abbott Laboratories, Takeda Pharmaceuticals, Pfizer, Novartis, Par, Wyeth Industry Company Name
Go-To-Market Strategy – Targeting Industry Company Name Consumer Product Goods Coty Chemicals Celanese Technology Hatachi Finance KPMG Private Wealth Management Atlantic Trust Market Intelligence Biz360 Consulting Discovery Group Online Legal Publishing Company Knowledge Mosaic LLC Internet/Online Media & Consultancy Jane’s Information Group –Surrey Financial Services Group Nomura International AG Information technology Temis (Text Mining Solutions) Software (search engines & data base solutions) Terabase Corporation Internet Application Development Firm Technology Marketing Corporation Insurance Sun Life Insurance Company of Canada, Wachovia Government US International Trade Commission, US Postal Service, Army Contracting Healthcare United Health Group
How do you stay current with your industry, customers, competition, and partners?
How do you receive that information today?
Do you need to integrate external news (internal docs, blogs, Web site)?
Do you need the ability to customize your feed? Is there a cost to sharing data? Do you post newsletters, or reports to your intranet? Would you like to get streaming news directly into you application and stay current as news happens? Can you share your feed? Is there a publishing or editorial function that generates newsletters or executive reports? Do you need a news API in Java or platform agnostic? Do you have to enter a password every time you want to read news? Do you use or need pre-built applications with news, stock quotes, charts, and graphs? Would you like your news in XML? Do you integrate the data with other tools to create department wide news? Do you uses templates, or special formatting to present news to your company? Are you using an API or application to get the news? How long do you store the data? If so; is it a portal, or web server? Do you have an applications that integrate news into your business? How frequent does it update? Do you host news? API (high) (URL, API, Web Services) Feed (medium) (FTP, Feed, email, RSS) Destination (low) (Newsletter, intranet/Extranet, Portals)
Qualifying Prospects – Recognizing the Right Words We want to be in control of our feeds without having to wait for our vendor. The business post/host newsletters or news reports on the intranet. Our business has a need for streaming news. Our business would like to share news with simplified pricing. We have a daily/weekly/monthly newsletter or report that must be generated for the business. Our business is a Java shop. Our business does not use Java, but instead another platform. We would like to share our RSS channels and not require a username and password. Our business/users require stock quotes, charts, and graphs? We are a B2B business and would like our news to be standard XML. Our RSS services require a username and password. The services must comply with our business presentation needs. Our business uses an outdated thick client (application). The feed is integrated into an application or tool? The services we rely on are on a portal or Web server solution. Yes, we have an application that uses a vendor’s API to search and retrieve news. We have a daily feed that is distributed across the business. We host the news on our intranet or our vendor host the service. API (high) (URL, API, Web Services) Feed (medium) (FTP, Feed, email, RSS) Destination (low) (Newsletter, intranet/Extranet, Portals)
New pricing is applied to all new business effective Oct. 9, 2006
Renewals as of October 1, 2006 may be renegotiated with new pricing inclusive of all features (excluding Elogic) or previous contract value and package may be grandfathered for one year – we will not go back and add all features to grandfathered installations
The standard 5% uplift on all renewals still applies
Step 1: For any ES sale, contact the Custom Solutions team for support.
Custom Solutions Team will work closely with you and your customer to match business requirements with our best solution.
Together with sales, product development and the customer, the Solutions Specialist will define the appropriate deliverables based on customer expertise, schedule demands and the customer’s business objectives.
This pre-sales effort ensures the team and the customer are developing solutions that can be successfully deployed on schedule and supported.
Sales is to contact the solutions team when a prospect/customer has passed the qualification checklist only.
For further details, contact BIS Custom Solutions Team.