Opnext The 10 Reasons


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Opnext The 10 Reasons

  1. 1. <ul><li>The top 10 Reasons we think there is a reason to meet… </li></ul>
  2. 2. #10 – Stay Competitive <ul><li>Have they discovered something you could be doing? </li></ul><ul><li>Other customers… </li></ul><ul><li>Xilinx, Immersion, Equinix, ArcSight, Silicon Graphics, iCiX, Fairchild Imaging, Cortina Systems, Atheros, SiRF, Rackable Systems </li></ul>
  3. 3. #9 – More efficiency <ul><li>From Opnext Interviews </li></ul><ul><ul><li>“ Leads often don’t get to sales reps as fast as they could from trade shows, etc..” </li></ul></ul><ul><ul><li>Reporting process is complicated & isnt’ always accurate </li></ul></ul><ul><ul><li>Quoting process can take a long time </li></ul></ul><ul><li>What is the cost of acquiring a lead? </li></ul><ul><li>Can you Front End systems be communicating better with your back end systesms? </li></ul><ul><li>How long does it take a sales rep to create a quote? </li></ul><ul><li>If you make it easier for your sales reps to sell, will it make it easier for your customers to buy? </li></ul><ul><li>What would be the impact of this? </li></ul><ul><li>Would great efficiency save you 1 salary a year? </li></ul>
  4. 4. #8 – Increased Collaboration <ul><li>From OpNext 09 report </li></ul><ul><ul><li>“ The Support provided by our field application engineers is critical in the product qualification stage.” </li></ul></ul><ul><li>What if all the key players could be synchronized at the ‘qualification’ stage of the deal? </li></ul><ul><li>Are Product Marketing Teams gaining insights from internal systems currently? </li></ul><ul><li>Currencies & Languages for Worldwide sales teams </li></ul>
  5. 5. #7 – Increase Productivity <ul><li>Opnext 09 Annual Report </li></ul><ul><ul><li>direct sales force is supported by a network of manufacturer reps” </li></ul></ul><ul><li>How are you helping manufacturer reps sell your products? </li></ul><ul><li>Could this be one of the easiest ways to increase revenue? </li></ul><ul><li>Can Historical Based Trending (quarter over quarter, year over year allow you to better understand the nuances of business. </li></ul>
  6. 6. #6 – Differentiate with cust service <ul><li>Highly Competitive Market to larger companies </li></ul><ul><li>Can OpNext differentiate itself from competitors by offering better customer service? </li></ul><ul><li>Can OpNext decrease costs by offering self-service options to customer (knowledge base, email, web)? </li></ul>
  7. 7. #5 – A platform for Acquisitions <ul><li>From OpNext 09 Annual Report </li></ul><ul><ul><li>“ We have acquired and integrated three businesses…. Most recent.. Stratalight…“ </li></ul></ul><ul><ul><li>“ If we fail to manager our future growth effectively, in particular during periods of industry uncertainty, our business could suffer…” </li></ul></ul><ul><li>Can the sales & marketing teams be easily integrated/onboarded into OPNext? </li></ul>
  8. 8. #4 – Empower Distributors <ul><li>Increase customer base from 482 companies & decrease dependence on huge customers </li></ul><ul><li>Can you keep costs low by using distributors more in the sales process? </li></ul><ul><li>How can you hold them accountable? </li></ul><ul><li>How to send them leads? </li></ul>
  9. 9. #3 – Get the best margins <ul><li>2009 Annual Report </li></ul><ul><ul><li>~50% of OpNext’s Revenue comes from ~2 customers/quarter. </li></ul></ul><ul><ul><li>“ We have experienced decreasing price trends…” </li></ul></ul><ul><li>What does 1% discount mean on a deal? </li></ul><ul><li>Can your negotiation teams benefit from information at their fingertips? </li></ul>
  10. 10. #2 – Strategic Selling <ul><li>Most of OpNext revenue comes from selling big deals to big companies </li></ul><ul><li>Can your executive team get alerts/RSS updates on big deals? </li></ul><ul><li>Is your sales team using Linkedin in the selling process? </li></ul><ul><li>What if one of your top sales reps left Oplink? Would they take all the information as well? </li></ul>
  11. 11. #1 – The Best Value Period. <ul><li>Can any other Software vendor offer a complete Enterprise grade ‘stack’ (database, hosting, functionality) </li></ul><ul><li>$70! Per user </li></ul><ul><li>(Yearly cost @ 100 users = .001% of 2009 Selling, General & Adminstrative Expense) </li></ul>
  12. 12. Contact information <ul><li>David Jarvi, CRMOnDemand Applications </li></ul><ul><li>650-633-9574 (direct) </li></ul><ul><li>[email_address] </li></ul>
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