Sales Efficiency through Simplification (Autodesk)

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  • 1. Sales Efficiency through Simplification Stacy Pritchard Senior Manager, MarketingSystems
  • 2. © 2014 Autodesk It’s All About Improving Productivity Sirius Perspective: It’s the job of sales enablement to ensure maximum yield from every hour from every salesperson. Effectiveness (quality and results) Efficiency(capacity) Yield Per Rep Source: SiriusDecisions
  • 3. © 2014 Autodesk Autodesk started more than 30 years ago, with 16 employees and one software title. Today more than 100 million designers, engineers, architects, creative artists, students, and hobbyists use Autodesk software and apps to unlock their creativity, build better products, and address important challenges impacting the world.
  • 4. © 2014 Autodesk Global Organization  7,200+ employees in 95 locations  2,000+ World Wide Sales Organization  2,200+ Channel Partners  10 languages
  • 5. © 2014 Autodesk Supported by the breadth and depth of a leader
  • 6. © 2014 Autodesk For Architects For Mechanical Engineers For Graphic Artists Multiple Products / Multiple Personas For HVAC Engineers For Interior Designers For Structural Engineers For Construction Workers For … For early adopters For customers who value standards, compatibility, reliability For cost conscious professionals For customers who want to maximize creative expression
  • 7. © 2014 Autodesk Problem Statement (2012) 50% Don’t know where to find information 30% Time spent looking for information 12-17 Locations visited weekly 4+months Confidence to sell
  • 8. © 2014 Autodesk Discovery to Launch | Timeline 2011 2012 2013 2014 How can Marketing support direct sales? Discovery Evaluation Implementation Go Live Internal Go Live Partner Network Proof of Concept : 1 Industry, 1 Product Exec Approval Global Enterprise Solution Retire Legacy Systems
  • 9. © 2014 Autodesk Simple Navigation Even in a complex environment it is easy to connect to the most-likely activities
  • 10. © 2014 Autodesk Navigate & Discover Support sellers with solution relevant content and enable them to learn by related information
  • 11. © 2014 Autodesk Simplicity can be achieved for global deployments
  • 12. © 2014 Autodesk  Deliver knowledge  Raise confidence  Take action Learn it. Prove it. Do it.
  • 13. © 2014 Autodesk Content is King If the content isn’t effective did we really improve anything?
  • 14. © 2014 Autodesk Where will our journey take us in 2014?  Effectiveness  Better alignment to Sales goals, metrics, & needs  Report and analyze  Optimize the experience
  • 15. Thank you For more information SAVO Web Site: www.savogroup.com Sales First Nation: www.savogroup.com/sales-first-nation/ SAVO Products: www.savogroup.com/products/ SAVO Phone: 312-276-7700
  • 16. Autodesk is a registered trademark of Autodesk, Inc., and/or its subsidiaries and/or affiliates in the USA and/or other countries.All other brand names,product names, or trademarks belong to their respective holders. Autodesk reserves the rightto alter product and services offerings,and specificationsand pricing at any time without notice, and is not responsible for typographical or graphical errors thatmay appear in this document. © 2014 Autodesk, Inc. All rights reserved.