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Expertek Case Studies 2.0


A selection of Expertek's case studies

A selection of Expertek's case studies

Published in Business , Technology
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  • 1. Expertek Case Studies V2.0 Expertek Case Studies 2.0.pptx© 2013 Expertek Consultants Ltd
  • 2. Agenda Capabilities and Experience Case Studies – Verum Software Technologies BV – Aruba Networks – Information intelligence solutions company – CSR – Microsoft – Costain – Transcomm Benefits Contact
  • 3. Expertek Core capabilities – Sales Enablement – Channel Development – Product and Service management – Programme Management – Environmental Technology Marketing Industry knowledge – Technology – ICT and cyber security – Telecommunications Skills – Workshop facilitation – Segmentation – Proposition development – Solution definition – Go to market planning – Process design – Implementation – Materials creation – Sales and account planning – Launch support – Requirements capture Capabilities and Experience
  • 4. Case study Industry: – Software tools Coverage: – Proposition development – Go to market plan – Marketing programme management Project outline: – Complete marketing plan – Audience specific messaging – Communications strategy – Partner strategy – Website and white paper content Verum Software Technologies BV Device developers Software ecosystem – who is a potential customer/partner? Title presentation  © 2008 Verum 12 Devices Drivers* RTOS Offshore Outsource In-house Software Development Software Systems Process Machine Embedded ECU Complex Machine Business Solution Ecosystem member Potential Verum customer/partner *Delete as opportunity due to withdrawal of C support? Software tools map - lifecycle Title presentation  © 2008 Verum 11 Software Development Environments Lifecycle and Version control Requirements Capture • Text tools • Graphical tools Simulation Architecture • Modelling • Formal methods • Software production Standards Software production Languages Compilers RTOS Timing analysis Post production - ‘debug’ Code review Emulators and hardware simulators Testing ASD:Suite doesn’t fit well into existing tool box Can we partner to solve this problem?
  • 5. Case study Industry: – Enterprise Wi-Fi Coverage: – Sales Guide • Translations FR, IT, ES • NA Version and Dell OEM version – Sales Development Project Outline – Workshop – EMEA Guide – Localisation – Sales development workshop 82% agreed that the Sales Guide made them more productive 91% said the Sales Guide had helped them to sell the VBN solution 89% said they would win more sales in future as a result of having the Sales Guide 100% of respondents rated the Sales Guide as Good or Very Good Aruba Networks
  • 6. Case study Industry: – Cyber Security Coverage: – Proposition development – Messaging – Sales Guide Project outline: – Sector propositions – Sector specific messaging – Cross vertical Sales Guide Information intelligence solutions company
  • 7. Case study Industry: – Electronic devices Coverage: – Internal sales WW – Sales Guide – Interactive Sales Kit – Presentation 96% agreed that the Sales Guide helped them to understand the solution 76% said the Sales Guide had helped them to sell the solution 75% said they would win more sales in future as a result of having the Sales Guide 95% of respondents rated the Sales Guide as Good or Very Good CSR
  • 8. Case study Industry: – Business consultancy Coverage: – Service re-launch – Consultancy campaign – Partner Engagement Framework Project outline: – Managed service re-launch – Sales and Marketing Audit – Consulting offering campaign – Researched and identified key drivers – Proposition & messaging refined to cover drivers: e-Government, upgrades, lack of skills and resources Microsoft Partners want to be able to use MS IP and branding MS wants to reinforce solution sales process to Enterprise without more resources Customers want projects delivered quicker, with lower cost and risk PR Analyst Advisor web content Improved web Case Studies Marketing Support Intranet Case Studies Encourage customers to use QuickX by increasing awareness of Consultancy Offerings Mix Marketing Mix Customer Partner Internal Analyst PartnerPartnerPartner Partners should adopt COP and use the tools Internal education must ensure that sales can use partners skills in QuickX to close business Refine Value Proposition and messages for each audience  Internal Structure Engagement Framework Timeline Diagram Introduction MS Organisation Processes Accounts Mapping Change Control Sales Support Service Offerings Market Structure Resources CHAMP / Partner Plan Engagement Flow Help Map Home Key: Excel Database Document Web links Partner Experience Contacts Variable Data Static Data Diagram Excel Sheet Excel Database Imbedded Doc Partner Engagement Process (PEP)
  • 9. Case study Industry – Process controls Coverage – Solution development – Proposition development – Sales Guides • Covering 6 solutions – Mature Upstream Assets – Power – Scada – InFusion – Turbomachinery Control – Project Guides “Without the Project Guide we would never have been able to gain so much traction within these major energy projects.” Invensys
  • 10. Case study Industry – Engineering and construction Coverage – Planning and RTM design – Business case – Business development materials – Marketing and sales tools Costain
  • 11. Case study Industry: – Energy management Coverage: – Proposition development Project outline: – Outlined proposition to use “home-hub” for energy management – Working in-company to identify expertise – Identified potential partner to enable complete solution – Developed outline GTM strategy and proposition BT Transcomm
  • 12. Benefits Faster and Increased sales – Salespeople enabled to sell your products & services – Partner salespeople enabled to sell your products & services – Target the right customers – Higher level contacts – Communicate product advantages – Up to speed quicker – Greater discipline Stronger market position – Position product within portfolio – Competitors’ weaknesses – Focus on strategically important products & services – Attractive to potential partners Internal – Salespeople buy-in – Created by collaboration of product groups, sales, marketing and partners – Early impact from investment What impact can you expect?
  • 13. Expertek Contact: Alistair Fox CEng MIET FCIM Director Expertek Consultants Ltd alistair.fox[@]expertek.co.uk www.expertek.co.uk