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Sales enablement: David Taylor on why AR and influencer professionals need to speed up sales
Sales Enablement
2013

For more information, please visit our website, find us on social media or simply send us an email!
www.keacompany.com
Twitter: @keacompany
Mail: duncan.chapple@keacompany.com or
david.taylor@keacompany.com
THE REALITY OF AR TODAY
AR needs to overcome numerous obstacles to maximizing value:
!   AR is losing thought leadership, partly because of the
development of conversations that cross organizational lines
!   The value of analyst firms’ services is opaque to some executives
!   Many AR practitioners are not aligned to sales and lack strategic
focus
!   AR will continue to lose support and resources it needs
!   Continue to see ‘blended’ roles and limited career path
opportunities
THE OPPORTUNITY
Most technology solution providers can benefit
from better alignment between sales and AR
!   Generate leads, recommendations & sales

!   Enhance the reputation and value of AR
!   Align AR more clearly with sales outcomes
!   Unlock new budget and resource
!   Develop plans that drive action
!  Ultimately drive better career paths
AR FOR SALES- THE CHALLENGES
No direct AR linkage to
sales impact	

Measurements of
success?	


Sales perspective
of Analysts	


Best Practices	


Time/Resource	


Scale/Complexity	


	

AR Team maturity	


	

Confidence
Sales Enablement Benchmark model
NEXT STEPS
!   Identify and assess with your executives
the main strategic priorities for AR
!   Assess the opportunities for AR to
engage with Sales (Keep it simple)
!   As an industry we need to work
together with the analyst firms to provide
greater sales transparency
!   Consider us as part of your Sales
Enablement development plans
ANY QUESTIONS?
thank you for your attention!

For more information, please visit our website, find us on social media or simply send us an email!
www.keacompany.com
Twitter: @keacompany
Mail: duncan.chapple@keacompany.com

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Sales enablement: David Taylor on why AR and influencer professionals need to speed up sales

  • 2. Sales Enablement 2013 For more information, please visit our website, find us on social media or simply send us an email! www.keacompany.com Twitter: @keacompany Mail: duncan.chapple@keacompany.com or david.taylor@keacompany.com
  • 3. THE REALITY OF AR TODAY AR needs to overcome numerous obstacles to maximizing value: !   AR is losing thought leadership, partly because of the development of conversations that cross organizational lines !   The value of analyst firms’ services is opaque to some executives !   Many AR practitioners are not aligned to sales and lack strategic focus !   AR will continue to lose support and resources it needs !   Continue to see ‘blended’ roles and limited career path opportunities
  • 4. THE OPPORTUNITY Most technology solution providers can benefit from better alignment between sales and AR !   Generate leads, recommendations & sales !   Enhance the reputation and value of AR !   Align AR more clearly with sales outcomes !   Unlock new budget and resource !   Develop plans that drive action !  Ultimately drive better career paths
  • 5. AR FOR SALES- THE CHALLENGES No direct AR linkage to sales impact Measurements of success? Sales perspective of Analysts Best Practices Time/Resource Scale/Complexity AR Team maturity Confidence
  • 7. NEXT STEPS !   Identify and assess with your executives the main strategic priorities for AR !   Assess the opportunities for AR to engage with Sales (Keep it simple) !   As an industry we need to work together with the analyst firms to provide greater sales transparency !   Consider us as part of your Sales Enablement development plans
  • 8. ANY QUESTIONS? thank you for your attention! For more information, please visit our website, find us on social media or simply send us an email! www.keacompany.com Twitter: @keacompany Mail: duncan.chapple@keacompany.com