November 20, 2013

Power Engage Pilot Framework
Jonathan Jewett, Principle
Lance Knight, Principle
Team
Jonathan Jewett, Co-Founder & Principle
 19 years sales experience; 16yr technology
 Closed > $25M in revenue
 Exp...
Results
 More revenue

 Forecast accuracy

 Win bigger, more often  Competitive advantage
 Shorten cycle

 Common la...
Engagement
Duration – 6-8 weeks
1. Questionnaire
2. Interview key stakeholders
3. Custom pilot program for 1World
4. 1-2 d...
Relentless process for pilot execution

Pre-evaluation

Conclusion

Evaluation
Deliverables
1. Process flow
2. Evaluation questionnaire
3. Pilot charter
4. Use case prompters
5. Customer Playbook
6. Tr...
Thank You
Jonathan Jewett
jonathanjewett@yahoo.com
617-650-9317
Lance Knight
lknight@knivis.com
404-
Supplemental
Pilot Framework

Pre-Evaluation

• Evaluation questionnaire
• ‘Go’ meeting
• Use case prompters

Evaluation

• Pilot Chart...
Pilot Framework

Pre-Evaluation

• Evaluation questionnaire
• ‘Go’ meeting
• Use case prompters

Evaluation

• Pilot Chart...
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Power engage preso

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Power engage preso

  1. 1. November 20, 2013 Power Engage Pilot Framework Jonathan Jewett, Principle Lance Knight, Principle
  2. 2. Team Jonathan Jewett, Co-Founder & Principle  19 years sales experience; 16yr technology  Closed > $25M in revenue  Expert at sales execution, building sales organizations Lance Knight, Co-Founder & Principle  Serial entrepreneur  18 years technology and startup experience
  3. 3. Results  More revenue  Forecast accuracy  Win bigger, more often  Competitive advantage  Shorten cycle  Common language  Professional image  Resource utilization  Better planning
  4. 4. Engagement Duration – 6-8 weeks 1. Questionnaire 2. Interview key stakeholders 3. Custom pilot program for 1World 4. 1-2 days onsite training 5. Monitoring & support
  5. 5. Relentless process for pilot execution Pre-evaluation Conclusion Evaluation
  6. 6. Deliverables 1. Process flow 2. Evaluation questionnaire 3. Pilot charter 4. Use case prompters 5. Customer Playbook 6. Training 7. Support
  7. 7. Thank You Jonathan Jewett jonathanjewett@yahoo.com 617-650-9317 Lance Knight lknight@knivis.com 404-
  8. 8. Supplemental
  9. 9. Pilot Framework Pre-Evaluation • Evaluation questionnaire • ‘Go’ meeting • Use case prompters Evaluation • Pilot Charter • Sales execution • Playbook Conclusion • Advocate selling • Close meeting
  10. 10. Pilot Framework Pre-Evaluation • Evaluation questionnaire • ‘Go’ meeting • Use case prompters Evaluation • Pilot Charter • Sales execution • Playbook Conclusion • Advocate selling • Close meeting

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