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  • Replace high production black and white products from competition. Beat OCE and Canon in their traditional markets by offering new business opportunities to these customers, for instance by allowing them to target signage market, indoor and outdoor with the same printer.
    B2B telesales is the most effective way to address small customers in a one by one basis and there is no practical cost of sales for DEC partners in these approach. Also, moving form transactional to service (pay per use) model, allows DEC partners to gain margin from all the system (not just hardware), enter in these new markets and, finally, push them for add value and additional services to the HP solution.
  • Replace high production black and white products from competition. Beat OCE and Canon in their traditional markets by offering new business opportunities to these customers, for instance by allowing them to target signage market, indoor and outdoor with the same printer.
    B2B telesales is the most effective way to address small customers in a one by one basis and there is no practical cost of sales for DEC partners in these approach. Also, moving form transactional to service (pay per use) model, allows DEC partners to gain margin from all the system (not just hardware), enter in these new markets and, finally, push them for add value and additional services to the HP solution.
  • Replace high production black and white products from competition. Beat OCE and Canon in their traditional markets by offering new business opportunities to these customers, for instance by allowing them to target signage market, indoor and outdoor with the same printer.
    B2B telesales is the most effective way to address small customers in a one by one basis and there is no practical cost of sales for DEC partners in these approach. Also, moving form transactional to service (pay per use) model, allows DEC partners to gain margin from all the system (not just hardware), enter in these new markets and, finally, push them for add value and additional services to the HP solution.
  • Replace high production black and white products from competition. Beat OCE and Canon in their traditional markets by offering new business opportunities to these customers, for instance by allowing them to target signage market, indoor and outdoor with the same printer.
    B2B telesales is the most effective way to address small customers in a one by one basis and there is no practical cost of sales for DEC partners in these approach. Also, moving form transactional to service (pay per use) model, allows DEC partners to gain margin from all the system (not just hardware), enter in these new markets and, finally, push them for add value and additional services to the HP solution.
  • Replace high production black and white products from competition. Beat OCE and Canon in their traditional markets by offering new business opportunities to these customers, for instance by allowing them to target signage market, indoor and outdoor with the same printer.
    B2B telesales is the most effective way to address small customers in a one by one basis and there is no practical cost of sales for DEC partners in these approach. Also, moving form transactional to service (pay per use) model, allows DEC partners to gain margin from all the system (not just hardware), enter in these new markets and, finally, push them for add value and additional services to the HP solution.
  • Replace high production black and white products from competition. Beat OCE and Canon in their traditional markets by offering new business opportunities to these customers, for instance by allowing them to target signage market, indoor and outdoor with the same printer.
    B2B telesales is the most effective way to address small customers in a one by one basis and there is no practical cost of sales for DEC partners in these approach. Also, moving form transactional to service (pay per use) model, allows DEC partners to gain margin from all the system (not just hardware), enter in these new markets and, finally, push them for add value and additional services to the HP solution.
  • Replace high production black and white products from competition. Beat OCE and Canon in their traditional markets by offering new business opportunities to these customers, for instance by allowing them to target signage market, indoor and outdoor with the same printer.
    B2B telesales is the most effective way to address small customers in a one by one basis and there is no practical cost of sales for DEC partners in these approach. Also, moving form transactional to service (pay per use) model, allows DEC partners to gain margin from all the system (not just hardware), enter in these new markets and, finally, push them for add value and additional services to the HP solution.
  • Replace high production black and white products from competition. Beat OCE and Canon in their traditional markets by offering new business opportunities to these customers, for instance by allowing them to target signage market, indoor and outdoor with the same printer.
    B2B telesales is the most effective way to address small customers in a one by one basis and there is no practical cost of sales for DEC partners in these approach. Also, moving form transactional to service (pay per use) model, allows DEC partners to gain margin from all the system (not just hardware), enter in these new markets and, finally, push them for add value and additional services to the HP solution.
  • Smart Partner Development Services are intended to move from classical demand generation campaigns with partners, to a more proactive sales generation campaigns. Due to economic situation we are facing a demand contraction so, demand generation actions thought to redirect interested customers to the right (our) product and partner are no longer so effective. A more aggressive and direct action its needed in order to detect potential customers and go direct to them before your competitors do it, even before the customer is aware that he has a need that we can cover. That is what move from demand to sales generation actions means. Move from partner’s marketing to sales plans and ensure the execution.

    All the process is designed to take advantage from the most valuable asset of your DEC Partners, their long time built installed database. Juice the information and control the ROI focusing your partners efforts where you need. This goal can be achieved by following these 4 steps:

    Sales Intelligence Discovery

    Test and discover the real emotional purchase motivation. Use it to define sales arguments and motion.
    Test Sales arguments and adapt them to ensure you have the optimal sales speech. Discover and differentiate excuses and real objections, and generate arguments that a sales farmer/account manager needs to overcome them.
    Test and design the optimal sales motions to each vertical. The purchase motions preferred by customers and design the standard proposal to highlight your competitive advantages.
    Ensure the database is designed with the appropriate fields to ensure we have the information needed to discover opportunities quickly. And it’s also possible to program a follow up at the right moment.
    Create a survey to get this information from customers.
    Create Sales Rules that, based on the information provided at the profiling, can fully qualify a lead: Who, what, when.
    Program and develop a vertical CRM with all these parameters to maximize pipeline generation, close and win rates.
    Train the profilers (sales hunters) and tele account managers (sales farmers) to use the proper sales speech that best suits with their different roles.

    Sales Toolbox Design

    Design the proper sales proposal that applies the sales motion rules discovered before.
    Load all proposals in the CRM, and program it to assign and send automatically the right one (with the right sales motion) when it qualifies a lead.
    Design the proper support for the service sales motion. Ensure your partners are focused on generate business not on understanding and following processes.
    Ensure all the partners apply the same standard proposals, avoid unnecessarily prices drop and extra-discounts.
    Sale partner value, not product price.
    Ensure all information (presentation, datasheets…) you are sending to the end customer reinforce the same message and is aligned with the sales arguments and sales cycle.

    Database Profiling

    Crawl all the potential customers to build a real HP Design CRM.
    Ensure you get the data you need to identify opportunities.
    Automatically proposal send out when CRM (sales rules defined) detects a real opportunity.
    Grow your pipeline with accurate information and maximize your close rate.

    Sales Generation

    Focus sales people on real opportunities.
    Detect which leads need to be addressed by closing a face to face meeting and which ones can be closed by phone. Maximize the ROI of the sales structure.
    Ensure all opportunities are followed up at the right time. A call or a visit one minute after your competitors it’s too late. Talking to a non potential customer a waste of time, money and, the most important thing, opportunity to sale to another customer.
    Maximize your win rate

  • Senior Sales Consultant:
    Bachelor Degree
    More than 15 years of sales and telesales experience at IT industry
    Project Manager:
    Bachelor and MBA
    More than 15 years of experience at International Sales & Marketing Management positions
    Profilers:
    Bachelor in psychology or sociology
    Account Manager:
    Bachelor Degree
    More than 2 years in sales at Reprographic industry
  • Senior Sales Consultant:
    Bachelor Degree
    More than 15 years of sales and telesales experience at IT industry
    Project Manager:
    Bachelor and MBA
    More than 15 years of experience at International Sales & Marketing Management positions
    Profilers:
    Bachelor in psychology or sociology
    Account Manager:
    Bachelor Degree
    More than 2 years in sales at Reprographic industry
  • Senior Sales Consultant:
    Bachelor Degree
    More than 15 years of sales and telesales experience at IT industry
    Project Manager:
    Bachelor and MBA
    More than 15 years of experience at International Sales & Marketing Management positions
    Profilers:
    Bachelor in psychology or sociology
    Account Manager:
    Bachelor Degree
    More than 2 years in sales at Reprographic industry
  • Senior Sales Consultant:
    Bachelor Degree
    More than 15 years of sales and telesales experience at IT industry
    Project Manager:
    Bachelor and MBA
    More than 15 years of experience at International Sales & Marketing Management positions
    Profilers:
    Bachelor in psychology or sociology
    Account Manager:
    Bachelor Degree
    More than 2 years in sales at Reprographic industry
  • Sales Intelligence and Sales Toolbox length: 1 months
    Database Profiling length: 2 months.
    Sales Generation length: 1 year.
    We will make the following conservative assumptions:
    1st quarter setup (1 set up + 2 Profiling months). Sales forecast: €25K (first contributions are just from low end opportunistic sales)
    Q+2 Sales Generation. Sales forecast: €96K
    Q+3 Sales Generation. Sales forecast: €222K
    Q+4 Sales Generation. Sales forecast: €250K
  • Transcript

    • 1. For all HP categories Primary Market Intelligence Portfolio Services xavier.olivella @lemon-sales.com
    • 2. TimelinesConsolidationImplementationOverview 2  Overview  Our Services  Methodology  Testimonials  How to get it Content
    • 3. TimelinesConsolidationImplementationOverview 3 Market Intelligence target audience Sales PeopleRetailers Channel Partners Service Centers B2B Customers PrescribersTele operators B2C Customers Technical People Marketers
    • 4. TimelinesConsolidationImplementationOverview 4 Market Intelligence target products PPS Enterprise Software Services
    • 5. TimelinesConsolidationImplementationOverview 5 Market Intelligence data channels We use multiple ways to capture information data of your customer research at the right place with the best ROI Customer In depth interviews Online surveys Offshore territories Focus groups Phone interviews Social media
    • 6. TimelinesConsolidationImplementationOverview 6 Market Intelligent Research Services Product Marketing Distribution Channels Customer Satisfaction Customer Services People’s Assessment
    • 7. TimelinesConsolidationImplementationOverview 7 Product Marketing Research Product positioning Branding Product value Customer buying process Market sizing Competitive intelligence
    • 8. TimelinesConsolidationImplementationOverview 8 Distribution Channels Research Compass services to compare and analyze your channel partners between themselves and in respect of what you expect
    • 9. TimelinesConsolidationImplementationOverview 9 Customer Satisfaction Research Analysis of your customer satisfaction about product, services and people’s influencing factors PRODUCT SERVICES PEOPLE Loyalty Post-Sales Service Customer Care Price Availability and delivery Compromise Image The right price Sales
    • 10. TimelinesConsolidationImplementationOverview 10 Customer Services Research Analysis of your customer services about customer care and quality of services influencing factors CUSTOMER CARE QUALITY OF SERVICES Security Efficacy Customer Corporate image Empathy Market price Personalized factors The right price
    • 11. TimelinesConsolidationImplementationOverview 11 People’s Assessment Assessment of your sales force, product specialists, technical support,… about Knowledge, Processes, Behaviors
    • 12. TimelinesConsolidationImplementation 12 Implementation
    • 13. TimelinesConsolidationImplementation 13 Intelligence Discovery Toolbox Design Execution Market Research Findings Identify key values, segmentation data, market drivers Build the customer/channel tools. The right questions to the right customers Feed up survey tools with the right information by contacting customers Information provided by customers is analyzed, reported, presented and delivered with recommendations Our four steps Methodology
    • 14. TimelinesConsolidationImplementation 14 Senior Consultants Consultants & Market Intelligence Tools Our Resources A Project Manager is assigned to coordinate all necessary resources Intelligence Discovery Toolbox Design Execution Market Research Findings Country and central team resources depending of the project scope Senior Consultants
    • 15. TimelinesConsolidationImplementation 15 Our Marketing Intelligence Tools All our tools are Cloud based tools for quicker deployment Smart Customer Feedback CRM / PRM Online Surveys/Polls Multilanguage Reporting Quality Control
    • 16. TimelinesConsolidationImplementation 16 Our Customers Large ITC Companies Channel Partners & Startups Service and Cloud/SaaS Companies
    • 17. TimelinesConsolidationImplementation 17 Testimonials Business Strategy Market Development Market Intelligence
    • 18. TimelinesConsolidation 18 Your Benefits Increase your competitiveness Achieve stronger position Multi countries projects Flexibility to your needs
    • 19. TimelinesConsolidation 19 How to get your market research
    • 20. TimelinesConsolidation 20 How to get your Proposal Lemon has been named by HP as Awarded Supplier under Agreement CW387232 for Marketing Intelligence in July 2014 for 2 years. Based on the approved pricing and services agreement with HP, Lemon can provide you a personalized proposal based on your expectations: o Research objectives o Coverage and territories o Market segmentation o Customer profiling o Expected deliverables o Expected project timing
    • 21. Timelines 21 Next steps Define your objectives, markets, territories, expected deliverables and milestones Your call Get your Market Intelligence proposal In just a few days PO generation using HP Global Procurement pre-approved services Shortly Provide us all required information Start the project in less than 2 weeks
    • 22. xavier.olivella @ lemon-sales.com Europe +34 620 076 797 USA +1 650 488 4284 Amsterdam – Barcelona – Brussels – Bristol – Madrid – Milano – München – Paris

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