Enabling Sales Effectiveness
Through Actionable Insight
      Sales Readiness Series
Sales Readiness Series Hosts




                    Dan Hudson                Matt Smith
                    3forward    ...
Visit us at 3forward.com
3forward.com                                                                    2
Create. Increas...
Guest Expert




                Carl Esposti
                Principal, Sales & Market Development
                Everes...
Everest offers unparalleled market
insight and intelligence to service providers


       Company profile                 ...
Outsourcing Market is Changing

         Large outsourcing contracts1




                                                ...
Buying Patterns are Changing


                         Reduced IT supplier
                         relationships from   ...
New Buying Process
From Designing Nurturing Programs to Drive Sales, by Ardath Albee




                        Business ...
Changing market calls for new selling
philosophy
                                                                         ...
Sales Organizations Must Adapt
  Account Penetration Game Plan                        Strategic Playbook Activities


    ...
Typical Sales Engagement

                             Understand Landscape

                                    Prioritiz...
Typical Sales Engagement
                                    These sales activities typically occur after the buyer has
  ...
Ideal Sales Engagement
In the ideal sales engagement these activities occur much earlier in the
buyer’s process – likely b...
Enabling Sales Effectiveness
with Everest InsightsTM
   Account Penetration Game Plan
                                   E...
Alignment with Buying Process

 Everest InsightsTM is identifying and highlighting buyer
     behavior that predicts likel...
Selling with Everest InsightsTM
                Engage in
                Dialogue
                                       ...
Everest InsightsTM Account Intelligence

                                                                                 ...
Everest InsightsTM Account Readiness

            List of Business events during Q209 (contd.)
                           ...
Everest InsightsTM Account Readiness

                                                                                    ...
Account Readiness: Case Study
                                                                                            ...
Everest InsightsTM Special Insights

                                                                                     ...
Everest InsightsTM Special Insights

                                                                                     ...
Everest InsightsTM Active Surveillance

                                                                                  ...
Everest InsightsTM
        Sales Effectiveness Through Actionable Insight
            Account Penetration Game Plan
      ...
Takeaways

                  Mature market requires changing sales tactics and new tools to
                  compete


  ...
Questions and Discussion




3forward.com                                                            25
Create. Increase. ...
3forward’s Sales Transformation ModelTM


                 SALES READINESS                                             Res...
3forward Resources
                      Everest InsightsTM     Solution Overview

                                       ...
Everest – Get the Answers Today that
Lead to Tomorrow’s Success
       Everest has the resources, experience, and capabili...
Thank You For Joining

Enabling Sales Effectiveness
Through Actionable Insight

  3forward.com              www.everestgrp...
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Actionable Sales Insight

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We illustrate how integrating Everest InsightsTM into the outsourcing supplier sales process helps companies significantly improve win rates and revenue growth. Sales experts from Everest Group, an industry leader with a worldwide reputation for ongoing innovation, will highlight the structure and application of this powerful sales resource.

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Actionable Sales Insight

  1. 1. Enabling Sales Effectiveness Through Actionable Insight Sales Readiness Series
  2. 2. Sales Readiness Series Hosts Dan Hudson Matt Smith 3forward 3forward President, Co-Founder Exec VP, Co-Founder Dan.Hudson@3forward.net Matt.Smith@3forward.net 3forward.com 1 Create. Increase. Accelerate.TM ©2010, 3forward, LLC
  3. 3. Visit us at 3forward.com 3forward.com 2 Create. Increase. Accelerate.TM ©2010, 3forward, LLC
  4. 4. Guest Expert Carl Esposti Principal, Sales & Market Development Everest Group cesposti@everestgrp.com 3forward.com 3 Create. Increase. Accelerate.TM ©2010, 3forward, LLC
  5. 5. Everest offers unparalleled market insight and intelligence to service providers Company profile Market segments served  Leading consulting and research firm  Founded in 1991  Served over 25% of Global 250 companies  Over 600 client engagements to date Service Service  Offices in Dallas (headquarters), Amsterdam, London, recipients providers New Delhi, New York, Sydney, and Toronto Business Third-parties users, Outsourcing and captives/ governance, and shared Key differentiators and sourcing Offshoring services Market  Fact-based insight and advice  Joint research and consulting capabilities  Recognized for thought leadership – Total Value Service enablers Equation (TVE), Joint Design, NASSCOM India BPO Software/hardware and study, and other industry-leading innovations industry associations 3forward.com 4 Create. Increase. Accelerate.TM ©2010, 3forward, LLC
  6. 6. Outsourcing Market is Changing Large outsourcing contracts1 Less opportunity Greenfield sales territory is drying up, as 202 170 indicated by significant declines in large 139 contract signings 2007 2008 2009 (projected) Resources Economic pressure Sales Cost of sales is becoming an increasingly organizations important issue as most companies seek to Revenue achieve “more with less” target 1 Everest Transaction Intelligence database; large contracts defined as $100MM TCV or greater 3forward.com 5 Create. Increase. Accelerate.TM ©2010, 3forward, LLC
  7. 7. Buying Patterns are Changing Reduced IT supplier relationships from Portfolio consolidation 40 to 5 Buyers are demanding fewer suppliers to do Consolidated IT more work portfolio relationships to 3 New Buying Process Based On: Designing Nurturing Programs to Drive Sales, by Ardath Albee New buying process Developments in technology (web 2.0) have Status Quo Business Event Research Options Engage- ment Validation Choice dramatically altered the way buyers research, engage, and select providers 8 3forward.com Create. Increase. Accelerate.TM ©2010, 3forward, LLC 3forward.com 6 Create. Increase. Accelerate.TM ©2010, 3forward, LLC
  8. 8. New Buying Process From Designing Nurturing Programs to Drive Sales, by Ardath Albee Business Engage- Status Quo Research Options Validation Choice Event ment 3forward.com 7 Create. Increase. Accelerate.TM ©2010, 3forward, LLC
  9. 9. Changing market calls for new selling philosophy Market Stage Introduction Growth Maturity Most sales organizations still selling as though market has not changed Worldwide Outsourcing Sales Supplier consolidation, Intense marketing to Increasing sales and reduced sales velocity, establish identity, emergence of sales volume reaches promote awareness competitors steady state Competition is scarce; Market develops a “gold Fewer opportunities drive success is based on the rush” mentality; success need for “smarter” ability to build awareness becomes a numbers approach; success and educate prospects game where the highest based on ability to on a unique value level of hustle wins compete for share using proposition deep account insights 3forward.com and relationships 8 Create. Increase. Accelerate.TM ©2010, 3forward, LLC
  10. 10. Sales Organizations Must Adapt Account Penetration Game Plan Strategic Playbook Activities  Gain in-depth knowledge of the account‟s sourcing portfolio, including active projects and planned investments Understand the  Chart the competitive landscape by supplier and functional scope Landscape  Identify opportunities for account expansion and competitive share-shift  Determine when opportunities will move from latent to sales-ready  Prioritize account pursuits by predicting likelihood and timing of sourcing activity Prioritize  Focus resources on opportunities with the highest propensity for value Investments  Develop the groundwork for pursuit strategies  Identify clients‟ interest areas  Develop a compelling and relevant message to align with key interest points Formulate Value  Address identified account expansion opportunities proposition  Build a contextual backdrop for relevant discussions with clients by monitoring business events, announcements, and activities that will shape Engage Clients in the account‟s strategic plan Dialogue  Use key occurrences as entry points for informed, relevant dialogue  Develop pursuit strategy and launch pursuit 3forward.com 9 Create. Increase. Accelerate.TM ©2010, 3forward, LLC
  11. 11. Typical Sales Engagement Understand Landscape Prioritize Investments Formulate Value Proposition Engage in Dialogue Business Engage- Status Quo Research Options Validation Choice Event ment 3forward.com 10 Create. Increase. Accelerate.TM ©2010, 3forward, LLC
  12. 12. Typical Sales Engagement These sales activities typically occur after the buyer has formally signaled their outsourcing intentions. Understand Landscape Prioritize Investments Formulate Value Proposition Engage in Dialogue Business Engage- Status Quo Research Options Validation Choice Event ment 3forward.com 11 Create. Increase. Accelerate.TM ©2010, 3forward, LLC
  13. 13. Ideal Sales Engagement In the ideal sales engagement these activities occur much earlier in the buyer’s process – likely before any official or formal requests or notices Understand Landscape Prioritize Investments Formulate Value Proposition Engage in Dialogue Business Engage- Status Quo Research Options Validation Choice Event ment 3forward.com 12 Create. Increase. Accelerate.TM ©2010, 3forward, LLC
  14. 14. Enabling Sales Effectiveness with Everest InsightsTM Account Penetration Game Plan EVEREST INSIGHTSTM Enabling assets  Semi-annual deep dive into key account Understand the Account Intelligence information and stats landscape  Detailed sourcing profile with active projects, supplier portfolio, and functional scope  Monthly analysis of account‟s propensity to Account Readiness outsource and priority score Prioritize investments  Accurate prediction of likelihood and timing of sourcing activity  Monthly insider view into account‟s interest Formulate value Special Insights areas based on a robust library of proposition information-gathering behaviors (i.e., “what mail they are reading”)  Monthly dynamic newsfeed of timely and Engage clients in Active Surveillance relevant business events, announcements, dialogue and activities 3forward.com 13 Create. Increase. Accelerate.TM ©2010, 3forward, LLC
  15. 15. Alignment with Buying Process Everest InsightsTM is identifying and highlighting buyer behavior that predicts likely next steps in the outsourcing consideration process. Account Account Special Intelligence Readiness Insights Active Surveillance Business Engage- Status Quo Research Options Validation Choice Event ment 3forward.com 14 Create. Increase. Accelerate.TM ©2010, 3forward, LLC
  16. 16. Selling with Everest InsightsTM Engage in Dialogue Formulate Understand Prioritize Value Landscape Investments Proposition Account Account Special Intelligence Readiness Insights Active Surveillance Business Engage- Status Quo Research Options Validation Choice Event ment 3forward.com 15 Create. Increase. Accelerate.TM ©2010, 3forward, LLC
  17. 17. Everest InsightsTM Account Intelligence EVEREST INSIGHTSTM  Supplier names Sourcing appetite Account Intelligence   Function view  Sourcing models  IT and BPO profiles Account Readiness  Outsourced scope Key  Trends by bus. unit observations Special Insights and potential Supplier landscape Active Surveillance implications Verizon Communications Inc. Confidence level: Company overview and significant developments Verizon Company snapshot Significant developments (last 12 months) Confidence level: Overview: Verizon Communications Inc. (Verizon) is engaged in providing Merger & acquisitions IT application landscape – Enterprise communication services worldwide. The company delivers broadband and Jan 2009: Verizon Wireless completes acquisition of Alltel Corporation  Company snapshot other wireline and wireless communication innovations to mass market, from Atlantis Holdings LLC.  business, government, and wholesale customers. Headquarters: New York, USA Revenues: US$97,354 million  Aug 2008: Verizon Wireless completes purchase of Rural Cellular Corporation Executive change NOT EXHAUSTIVE Number of employees: 237,255 Verizon Feb 2009: Verizon Communications names John Killian as Chief  Confidence level: Financial data Key leadership: Ivan G Seidenberg, CEO; Dennis F Strigl, COO; Richard J. Financial Officer, effective March 1  Enterprise Lynch, CTO; Doreen A Toben, CFO; Lowell C McAdam, CEO (Verizon Supplier landscape – function view its intent to sell Application Divestures Wireless) May 2009: Verizon announces  its local wireline NOT EXHAUSTIVE Fortune 1000 Rank: 17 of Name Technology Application business in Arizona, Idaho, Illinois, Indiana, Michigan, Nevada, North application type Description Carolina, Ohio, Oregon, Southexposure Washington, West exposure Significant Carolina, Supplier Moderate Virginia, development1 No/limited exposure maintenance2 Business divisions Wisconsin, and some rural areas of California to Frontier Recent developments Wireline Infinys Billing and Infinys is Convergys‟ billing/BSS system Co. for about US$8.6 billion Communications Convergys IT  IT consulting/   provisioning  Verizon Telecom: Verizon Telecom offers voice, data and video services to consumers, small and medium-sized businesses, and wholesale customers  May 2009: AT&T announces that it will buy the bulk of Alltel Wireless ADM Business Verizon acquired MCI Inc.SAP‟s Business Objects isand will sell some Centennial Communications Corp IT  Verizon Business: In 2006, Business to create Verizon used for Business Captive infrastructure Global majors divested by Verizon Communications Inc  $2.35 billion, assets being  for assets to Verizon BPO  Largely voice- Objects Intelligence/ Intelligence and reporting Wireless for US$240 million Business. The company offers advanced IP communications and information infrastructure based Assurance technology (IT) products and services including managed services, security,  Jul 2008: MTN Group Limited acquires 100% of Verizon outsourced customer care mobility, collaboration, and professional services Communications' Verizon South Africa Ltd. primarily by  Benefits admin Wireless: The domestic wireless business provides wireless voice and data Business Intelligence Airways's LiveTV to buy Verizon Communications SABIT Business Service Assurance  Jun 2008: JetBlue Captive  products and services across the U.S.Intelligence/ Toolkit (SABIT) is Verizon‟s Business Network acquired outsourced to Inc's Airfone Assurance Intelligence and Assurance technology  Verizon Wireless: The company is a joint venture of Verizon and Vodafone companies Hewitt  Alltel: Verizon Wireless acquired Alltel Wireless on January 9, 2009 Other outsourcing relevant developments TBA HR Offshore majors Total Benefits Administration is2009: Verizon Wireless' Chief Technology Officer  he does not  May Hewitt‟s Hewitt said   Limited largely Key financial information: proprietary benefits administration platform outsourcing, implying the carrier's intention to retain believe in network to technical Revenue split by business PeopleSoft F&A Revenue split by direct control of its CDMA network and LTE rollout  PeopleSoft financials system 2009: Verizon announces its intent to bring work back to the Infosys  helpdesk segments geographical segments  Jan Others United States from overseas. The CEO also announces that Verizon will reduce the amount of outsourcing that was earlier performed and 8% expresses the need to create jobs in the United States Wireline 49% Captives 51% Wireless Other suppliers  Customer service (APAC 92% Customer) and USA RPO Sources: Onesource; company website; news articles; Everest Research Institute (2009) (PeopleScout)  Proprietary & Confidential. © 2009 Everest Global, Inc. While Verizon uses a number of suppliers, there are no publicly announced, large, multi-year relationships 6 footprint Company 1 2 Source: Application development includes, development, implementation,IT ADM support (largely project based). Given Verizon‟s own offerings for IT  Verizon‟s IT outsourcing is largely concentrated to enhancements, and testing of applications Application Maintenanceservices,on-going management and maintenance primarily in-sourced. Most outsourced relationships for IT infrastructure includes Verizon‟s IT infrastructure has been of applications Everest Research Institute (2009) their acquisitions (e.g., Alltel or MCI) infrastructure were for  Verizon‟s BPO outsourcing is largely limited to customer service / technical helpdesk services which are outsourced to a 23 overview Proprietary & Confidential. © 2009 Everest Global, Inc. combination of onshore (TeleTech, SITEL) and offshore suppliers (Infosys, Wipro, Sutherland, Satyam, Firstsource). Corporate functions (finance, procurement, etc.) are delivered primarily through Verizon‟s shared services group  Verizon has opportunistic relationships with other suppliers primarily for telecom-specific engineering/ADM support Source: Everest Research Institute (2009) 12 Proprietary & Confidential. © 2009 Everest Global, Inc.  Geographies served  Functional scope IT  Bus. units served  Application names application  Application providers landscape  Functional scope 3forward.com 16 Create. Increase. Accelerate.TM ©2010, 3forward, LLC
  18. 18. Everest InsightsTM Account Readiness List of Business events during Q209 (contd.) EVEREST INSIGHTSTM List of Business events during Q209 Q2- 2009: Business Event Examples Event Type Date Verizon Communications To Offer Its FiOS TV Service Over All-Fiber-Optic Network Renew major client contract 08/Jul/2009 Account Intelligence Vodafone Group Plc And Verizon Communications' Verizon Wireless Expands 3G Wireless Network in Salisbury, CT Increase Capacity 08/Jul/2009 Verizon Communications Inc. To Cut Business Event Examples Slowdown-DJ Q2- 2009: More Jobs In Response To Consolidate Operations Event Type10/Sep/2009 Date Verizon Communications Plans Job Cuts-AP The Virgin Blue Group Selects Verizon Communications Inc.'s Verizon Business Operations Consolidate To Remotely 27/Jul/2009 TESSCO Technologies Inc. Manage Core Business Applications And Vodafone Group Plc's And Verizon Communications Inc.'s Renew major client contract 21/Sep/2009 Verizon Wireless to Jointly Market Wireless Million Cell Phone Contract To AT&T Inc., Sprint Nextel Corporation Agreement Navy Awards $60 Products and Solutions Announce Alliance And 28/Sep/2009 Verizon Communications Inc.'s Verizon Online Teams Up With Office Depot To Offer Small Verizon Communications Inc.- Renew major client contract 21/Sep/2009 Businesses Across Country Additional Savings On Office Supplies LeasePlan Selects Verizon Communications Inc.'s Verizon Business Announce Alliance Agreement To Provide Global 21/Sep/2009 Verizon Communications Inc.'s And Vodafone Group Plc's Verizon Wireless Teams Up With Communications Services Renew major client contract 10/Sep/2009 ESPN To Offer Ultimate Fantasy Football Experience Verizon Business Announces Contract From NikonAlliance Agreement major client contract Verizon Communications's Announce Corporation Renew 16/Sep/2009 24/Aug/2009 Account Readiness Verizon Communications Inc. and Vodafone Group Plc's Joint Venture VerizonYork University to Install FiOS Services Verizon Communications Wins Approval From New Wireless And Nokia Oyj Introduces Nokia 7705 Twist in Faculty Housing Commission New ServicesRenew major client contract 10/Sep/2009 12/Aug/2009 Sybase, Inc. And Verizon Communications Inc. Team Up ToDeploying Optical Solutions For Verizon Communications Begins Manage Mobility Technology Commission new services 28/Jul/2009 Enterprises Worldwide Announce Alliance Agreement 09/Sep/2009 Verizon Communications' Verizon Business To Provide U.S. Social Security Administration Verizon Communications Inc. and NFL NetworkServices Reach Agreement to Offer NFL RedZone Sourcing With Advanced Data Renew major client contract 24/Jul/2009 Channel to FiOS TV Subscribers Announce Alliance Agreement 02/Sep/2009 Fleming Awards TV Franchise To Verizon Communications Increase Capacity 17/Jul/2009 Verizon Communications And Vodafone Group Plc Joint Venture Verizon Wireless AirSage Teams Up With Verizon Communications And Vodafone Group Plc's Verizon Introduces Interoperability For Push To Talk and Mobile Radio Commission New Services 17/Aug/2009 Wireless To Provide Real-Time Traffic data across US Announce Alliance Agreement 14/Jul/2009 Verizon Communications and YES Network Team Up to Bring Online Yankees Games to SPORTSLINK Trademark To Be Sold on Behalf of Verizon Communications Divest Business Unit 16/Jul/2009 FiOS TV, Broadband Customers Verizon Communications Inc. Raises Quarterly Dividend Announce Alliance Agreement 13/Aug/2009 Dividend Announced 03/Sep/2009 Special Insights Business events Verizon Wireless A Joint Venture Of Verizon Communications And Vodafone Group Plc And Verizon Communications Inc. Opens FiOS Services Store In The Bronx Increase Capacity 17/Sep/2009 ZTE Corporation's ZTE USA Inc. Introduce AD3700 Commission New Services 13/Aug/2009 Activity Verizon Communications and Vodafone Group plc. JV Expands Network With New Cell Site Vodafone Group Plc And Verizon Communications' Verizon Wireless Expands 3G Wireless In Stowe, Vermont Increase Capacity 04/Aug/2009 Network in Easton, Connecticut Increase Capacity 29/Jul/2009 Vodafone Group Plc And Verizon Communications' Verizon Wireless Expands 3G Wireless Synterra And Verizon Communications's Verizon Business Sign Agreement To Provide Network In Revere, MA Increase Capacity 28/Jul/2009 Customers Direct Network Connectivity To Russia And The World Announce Alliance Agreement 08/Jul/2009 Verizon Communications' Verizon Wireless Announces Network Expansion Increase Capacity 09/Jul/2009 Verizon Communications' Joint Venture Verizon Wireless Expands 3G Wireless Network In Unity, Maine Increase Capacity 06/Jul/2009 Verizon Communications Inc.'s President Plans to Retire Senior Executive Retires 9 03/Sep/2009 Verizon Communications' Verizon Business Rolls Out 2009 Everest Global, Inc. Platform Commission New Services Proprietary & Confidential. © Managed Security Services 05/Aug/2009 Active Surveillance Verizon Communications' Verizon Business Extends Managed Services Capabilities to Corporate Customers in India Increase Capacity 30/Jul/2009 Verizon Communications And Vodafone Group Plc's Verizon Wireless Expands 3G Wireless Network in Hartford, CT Increase Capacity 09/Jul/2009 8 Proprietary & Confidential. © 2009 Everest Global, Inc. Events tracked Likelihood to outsource Timing of outsourcing  Cost structure changes  Executive changes / Indicating events Indicating events organizational restructuring (% likely) (# of months)  Financing events  Marketing events  Operational changes  Ownership changes  Performance declines  Regulatory changes Drivers of correlation  Event type  Event frequency  Predictive accuracy of each event  Lag time of outsourcing following business event  Lead time available until the event is predicted to occur 3forward.com 17 Create. Increase. Accelerate.TM ©2010, 3forward, LLC
  19. 19. Everest InsightsTM Account Readiness EVEREST INSIGHTSTM Account Intelligence Build Build credibility preference Account Readiness Opportunity Segmentation Special Insights  Demonstrate  Build case for expertise II. Soon I. Immediate preference Active Surveillance (3-12 month sales start) (1-3 month sales start) with buyer  Preempt RFP High by helping High likelihood indicates High likelihood and near-  Secure sole- buyer think that the company will term timing indicates that source pursuit through advance to an outsourcing the company is close to or sourcing event in the future has already made a  Prepare for Likelihood options decision to outsource potential RFP process IV. Never III. Sometime (36-60 month sales start) (12-36 month sales start) With low likelihood and Near-term timing with low Low long-term timing, the likelihood indicates that the company is unlikely to company has no plans to outsource in the outsource yet, but recent foreseeable future events point to a possibility Build awareness Freeze further Longer Term Near Term  Increase investment Timing awareness through targeted sales outreach 3forward.com 18 Create. Increase. Accelerate.TM ©2010, 3forward, LLC
  20. 20. Account Readiness: Case Study EVEREST INSIGHTSTM 2007 2009 Account Intelligence Account Readiness Targets prioritized as “Immediate” Total universe of Special Insights companies analyzed Account 44% accuracy Active Surveillance Readiness filter 16 companies 7 companies shortlisted signed deals Targets prioritized as “Soon” 29% accuracy 14 companies 4 companies ~ 400 companies shortlisted signed deals Targets prioritized as “Sometime” 27% accuracy 36 companies 9 companies shortlisted signed deals 3forward.com 19 Create. Increase. Accelerate.TM ©2010, 3forward, LLC
  21. 21. Everest InsightsTM Special Insights EVEREST INSIGHTSTM Account Intelligence Everest web portals Direct canvassing Account Readiness Special Insights Outsourcing Center Active Surveillance  500,000 unique site visitors / year  Most prominent media source for outsourcing-related information Custom contact list  Company-provided contact list is uploaded into the Everest Research Institute Everest database  Industry leader in fact-  Contacts are sent based analysis related to information across interest sourcing areas, and Everest reports  Widely requested research what is accessed in all major process areas Industry’s largest database of sourcing interest queries 3forward.com 20 Create. Increase. Accelerate.TM ©2010, 3forward, LLC
  22. 22. Everest InsightsTM Special Insights EVEREST INSIGHTSTM What your clients are reading… Account Intelligence Webinars Account Readiness participation Special Insights Whitepapers Active Surveillance download Industry’s largest Research database of sourcing download interest queries Articles download …signals their future actions EVEREST INSIGHTSTM Special Insights Report - Verizon Communications Period: September 2009 Reference Guide • High interest level • Medium interest level • Low interest level • Interest area Sep 2009 ∆ from previous month Example: Process :: ITO ↑↑ Focus :: Location Optimization Domain :: ADM • • ↑ ↑ Focus :: Mid-Term Realignment Focus :: Captive Center • • ↓ ↔ Account has strong interest in Domain :: Contact Center Domain :: FAO • • ↑ ↔ ITO, ADM, and Location Domain :: PO • • ↔ Optimization Focus :: Business Case Development ↓ Focus :: Cloud Computing Focus :: Pricing • • ↔ ↔ Process :: BPO Domain :: HRO • • ↔ ↓ Focus :: Retained Organization Domain :: Document Management • • ↓↓ ↔ Domain :: ERP Domain :: Help Desk • • ↓ ↔ Domain :: Industry-Specific BPO Domain :: IO • • ↔ ↓ Domain :: KPO Domain :: RIMO • • ↔ ↓ Focus :: Contract & Negotiation Focus :: End of Term Strategy • • ↓ ↔ Focus :: Governance Focus :: Information Security • • ↔ ↓ Focus :: Supplier Selection & Management Focus :: Transition & Change Management • • ↔ ↓ 3forward.com 21 Create. Increase. Accelerate.TM ©2010, 3forward, LLC
  23. 23. Everest InsightsTM Active Surveillance EVEREST INSIGHTSTM Account Intelligence Account Readiness Executive JV and M&A Special Insights changes and activity Active Surveillance organization restructuring New and Shareholder renewed news client contracts Commission of new Expansions services and divestitures 3forward.com 22 Create. Increase. Accelerate.TM ©2010, 3forward, LLC
  24. 24. Everest InsightsTM Sales Effectiveness Through Actionable Insight Account Penetration Game Plan EVEREST INSIGHTSTM Understand the landscape Account Intelligence Prioritize investments Account Readiness Formulate value Special Insights proposition Engage clients in Active Surveillance dialogue 3forward.com 23 Create. Increase. Accelerate.TM ©2010, 3forward, LLC
  25. 25. Takeaways Mature market requires changing sales tactics and new tools to compete Today‟s sales objective is expansion and protection as „new logo wins‟ become more scarce Actionable research and insight enables better sales targeting, resource decisions and team effectiveness Insight combined with strategic account planning accelerates selling process, greatly improves alignment with prospect 3forward.com 24 Create. Increase. Accelerate.TM ©2010, 3forward, LLC
  26. 26. Questions and Discussion 3forward.com 25 Create. Increase. Accelerate.TM ©2010, 3forward, LLC
  27. 27. 3forward’s Sales Transformation ModelTM SALES READINESS Research, Surveillance Market Anchor & Insight Market Entry Client Expansion Programs Acquisition Social Media Strategy & Engagement LEAD CREATION Virtual Outbound Inbound Event Lead Demand Demand Campaigns Nurturing Generation Generation Sales 2.0 Enablement 2.0 SERVICES INTEGRATION 3forward.com 26 Create. Increase. Accelerate.TM ©2010, 3forward, LLC
  28. 28. 3forward Resources Everest InsightsTM Solution Overview Sales Readiness 3forward Become a Fan 3forward Dan_3forward Mattat3forward Sales Leaders Blog Sales Leader Resources New Tools Directory 3forward.com 27 Create. Increase. Accelerate.TM ©2010, 3forward, LLC
  29. 29. Everest – Get the Answers Today that Lead to Tomorrow’s Success Everest has the resources, experience, and capabilities to provide our clients the appropriate consultancy services support coupled with the strategic intelligence, analysis, and insight that are crucial to making the right decisions in today‟s environment. With the vision of our leadership team, the personal commitment, and the passion of our professionals to deliver real value to our clients, our organization is unsurpassed in its ability to help guide your company‟s future success. Everest Global Everest India Two Galleria Tower Ground Floor, Tower A 13455 Noel Road, Suite 2100 Unitech Business Park Dallas, TX 75240 South City - I, Gurgaon U.S.A. National Capital Region +1-214-451-3000 India 122001 www.everestgrp.com +91-124-304-1000 www.everestresearchinstitute.com Everest Australasia Everest Group 409a Wattletree Road 150 E., 52nd Street, 16th Floor East Malvern New York, NY 10022 VIC 3145 U.S.A. Australia +1-646-805-4000 +61-3-9509-3933 Everest Canada Everest UK Everest Netherlands & Continental Europe Everest Australia The Exchange Tower 1st Floor, Accurist House Atrium Building 3rd Floor Level 6, 90 Mount Street 130 King Street West, 44 Baker Street Strawinskylaan 3051 North Sydney Suite 1800 London, W1U 7AL 1007 ZX Amsterdam NSW 2060 Toronto, ON United Kingdom Netherlands Australia Canada M5X 1E3 +44-870-770-0270 +31-20-301-2138 +61-3-9509-3933 +1-416-865-2033 3forward.com 28 Create. Increase. Accelerate.TM ©2010, 3forward, LLC
  30. 30. Thank You For Joining Enabling Sales Effectiveness Through Actionable Insight 3forward.com www.everestgrp.com
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