This booklet gives you an overview of the possibilities with ARPEDIO. Sales Enablement, Customer Relationships. Forecast Accuracy, Sales Opportunities all in Salesforce.com

1. The sales and customer relationship platform
your team will actually use

2. Page | 2Sales & Customer Enablement from ARPEDIO

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Sales and Customer
Enablement from ARPEDIO
• Get the adoption you need to be successful
• Increase your odds of making plan
• Deliver coaching advice – automatically and on-demand
• Eliminate last-minute surprises when it’s time to close
• Produce forecasts with more confidence and credibility

4. Page | 4Sales Enablement Made Easy

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Sales Enablement Made Easy
• Assess deals consistently to get visibility into the progress of sales opportunities.
Avoid inaccuracies in how your team reads deals.
• 80% of usage is clicking vs. typing which improves adoption. Scores help you see
where you are in your sales process.
• Reflection allow sales reps to communicate the desired end state and to explain
what help they need to get there.

6. Page | 6Produce Accurate Forecasts

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Produce Accurate Forecasts
• Get the data you need to forecast accurately. Produce reports that help you
coach sales reps on how to move deals along and win.
• Stay within your one source of the truth and drill down on any score to determine
the root cause of deal hold ups. Identify sales rep development priorities.
• ARPEDIO makes it easy for sales management to analyze the pipeline and to
determine when to forecast a piece of business.

8. Page | 8Simple and Consistent Coaching

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Simple and Consistent Coaching
• You are able to immediately build a plan and create actions. Actions are
committed automatically to the open activities list in Salesforce.com.
• Creating tasks is simple in ARPEDIO. With one click you add actions based on a
consistent naming convention.
• Sales managers across many sales teams can read deals consistently by
following a joint common approach.

10. Page | 10Your Reality Mirrored and Configured

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Your Reality Mirrored and Configured
• You can configure ARPEDIO to a variety of use cases including Sales Opportunity
Management, Lead Qualification, Channel Sales Management and Account
Management.
• Market situations and buying trends change - so should your coaching and
assessment criteria. We made ARPEDIO simple for you to update so you can
adjust to your changing reality.
• It is easy for a CRM Admin, to configure your company’s sales methodology and
scoring rules. You don’t need to hire consultants to assist you.

12. Page | 12Stripe-to-stripe Alignment

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Stripe-to-stripe Alignment
• Getting access to and developing a good cadence with critical stakeholders is
crucial. It determines whether or not you get deals converted on time and for the
deal sizes you expect.
• Map customer stakeholders with your own internal executives and resources and
track the quality of these relationships.
• ARPEDIO helps you assess the quality of each team member’s relationship with
customer stakeholders.

14. Page | 14Stakeholder Management Made Simple

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Stakeholder Management Made Simple
• ARPEDIO helps you explore and manage stakeholder relationships to ensure
alignment and access across all stages of the sales process.
• Existing stakeholder management applications are a heavy administrative burden
on sales people. This puts adoption, and therefore visibility, at risk.
• In ARPEDIO you track information about stakeholders simply by clicking around.
You get instant visibility into where you are with your relationships with any given
stakeholder.

16. Page | 16Actions To Build Quality Relationships

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Actions To Build Quality Relationships
• ARPEDIO is not only a map - it’s real stakeholder management. Create tasks for
yourself and others to drive accountability across the entire organization.
• Colors and scores tell you where to focus. Identify red flags and specific actions
to plan and execute to help you “get-to-green.”
• Use ARPEDIO to analyze where the lack of coverage is and where the gaps are.
Use this insight to create action plans that close the gaps.

18. Page | 18Use Your Terms and Language

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Use Your Terms and Language
• Adoption rates go down when users are forced to use terminology and language
that doesn’t apply to your way of normally discussing deals.
• Assessment criteria, scoring and colors are based on rules and weighting YOU
set up. This guides users to take the right action.
• ARPEDIO is natively integrated with Salesforce.com. This ensures that data is
visible and consistent. Setting up ARPEDIO is easy and requires very little hands-
on from administrators.

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