Conversation roadmaps – Concept to DNA, Tom Bice, Attachmate

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Conversation roadmaps – Concept to DNA, Tom Bice, Attachmate

  1. 1. Conversation RoadmapsConcept to DNATom BiceDirector, Product Marketing & Product ManagementSeptember 21, 2011
  2. 2. The Attachmate Group, Inc. Solutions: Solutions: Terminal Emulation Identity & Security Management Legacy Modernization Compliance Management Managed File Transfer Systems & Resource Management Enterprise Fraud Management Revenue: Headquarters: Revenue: Headquarters: $200 million Seattle, Washington $350 million Houston, Texas Solutions: Solutions: Collaboration Enterprise Linux Servers File & Networking Services Software Appliances Endpoint Management Linux Desktops Revenue: Headquarters: Revenue: Headquarters: $400 million Provo, Utah $400 million Provo, Utah2 © Attachmate, Inc. All rights reserved.
  3. 3. Our Journey3 © Attachmate, Inc. All rights reserved.
  4. 4. 4 © Attachmate, Inc. All rights reserved.
  5. 5. 5 © Attachmate, Inc. All rights reserved.
  6. 6. 6 © Attachmate, Inc. All rights reserved.
  7. 7. Custom Power Positioning to Product Marketing & MarComMar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb 7 © Attachmate, Inc. All rights reserved.
  8. 8. 2 Hour Power of Story & Power Messaging for Latin AmericaMar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb 9 © Attachmate, Inc. All rights reserved.
  9. 9. 10 © Attachmate, Inc. All rights reserved.
  10. 10. Power Positioning with Sales & MarketingMar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb 11 © Attachmate, Inc. All rights reserved.
  11. 11. •  Conversation Roadmaps are difficult •  Field-level messaging vs. brand-level messaging •  Core messaging document for sales – The Conversation Roadmap is not this vehicle12 © Attachmate, Inc. All rights reserved.
  12. 12. Power Messaging to WW Sales Force (including mgmt)Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb 13 © Attachmate, Inc. All rights reserved.
  13. 13. 14 © Attachmate, Inc. All rights reserved.
  14. 14. 15 © Attachmate, Inc. All rights reserved.
  15. 15. Custom 1-Day Conversation Roadmap ConsultingMar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb 16 © Attachmate, Inc. All rights reserved.
  16. 16. 17 © Attachmate, Inc. All rights reserved.
  17. 17. 18 © Attachmate, Inc. All rights reserved.
  18. 18. Power Messaging for Technical SellersMar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb 19 © Attachmate, Inc. All rights reserved.
  19. 19. Power ToolsMar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb 20 © Attachmate, Inc. All rights reserved.
  20. 20. 21 © Attachmate, Inc. All rights reserved.
  21. 21. 22 © Attachmate, Inc. All rights reserved.
  22. 22. •  Common messaging framework •  155 sales and tech sales staff trained •  30+ marketing staff trained •  Increased revenue by 20% - best financial performance since 2005 •  Becoming part of our DNA23 © Attachmate, Inc. All rights reserved.

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