Eduardo Conrado, senior vice president, marketing & IT,
Motorola Solutions
Learn about the journey taking place at Motorola Solutions as they bring their strategy to life. How is Motorola Solutions structured organizationally? What processes did they consider to address customer needs? How did they implement these solutions on the systems side? Eduardo will explain the intersection of people, process, and systems and how they work together to deliver their message to all audiences including customers, channel partners, and their sales teams.
20. KNOWLEDGE, RESOURCES AND TECHNIQUES
FOR ROBUST CUSTOMER CONVERSATIONS
RELEVANT, TIMELY, TARGETED
KNOWLEDGE
MAPPED TO THE CUSTOMER BUYING CYCLE
COMPREHENSIVE SALES ENVIRONMENT
UNIFIED WORKSPACE
DESIGNED SPECIFICALLY FOR
THE MSI SALES PROFESSIONAL
END-TO-END OPPORTUNITY
MANAGEMENT &
COLLABORATION
COLLABORATE WITH PEERS, CROSS-
FUNCTIONAL TEAMS AND SUBJECT MATTER
EXPERTS
END-TO-END PIPELINE / OPPORTUNITY
MANAGEMENT – SEAMLESS ACCESS FROM
SALESFORCE.COM
COLLABORATE. REAL-TIME OPPORTUNITY
MANAGEMENT.
REAL-TIME REPORTING OF
MARKETINGS’ ROLE IN DRIVING
PROFITABLE GROWTH
Present-
Soln
Present-
Prod
CVI Tools Brochures Training Guides Case Stud Videos
Spec
Sheets
SW
Training
6/27/2013 67 77 25 12 50 37 26 5 28 16
7/4/2013 49 46 16 15 31 31 14 4 12 13
7/11/2013 62 49 38 38 36 34 26 22 20 19
average 59.33 57.33 26.33 21.67 39.00 34.00 22.00 10.33 20.00 16.00
59.33
57.33
26.33
21.67
39.00
34.00
22.00
10.33
20.00
16.00
0
10
20
30
40
50
60
70
80
NumberofDownloads
SALES FEEEDBACK – “LIKES THUMBS UP
SHARING”
CONTACT THE AUTHOR
REAL-TIME ANALYTICS DASHBOARDANALYTICS TIED TO BUSINESS OBJECTIVES
21. SALES USER
GLOBAL ADOPTION
14 MONTHS SINCE 6/2012 LAUNCH
52%
Callidus top 5 clients saw 27% repeat use after 18 months
SALES READY
MESSAGING KITS
28
Spanning multiple Verticals and Solutions
MOST POPULAR SALES TOOLS
22.
23. SUMMARY
EACH LEVEL OF MESSAGING, FROM PLATFORM DOWN TO
SOLUTIONS, REINFORCES WHAT WE CAN OFFER OUR
CUSTOMERS AND HOW WE CAN HELP THEM FACE THEIR
TOUGHEST CHALLENGES.