Building a Sales First Organization


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Successful organizations line up the right people, process and technology to support sales reps, sales teams and/or channel teams; without this support, organizations cannot be successful. Watch this presentation to hear Rick’s continuing journey to align sales teams to productivity targets, and how Citrix came together to support these goals.

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  • Our vision for the future is one where we address these issues and get us to best-in-class. Getting this right will create the glide path to help us reach our goal of X5In our future organization, you will have the right tools, programs, and processes to allow you to spend more quality time with Customers and Partners. If you are a manager you should be able to spend more time coaching. And if you are a rep, you should feel more prepared with the relevant product knowledge and experienceYou will have the skills, knowledge and disciplines to winBy realizing this vision… <<transition to next page>>
  • …we will have transformed our organization . . . Our capabilities, structure and processesAs a result, you will double the amount of time to spend with customersAnd the time you spend with customers will be significantly more effectiveLets talk more specifically about how we are going to get there and some actions we have already started taking…
  • On sales intelligence- we are very proud to announce that Citrix SalesIQ is now availableCitrix SalesIQ will be your one stop shop for all things sales intelligence - product information, competitive info, success kits, you name itThe database behind SalesIQ has over X thousand documents, but we’ve identified the best docs for your typical needs. All this information will be available to you not only on your laptop, but on your ipad and your iphone - it will truly be at your fingertips*Notes / Factoids :*Less than a third of ERMs find access to collateral easy*Less than half of FSMs and less than 30% of CDMs find it easy to create relevant and compelling customer content / presentations
  • Building a Sales First Organization

    1. 1. Building a Sales First Organization Rick Baker VP Sales Strategy,Citrix Systems
    2. 2. Growth and Execution 0 1000 2000 3000 4000 5000 6000 7000 8000 9000 10000 0 500 1000 1500 2000 2500 3000 3500 01 02 03 04 05 06 07 08 09 10 11 12 13 #ofEmployees Revenue($M) Revenue # of Employees Access Collaboration Networking Cloud Mobility Virtualization
    3. 3. Building a Sales First Organization
    4. 4. 2 determine the goal 1 3 4 agree on the problem define the approach commit to the journey
    5. 5. 2 determine the goal 1 3 4 agree on the problem define the approach commit to the journey
    6. 6. Why does enablement hurt so bad?
    7. 7. Our Content Challenges… Partner access to content Limited support for just in time learning Role-based content access Poor search functionality No workflow capabilities Not social enabled Not mobile friendly No guided process for newbies Too many repositories No SFDC integration Varying degrees of quality Making it easy to find Limited quality standards No way to capture tribal knowledge Too product focused Offline Access Limited usage analytics Keeping content current Key Sales Process Statistics: • 57% of the customer’s buying decision is made before the meeting with the seller • Sellers spend on avg. 40-60 hours per month finding or creating sales collateral
    8. 8. Realities Multiple Systems Various Opinions Different LOB
    9. 9. 2 determine the goal 1 3 4 agree on the problem define the approach commit to the journey
    10. 10. Project “PDK”
    11. 11. Aspiration You have the right tools and programs You are more efficient targeting the right opportunities and accounts with the right products You are better enabled with the right skills, knowledge and practices
    12. 12. …is Transformative
    13. 13. 2 determine the goal 1 3 4 agree on the problem define the approach commit to the journey
    14. 14. Sometimes a roadmap is not enough!
    15. 15. Project Objective Create a comprehensive sales enablement platform that is intuitive, always evolving, and readily available to meet the demands of both internal sellers and our channel community.
    16. 16. Listen Explore Resource Measure Communicate others have attempted to solve this issue and have opinions about the approach as well as the issues evaluate all potential real options and measure each against specific business criteria it will take a village to raise this “child,” so determine resources early and establish advocacy success should be carefully defined and set against as many objective criteria as possible as well as pilots let people know what to expect, the progress, and establish excitement about the realities of this change initiative
    17. 17. Teamwork is the ability to work together toward a common vision. The ability to direct individual accomplishments toward organizational objectives. It is the fuel that allows common people to attain uncommon results. AndrewCarnegie
    18. 18. 2 determine the goal 1 3 4 agree on the problem define the approach commit to the journey
    19. 19. Citrix SalesIQ Branded and Launched
    20. 20. Accelerate carefully and understand the adoption capacity
    21. 21. What would have taken me over 2 hours to pull together – took 12 minutes. I can’t believe how much time I got back because of SalesIQ. Citrix Sales Team User Quotes
    22. 22. Thank you For more information SAVO Web Site: Sales First Nation: SAVO Products: SAVO Phone: 312-276-7700