Peters Parts

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2 slide fictional case study.

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Peters Parts

  1. 1. <ul><li>Sales VP for a large automotive parts distributor </li></ul><ul><li>>50 sales reps reporting to 6 regional managers </li></ul><ul><li>Peter's team can’t respond to RFPs quickly enough </li></ul><ul><li>Needs a solution that reuses and improves overall efficiency of RFPs responses </li></ul><ul><li>Needs to streamline issue resolution; find a mechanism to track news deals </li></ul>About Peter <ul><li>Inefficient RFP process: lots of “reinventing the wheel”; requires significant lead time </li></ul><ul><li>Missed critical bids – blown deadlines; takes too long to map customer requirements </li></ul><ul><li>Regions are isolated: hard to reuse existing content and align on similar bids </li></ul><ul><li>No way for reps to see similar deals in other regions were won </li></ul><ul><li>Solving issues and resolving gaps fast enough </li></ul><ul><ul><li>Many conference calls and repetition of issues over and over </li></ul></ul><ul><ul><li>Pricing, solution, and overall positioning are disconnected </li></ul></ul><ul><ul><li>Too many F2F meetings to resolve conflicts </li></ul></ul>Challenges <ul><li>Increase the company's success ratios quickly </li></ul><ul><li>Reduce turnaround time on delivery </li></ul>Executive Mandate © 2009 IBM all rights reserved
  2. 2. <ul><li>A document services and real-time collaboration solution helps regions work together in real time on RFPs, complex dealmaking </li></ul><ul><li>The end-to-end process (requirement gathering, solution development, delivery) is consolidated and managed with proper forms and workflow </li></ul><ul><li>Sales reps use IM and web conferencing to collaborate. The team also uses VoIP. Reps work with colleagues in other regions and use instant sharing to make immediate changes to documents “live” </li></ul><ul><li>Everything is presented in a single interface for proper content mgt (versioning, check in/out, meta data, search, and tagging etc) -- although content is in different repositories) </li></ul><ul><li>Sales reps can search on tags for similar RFPs and bids to jumpstart </li></ul><ul><li>Each phase and deliverable of the RFP is accessible externally via the company's portal. This is critical for executives to review and approve key deals on time </li></ul>Solution Benefits © 2009 IBM all rights reserved

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