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Automating Sales Processes To Drive Competitive Advantage
Milestone Systems uses Visible Thread (VT) to improve their proposal development and response capabilities. They began piloting VT in 2015 and have since expanded its use globally. VT provides Milestone with strategic capabilities like increasing their win rate, improving profitability and retention. It also offers transactional benefits such as automating proposals and standardizing responses. Milestone sees potential for VT to move from transactional to more strategic use over time as their roadmap involves further adoption, innovation and propagation of VT's capabilities.
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Automating Sales Processes To Drive Competitive Advantage
- 1. 1 Guide (can bedeleted) Choose layout on new slide 1. Select an appropriate layout from the layouts gallery (Click in bottom of the New Slide button) Change layout of an existing slide 1. Select Layout next to New Slide-button or right click outside slide 2. Choose a suitable layout from the drop-down menu Use Milestone colors Use colors from top row Do not use these colors Text color Table of contents Automating Sales Processes To Drive Competitive Advantage Milestone Systems
- 2. 2 Today’s Agenda ● Introto Milestone usage of Visible Thread ● How can Using VT be strategic to Milestone ● What type of VT customers is Milestone’s? Global Bid Desk Overview ● Visible Thread & Qvidian Work Streams Knowledge, Pay & Timing Matters
- 3. 3 ● Owned 100%by Canon ● Stand-alone company in the Canon Group ● Solid financial backing ● Dedication to technological innovation ● Shared vision for video surveillance ● Ownership endorsed by Milestone partners Intro To Milestone’s VT Journey
- 4. 4 Getting Started â—Ź 2014Proof of Concept â—Ź During APMP conference Chicago I discovered the solution to my problems â—Ź 2015 Pilot â—Ź Milestone hired our first proposal manager â—Ź Discover the science of VT â—Ź 2016 Regionalized â—Ź Developed an adoption plan â—Ź Three geo-based teams â—Ź 2017 Partner Enabled Self-service Teaming Proposals Knowledge Management Partner- Enable-2017 Three geo- based Teams Add Localization Regionalize - 2016 Global Bid Desk Shipley Proposal Management Pilot - 2015 Save Time in RFP response POC - 2014
- 5. 5 Increase Win Rate IncreaseProfitability Increase Retention Global Bid Desk Background End User RFPs’ Milestone Partner Response Very Detailed Limited Response Time Highly Technical Biggest Projects Standardize Response Global Team Of Specialists Ensure Technical Compliance CreateWinning Proposal Validated QA Pairs Lower Time Investment Reduce Delivery Risks Highest Quality Proposal
- 6. 6 Solution Business Development Investingin Win Rate: A. Governance is biggest ROI thru pursuit decisions B. Proposal Management and development of the “win theme” in support of a pursuit decision C. Key Account Management contributes and supports the pursuit and capture activities D. Program Management supports the pursuit with a quality assurance technical solution #A Weekly meetingsto reviewproject pursuit businesscases Biddecision gatediscipline Winrate improvement of2x–3x Governance #B Developthe WinTheme Createthe Executive Summary Proposal development and compliance Winrate improvement ProposalManagement #C Capture Management Position Milestonetobe thepreferred solution Implement PriceToWin Strategy Winrate improvement KeyAccountManagement #D Developthe winning solution Lowerthe deliveryrisks Provide Delivery support ProgramManagement VisibieThread Provided Significant Capability
- 7. 7 Opportunity Supported Request For Proposal Proposal Development Worksheet Capture PlanResponse Development Response Document Customer Presentation Demo To Win 85 80 65 45 15 61201862015 100 80 60 55 20 151202002016 Global Bid Desk Capability & Experience 4 4 4 4 4 24102014
- 8. 8 The Science ofVT is NLP â—Ź NLP is a range of computational techniques for the automated analysis and representation of human language â—Ź Mainly unstructured â—Ź Produced for Human consumption â—Ź Not directly machine processable
- 9. 9 NLP 3 MainParadigms â—Ź Syntactics Curve â—Ź Bag-of-Words â—Ź Specifies the way groups of words are to be arranged â—Ź Semantics Curve â—Ź Bag-of-Concepts â—Ź Specifies what well-formed expressions are supposed to mean â—Ź Pragmatics Curve â—Ź Bag-of-Naratives â—Ź Specifies how contextual information can be leveraged
- 10. 10 VT - Transactionalto Strategic DictionariesTypical VT
- 11. 11 Milestone’s VT UsageRoadmap ● Hypothesize ● Will NLP and VT bring Milestone value (Yes) ● What type of value (Both) ● Transactional or Strategic ● Adoption Model ● Deploy ● Innovate ● Propagate
- 12. 12 Guide (can bedeleted) Choose layout on new slide 1. Select an appropriate layout from the layouts gallery (Click in bottom of the New Slide button) Change layout of an existing slide 1. Select Layout next to New Slide-button or right click outside slide 2. Choose a suitable layout from the drop-down menu Use Milestone colors Use colors from top row Do not use these colors Text color Table of contents How Can VT be strategic for Milestone Systems The Open Platform Community
- 13. 13 Leading the market MilestoneSystems is a global leader within open platform video management software (VMS) for IP network-based video surveillance No.1 VMS Manufacturer Worldwide
- 14. 14 2010-2015 Video Mgmt.Software (VMS) Definition ExamplesCompliance IP video surveillance management software runs on standard IT hardware and records digital video streams directly from an IP-network on to industry standard storage devices. VMS sold by vendors that also sell their own branded video surveillance cameras. Examples include: Pelco, Bosch and Honeywell. VMS sold by vendors who do not offer their own brand of video surveillance cameras. Examples include: Milestone Systems, Genetec and Seetec Communications. 1. Runs on standard IT hardware 2. Records digital video streams directly from and IP-network 3. On to industry standard storage devices 4. Sold by vendors that also sell their own branded cameras 5. Sold by vendors who do not offer their own brand of cameras Solutions Provider â—Ź Pelco â—Ź Bosch â—Ź Honeywell Non-Solutions Provider â—Ź Milestone Systems â—Ź Genetec â—Ź SeeTec Communications
- 15. 15 2016 Vid. Mgmt.SW of Windows Sys Definition ExamplesCompliance Any video management software which only manages Windows based operating system hardware devices. The VMS must be sold as a licensed software and manage any type of video surveillance camera or encoder. The VMS must not be a hardware device or included any hardware device revenue. Optionally the VMS of Windows systems may include the manufacturer’s other video management software components such as licensed software used for viewing, central management and third- party integrations. 1. Must be video management software which manages only Windows based operating system hardware devices 2. Must be sold as a licensed software 3. Must not be a hardware device 4. Must not include any hardware device or pro service revenue 5. Must manage any type of video surveillance camera 6. Optionally may include the manufacturer’s other video management software components such as, software used for viewing, central management software and third-party integrations ● Milestone XProtect Corporate ● Genetec Security Operations Center ● Avigilon ACC Enterprise ● ….
- 16. 16 Milestone in brief MilestoneGroup Confidential â—Ź Founded in 1998 â—Ź Standalone company in the Canon Group â—Ź Global leader in open platform video management software â—Ź Software sold through a network of authorized and certified partners â—Ź Offer customers a flexible, scalable, future-proof video management solution
- 17. 17 Milestone & Canon â—ŹOwned 100% by Canon â—Ź Stand-alone company in the Canon Group â—Ź Solid financial backing â—Ź Dedicated to technological innovation â—Ź Shared vision for video surveillance â—Ź Ownership endorsed by Milestone partners
- 18.
- 19. 19 Global footprint Milestone GroupConfidential Germany France UK & Ireland Milestone Systems Denmark, Corporate HQ Italia S.r.l. Spain S.L. Milestone Systems Bulgaria, Global Development Center Milestone Systems Singapore, APAC HQ Milestone Systems Silicon Valley, California, Global Incubation Center Milestone Systems Portland, North Americas HQ Brasil Lebanon Mexico China Russia Korea Japan South Africa India Saudi Arabia Australia UAE
- 20. 20 150,000+ customer installations EducationHealthcare Hospitality Plemmirio Marine Reserve - Sicily City Surveillance/ Government
- 21. 21 Continuous growth Milestone GroupConfidential
- 22. 22 â—Ź Owned 100%by Canon â—Ź Stand-alone company in the Canon Group â—Ź Solid financial backing â—Ź Dedication to technological innovation â—Ź Shared vision for video surveillance â—Ź Ownership endorsed by Milestone partners Product Marketing
- 23. 23 ● Connect allsecurity into one system ● Always know what’s happening ● Efficient visual verification of incidents ● Keep your business and employees safe ● Safeguard your building and assets ● Document security breaches WHY VIDEO SURVELLIANCE VMS: Video Management Software
- 24. 24 ● Connect allsecurity into one system ● Always know what’s happening ● Efficient visual verification of incidents ● Keep your business and employees safe ● Safeguard your building and assets ● Document security breaches WHY VIDEO SURVELLIANCE NVR: Network Video Recorder
- 25. 25 â—Ź Owned 100%by Canon â—Ź Stand-alone company in the Canon Group â—Ź Solid financial backing â—Ź Dedication to technological innovation â—Ź Shared vision for video surveillance â—Ź Ownership endorsed by Milestone partners Global Bid Desk Overview What type of VT customer is Milestone
- 26. 26 Bid Desk SupportAgenda Global Bid Desk Change The RulesSet the Agenda Lead our Industry • Background • Scope and Depth • Capability and Experience • Teaming • Opportunity Assessment • Capture Planning Alignment • Customer Buying vs. Partner Selling • Customer Intelligence • Document Automation • Proposal Examples
- 27. 27 Community Empowering Platform Question / Answer Database +6000customers questions +7000 answers + 180 source document Proposal Templates - Cover letters - Executive Summaries - Table of Contents - Compliance Matrixes - Pricing Sheets - Solution Diagrams 2016 Global Team - 4 Proposal Managers - 15 Key Account Managers - 25 Solution Engineer rotation support - 2 Program Managers - 4 Product Managers Global Systems - Sales Force - Pardot - Dealmaker - VisibleThread - Qvidian - Office 365 Global Bid Desk Scope & Depth
- 28. 28 Bid Desk SupportAgenda Global Bid Desk Change The RulesSet the Agenda Lead our Industry • Background • Scope and Depth • Capability and Experience • Teaming • Opportunity Assessment • Capture Planning Alignment • Customer Buying vs. Partner Selling • Customer Intelligence • Document Automation • Proposal Examples
- 29. 29 Teaming Together Key Account Managers Technical Program Managers Proposal Managers “ Right Projects” ●Customer focused capture skills and strategy ● Win Themes, and Price To Win Strategies ● Pursuit planning, scheduling and managing ● Solution engineering, costing and ownership ● Technical compliance and referenceabilty ● Past performance analysis ● Proposal planning, development and delivery ● Executive summaries ● Customer presentation development Disti, Partner + CBM ● Account ownership ● Project registration ● Source document ownership ● Delivery ownership
- 30. 30 Visible Thread EnablesWinning Team Attributes Attribute What Winners Look Like Leadership Builds a common vision with the internal capture team, customer, and teaming partners Facilitation Initiates and encourages collaborative team discussions Strategy Development Builds customer-focused strategies and tactics Motivation Creates a winning environment Data Analysis Turns data into useful intelligence Management Keeps the team focused on tasks, schedules, and standards Persuasion Convinces senior management to commit sufficient skills and resources Team Member Key Account Manager Proposal Coordination Business Development Executives Global Bid Desk Proposal Manager Sales Management
- 31. 31 + 1000 channel customer potential Resourcesavailable to win Aligned with business plans +50% chance to win Team Opportunity Assessment
- 32. 32 Preference Win Themes Easy of DoingBusiness Total Cost of Ownership References Compliance Price Procurement Win Themes Relationships Solutions Services Past Performance Demo To Win Capture Planning Alignment
- 33. 33 Bid Desk SupportAgenda Global Bid Desk Change The RulesSet the Agenda Lead our Industry • Background • Scope and Depth • Capability and Experience • Teaming • Opportunity Assessment • Capture Planning Alignment • Customer Buying vs. Partner Selling • Customer Intelligence • Document Automation • Proposal Examples
- 34. 34 Milestone is investinginto supporting you early in the customer buying process Early PartnerSelling Compliance Matrix Proposal Response MidtermDeployment Late Customer Buying Relationship Unsolicited proposal Requirements Gathering A&E Design Program Proof of Concept Demo To Win Bid Desk KAM / A&E Solution Desk
- 35. 35 Customer Intelligence Key Word Analysis ComplianceMatrix Table of Contents Theme Analysis Preference Analysis With VisibleThread
- 36. 36 Bid Desk SupportAgenda Global Bid Desk Change The RulesSet the Agenda Lead our Industry • Background • Scope and Depth • Capability and Experience • Teaming • Opportunity Assessment • Capture Planning Alignment • Customer Buying vs. Partner Selling • Customer Intelligence • Document Automation • Proposal Examples
- 37. 37 â—Ź Owned 100%by Canon â—Ź Stand-alone company in the Canon Group â—Ź Solid financial backing â—Ź Dedication to technological innovation â—Ź Shared vision for video surveillance â—Ź Ownership endorsed by Milestone partners VT & Qvidian
- 38. 38 Transactional VT WorkStreams ● Proposal Development Worksheet ● Dictionaries (MBOK) ● Discriminators ● Win Themes ● Pursuit Decisions ● H.I.M Report (Hot Button’s, Issues and Motivators ● Familiarity ● Compliance ● Table of Contents Discovery Analyze Compare Prioritize Execute Milestone’s VisibleThread Usage
- 39. 39 Follows Customer Ordering All Documentsare In Line Reference to Specifications Includes Exhibits Auto Updates
- 40. 40 Transactional VT WorkStreams ● Proposal Development ● QA Database ● Executive Summary ● Discriminators ● Win Themes ● FABs – Feature, Advantage, Benefit Statements Milestone’s VisibleThread Usage
- 41. 41 VT & QvidianTogether
- 42. 42 RFP Response Create Documents Answer RFPQuestions Assign SME Jobs Submit Content Provide Feedback Qvidian Proposal Automation
- 43. 43 Standardized Template Clean Design PartnerBranding Document Controls Quality Assured
- 44. 44 Customer Name First HotButtons , Issues & Motivators Shipley Four Box Method Win Themes Alignment Using Customer Language
- 45. 45 Customer Language Section Title CustomerQuestion Compliant Answer and Detailed Explanation Graphic Support Responsible Party
- 46. 46 Customer Design Detailed Descriptions WinTheme Alignment Partner Branded Cross Referenced
- 47. 47 My Milestone Login ProjectRegistration Milestone Americas Bid Team Planning Call Automatic Project Discount Simple Registration Process
- 48. 48 â—Ź Owned 100%by Canon â—Ź Stand-alone company in the Canon Group â—Ź Solid financial backing â—Ź Dedication to technological innovation â—Ź Shared vision for video surveillance â—Ź Ownership endorsed by Milestone partners Demo
Editor's Notes
- #6Â Change results
- #15 There is no compliance language 3 compliance criteria Segmented by vendor type – which is less relevant in 2016
- #16Â Compliance language is underlined and bolded.
- #18Â Technology backing proof points: 1) Canon is a top patent holder 2) Canon is a leading imaging technology company Milestone Partners are on board proof points: 1) Majority of partners stated that they are likely to do more business with Milestone in the future due to the Canon ownership Stand-alone company proof points: 1) Chinese walls to protect partner confidentiality and IPR 2) Milestone continues working with all camera vendors 3) Canon continues working with other VMS companies Shared vision proof points: 1) Convergence of video surveillance and other business systems, video enabling, Canon calls it Beyond Security
- #21 Customer references in detail Education: Mission CISD in Texas, USA; Western Kentucky University, Kentucky, USA; The University of the West of Scotland; Dancing Moose Montessori School, Utah, USA; Malmö City Schools, Sweden; San Diego Unified School District, California, USA (full case stories can be found on milestonesys.com) Healthcare: North Karelia Hospital, Finland; Apollo International, New York City, USA Hospitality: The Orlando Eye (amusement park and complex), Florida, USA; Plemmirio Marine Reserve, Italy; Copenhagen Zoo, Denmark; Unified Command (founded in 2009 to support large and complex events. The company service was conceived as a temporary and mobile event incident command unit developed to rival permanent command stations. The company hires local law enforcement, dispatch and emergency service personnel for 40–50 events across the U.S. each year.), California, USA; Dublin Zoo, Ireland; Leicester Football Club, England City Surveillance: G4S, Estonia; Jefferson County Waterways, Texas, USA (the fourth largest port in the U.S., Port Arthur in Texas’ Jefferson County is the number-one crude oil destination for foreign tankers, as well as the number-one commercial and military out-load port); Daintree Forest Observatory, Australia; City of San Lucido, Italy (logo to the left – Note: this city is a part of the EU Smart City project. For more information, see the customer story: https://www.milestonesys.com/files/Communications/Customer%20Stories/City%20surveillance/San_Lucido.pdf); States of Jersey Police, Channel Islands, United Kingdom (logo to the right); Minneapolis Ring of Protection - Eight cities surrounding Minneapolis are currently linked via Pro-Tec’s Milestone VMS solution: Shoreview, Farmington, Brooklyn Center, Minnetonka, Maple Grove, Brooklyn Park, Edina and Minneapolis Proper. In addition, the Minnesota Department of Transportation (MNDOT), Minnesota Department of Employment and Economic Development and the Minneapolis Convention Center are included within this Minneapolis “Ring of Protection.” – Minnesota, USA; Aalborg Municipality, Denmark
- #22Â CAGR: Compound Annual Growth Rate; Milestone has grown by 25% each year for the past 10 years
- #35Â Changing the game means starting early