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Building a Sales First
Organization
Rick Baker
VP Sales Strategy,Citrix Systems
Growth and Execution
0
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5000
6000
7000
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9000
10000
0
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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
Building a Sales First Organization
2 determine the
goal
1
3 4
agree on the
problem
define the
approach
commit to the
journey
2 determine the
goal
1
3 4
agree on the
problem
define the
approach
commit to the
journey
Why does enablement hurt so bad?
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
Realities
Multiple
Systems
Various
Opinions
Different
LOB
2 determine the
goal
1
3 4
agree on the
problem
define the
approach
commit to the
journey
Project “PDK”
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
…is Transformative
2 determine the
goal
1
3 4
agree on the
problem
define the
approach
commit to the
journey
Sometimes a
roadmap
is not enough!
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.
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
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
2 determine the
goal
1
3 4
agree on the
problem
define the
approach
commit to the
journey
Citrix
SalesIQ
Branded and Launched
Accelerate carefully and understand the adoption capacity
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
Thank you
For more information
SAVO Web Site: www.savogroup.com
Sales First Nation: www.savogroup.com/sales-first-nation/
SAVO Products: www.savogroup.com/products/
SAVO Phone: 312-276-7700

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Building a Sales First Organization

  • 1. Building a Sales First Organization Rick Baker VP Sales Strategy,Citrix Systems
  • 2.
  • 3. 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
  • 4.
  • 5. Building a Sales First Organization
  • 6. 2 determine the goal 1 3 4 agree on the problem define the approach commit to the journey
  • 7. 2 determine the goal 1 3 4 agree on the problem define the approach commit to the journey
  • 8. Why does enablement hurt so bad?
  • 9. 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
  • 11. 2 determine the goal 1 3 4 agree on the problem define the approach commit to the journey
  • 13. 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
  • 15. 2 determine the goal 1 3 4 agree on the problem define the approach commit to the journey
  • 17. 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.
  • 18. 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
  • 19. 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
  • 20. 2 determine the goal 1 3 4 agree on the problem define the approach commit to the journey
  • 22. Accelerate carefully and understand the adoption capacity
  • 23. 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
  • 24.
  • 25. Thank you For more information SAVO Web Site: www.savogroup.com Sales First Nation: www.savogroup.com/sales-first-nation/ SAVO Products: www.savogroup.com/products/ SAVO Phone: 312-276-7700

Editor's Notes

  1. 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>>
  2. …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…
  3. 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