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GOR Presentation (1)
This document provides an opportunity generation report for Q3 2014. It profiles two potential customers, McKenney's Inc. and Coolray, who could benefit from ServiceMax's service management software. McKenney's Inc. is an Atlanta-based facility services company that needs improved contract management, dashboards/reporting, and systems integration capabilities. Key contacts include Operations Manager Jeff Birch and VPs Danny Woodham and Mark Windom. Coolray is an HVAC/plumbing company in Atlanta that wants increased field productivity, paperless processes, and KPI reporting. IT Manager Ryan Hutchinson and EVP Evan Ehlenbach and COO Hall Smith are contacts. Both companies' needs align well with ServiceMax's
GOR Presentation (1)
- 1. David Harrington Sales DevelopmentRep Mid-Market, Americas Opportunity Generation Report: Q3 2014
- 2. Access to DecisionMakers Simplified Buying Process Growth = Need for Scalability Mid-Market Overview: Opportunities
- 3. Mid-Market Overview: Challenges LimitedResources “Noise” in SalesForce Lack of Education
- 4. Facility construction, operationand maintenance Based out of Atlanta, GA, 850 Employees, $43 Million/year company Been providing full range of facility services & solutions since 1948 100 Technicians, Core + McKenney’s, Inc.- Overview
- 5. Contacts: JeffBirch, Operations Manager Danny Woodham, VP of Field Operations Mark Windom, VP and GM Field Operations Operations Manager VP-Decision Maker McKenney’s, Inc.- Getting In
- 6. VP of FieldOperations Operations Manager VP & General Manager • Efficiency in dispatch & scheduling • Easy-to-use systems & interface • Technician KPIs • Systems integration • Dashboards & Reporting • Providing world-class service • Contract Management • Leveraging SFDC McKenney’s, Inc.- Role Motivations
- 7. Business Motivations • Provide best-in- classservice • Eliminate multiple inefficient systems • Improve Contract Management • Dashboards & Reporting ServiceMax ROI • Improved customer service • Single system of record for service • Improved contract management • Reporting to improve KPIs Discovery • Emphasize leveraging SFDC • Focus on lack of reporting/visibility • Efficiencies gained by eliminating multiple systems • SMAX customer satisfaction case studies McKenney’s, Inc.- ROI & Discovery
- 8. Probe untilprospect needs = SMAX strengths Validate business case w/ KPIs if possible Align ROI w/ prospect’s values Stalled in Stage 2, Demo went poorly McKenney’s, Inc.- Takeaways
- 9. HVAC, Heating& Plumbing Serving greater Atlanta area w/ 3 locations Previous opportunity (2013) 100 Technicians, Core Coolray- Overview
- 10. Contacts: RyanHutchinson, IT Manager Evan Ehlenbach, EVP of Operations Hall Smith, COO IT Manger EVP of Operations COO Coolray- Getting In
- 11. IT Manager EVPof Operations COO • Reliability of systems • Mobility with iPhones & potentially iPads • Increase productivity in the field (additional calls) • Eliminate Paper Processes • Improve overall level of service & customer experience • Reporting on KPIs Coolray- Role Motivations
- 12. Business Motivations • Increase efficiency throughelimination of paper processes • Increase level and quality of service offered to customers • Reporting on KPIs such as tech utilization • Mobile capabilities ServiceMax ROI • Elimination of paper • Visibility into service history for techs resulting in better service • Dashboards and Reporting on utilization • Device agnostic on mobile Discovery • Emphasize complete solution with reporting • Focus on ROI from elimination of paper • How do we engage higher level decision makers on a meaningful level? Coolray- ROI & Discovery
- 13. Starting w/IT not necessarily a bad thing Play to our unique strengths (end-to-end, reporting) Utilize Events Stalled in Stage 2, no Demo as of this time Coolray- Takeaways
- 14.