Proven track record of successfully selling software solutions to clients of all sizes. Regardless of the software, it's about addressing a company's goals & objectives by thoroughly understanding their needs and aligning to them to transform data into a strategic asset for the company

1. Mike Harris
Sales Effectiveness
July 2008
Michael Franz Harris
Software Solutions Specialist
Michael F. Harris
April 2016

2. Overview
 Professional Work Experience / Sales Performance
 High-Performance Sales Leadership
 End-to-End Sales Execution
 Opportunity Qualification (MEDDIC)
 Critical Questions
 Investments in IBM Software (Adapt for a competitive advantage)
 Investments in IBM Information Management Software
Leveraging “Trusted” information as a strategic business asset
 Appendix
–Michael F. Harris – Resume
–Discussion Guide for Business Partner Planning
–One Page Value Proposition
Overview

3. 2000-2007:AT&T Signature Client Group
Sr. Global Account Executive
2006 Objective: $244M
Attainment: $252M
2005 Objective: $144M
Attainment: $154M
2004 Objective: $121M
Attainment: $123M
2003 Objective: $59M
Attainment: $97M
2002 Objective: $27M
Attainment: $30M
2001 Objective: $56M
Attainment: $68M
2000 Objective: $58M
Attainment: $69M
1997-2000: Ameritech
Network Planning Manager
for Cleveland, Ohio
Base Salary Position
1993-1997: Ohio University
Graduate – Bachelor of Science
in Communications
J. Warren McClure
School of Communication Systems Management
2013 – 2016
Sirius Computer Solutions
Software Specialist
2016 Objective: $40K Gross Profit (Q1)
Attainment: $236K software and services into
State of Ohio
2015 Objective: $900K Gross Profit
Attainment: $1.07M Gross Profit
Professional Work Experience & Sales Performance
2006-2008: Nortel
Regional Account Manager
2008 Objective: $1.2M
Attainment: $1.45M
2007 Objective: $1.2M
Attainment: $1.41M
2006 Objective: $1.2M
Attainment: $1.3M
2008 – 2010: IBM Software Group
InfoSphere Account Manager
2011 Objective: $250K
Attainment: $245K
(Prorated-Left 1H)
2010 Objective: $999K
Attainment: $3.27M
2009 Objective: $999K
Attainment: $1.02M
2008 Objective: $250K
Attainment: $235K
(Prorated – Came in 2H)
2011 – 2012: EMC Corporation
Greenplum Sr. Account
Manager
2011 Objective: $1.2M
Attainment: $1.1M
+26% Annual Year-over-Year
Growth
2011 – 2013
IBM Software Group
Business Analytics
Account Manager
2014 Objective: $1.45M
Attainment: $1.46M
2013 Objective: $1.56M
Attainment: $1.47M
2012 Objective: $1.45M
Attainment: $1.63M

4. 4
High-Performance Sales Leadership
***Inspire Sales Excellence***
Critical Thinking
& Decision Making
(Key to Success)
Revenue
Profitability
Customer
Satisfaction
How to Lead a
High-Performance
Sales Team

5. End-to-End Sales Execution
Week #1
Week #2
Week #4
Pipeline Progression
 Using the full firepower of your
company
 Social Selling
 Leveraging Inside Sales
 Leveraging Business Partners
 Progression with Technical Sales
 Software Client Leader,
Commander-in-Chief
Deliverables
 Pipeline Plans
 Stand & Deliver
 Scorecards
 Win Plans
 Clean Sales
Forecasting
 Value Propositions
 Call Plan
 Executive Summary
Maximize the Deal
 Financial Selling
 Value Propositions & Call Plan
 Client Executive Teaming
 Subscription & Support and IBM
Global Finance
 Value-Driven Proposals
 Legal Things That I Must Know
Opportunity Identification
through Closure
Week #3
Week #5
Week #6
Week #7
Week #8
Negotiation & Close
 Opportunity Negotiations
 Revenue Recognition & Booking
 Negotiations – Special Terms & Conditions
 Ensure Customer Satisfaction
 One-on-One Coaching
 Enterprise License Agreement’s and Legal
Deep Dives
Pipeline Growth
 Software Group Strategy
 OI/Pipeline/Prospecting
 Reference Selling
 Operational Excellence
 Deal Scorecards & Win Plans
(See Appendix)
Deal Scorecards
& Win Plans
Financial Selling &
Value Propositions
Strategy,
Building
Pipeline &
Scoring
Deals
Mutually Agreed
Upon Business Value

6. 6
Sales Qualification
Metrics
• Define business problem solved by software
• What meaningful metrics have been provided to the prospect?
• Have metrics been validated, acknowledged and are being leveraged by a Champion to sell business value internally?
Economic Buyer
• Who is the economic buyer?
• Do we have a relationship?
• How are we communicating with the economic buyer?
Decision Criteria
• How does the customer make a technical and business decision?
• Have we helped shape the decision criteria?
• Is the contracts group in concert with the decision criteria?
Decision Process
• What is the process for finalizing a decision?
• What is the process for funding and purchasing?
• What is the flow for internal requisition and signatures?
Indication of Pain
• What compelling, prospect event is governing the decision?
• What specific pain points have we highlighted and resolved with our solution?
• Is the highlighted pain being emphasized appropriately within our metrics?
Champion Identified
• Who is the Champion?
• Who are the Sponsors?
• What is the Champion’s history in similar purchase scenarios?
Opportunity Qualification

7. 7
Business vs. IT
 What are IT and business leaders worrying about?
 What would they like to do and why?
 What happens if they aren’t able to accomplish this?
 What are the specific business initiatives and desired /
quantifiable outcomes?
 What are business leaders asking IT to do? Is IT a Cost
or Enabler?
Who am I talking to?
 How do they fit into the overall organization?
What is the business problem?
 How does the business think that they may solve this
problem?
 Who else is impacted by this problem?
 How do they think it can be solved?
By when does the customer need to solve it?
 What other options are available to explore?
 What happens if the problem(s) aren’t solved?
What unique ideas / vision am I introducing?
 Is the customer articulating an approach that mirrors my
vision?
 What is the business value of my vision? Is it
specific/quantified and to whom?
 Does it match business initiatives and exceed desired
business outcomes?
What steps does the customer need to take to
buy?
 Who makes the buying decision and how?
 Who else is involved and influencing the decision
criteria and process? Business Partner?
Competition?
What is Sequence of Events to close? (WIN
PLAN)
 If we execute and prove value - will the customer
agree to sign a mutually agreed upon contract?
 What is the process? Do the Executive Sponsor
and Economic Buyer agree? (Extreme
Qualification & Sponsor letters)
 What Help is Needed (Executive Sponsor/Deal
Coach, Tech Sales, POC etc)
What happens when they buy?
 What needs to happen for the customer to be a
reference, provide a testimonial or speak at a
conference?
 Who will implement the solution? Skills available /
required? Education? Support?
 What are success criteria, milestones to validate
success and timelines?
 Who and when will monitor checkpoint and ensure
the customer is realizing expected value?
Critical Questions:

8. IBM’s Software Investment has Shifted to Higher Value Markets
 Middleware Platforms that are
helping clients manage
infrastructure, applications and
data
 Integrated Industry Solutions that
are applying technology to
transform front-and back-office
processes
Base
Middleware
Smarter
Planet
Smarter
Analytics
Cloud
Mobile
Big
Data Security
Social
Software Investment Mix Since
2010
Cloud and
Optimized Workloads Big
Data
Mobile
Enterprise
Security
Intelligence
Smarter
Analytics
Smarter
Commerce
Social
Business
Smarter
Cities
Watson
Solutions
Since 2010, nearly 80%
of acquisition & development
spending has been in High
Value Integrated Solutions

9. International Business Machines – Market Activity
SPSS
Advanced & Predictive
Analytics Software
OpenPages
Governance, Risk &
Compliance Software
Clarity
Financial Governance
Software
Algorithmics
Risk Management
Software
Varicent
Compensation & Sales
Performance Management
Software
Star Analytics
Business Analytics
Integration Solutions
Software
Cognos
Business Intelligence
Software
(Acquired Applix – TM1)

10. Appendix
 Michael F. Harris – Resume
 30/60/90 Day Plan
 Discussion Guide for Business Partner Planning
 Sample - One Page Value Proposition
Appendix