Sales 2 0 with Clearvale

Clearvale Use Case:
Sales 2.0
Collaborative Team Selling
& Interactive Selling
Intranet and Extranet Networks
Andrea Rubei, BroadVision
Twitter: @arubei

What are the Sales Challenges?

• Sales people cannot find information they need when they
need it.
• Collaboration between Sales, Pre-sales, Marketing, Legal
and F&A may not work as efficiently or effectively as
possible, resulting in lost opportunities.
– Completion of RFP responses can be labour intensive and time
consuming
• Sales management struggle to track tasks and ensure
targets are aligned to overall company objectives
• Not always a clear opportunity to differentiate your
organisation from the competition when responding to RFI’s /
RFP’s

© Copyright 2009 BroadVision On Demand Inc.

Why Clearvale Instead of Web 1.0?

Web 1.0
• Time to close a sale lengthy due to lack of
collaboration.
• Seasoned sales people’s experiences are not
leveraged.
• Avenues to ask questions of a broad audience is
limited or inefficient.
• Marketing and Sales do not always align their goals,
resulting in an inconsistent marketing message.
• Transparency in processes do not exist.


Why Clearvale Instead of Web 1.0?

Clearvale
• Collaborative tool shortens time to close a sale.
• Informal knowledge exchange occurs between staff
members more easily.
• Star performers share insights on blogs, forums and
videos to help other staff members.
• Ability to post questions in a public but secure
forum.
• Marketing and Sales goals are aligned;
transparency helps remedy any inconsistencies.


Collaborative Team Selling


How Does Sales Do It?

Set Up Network
• Go to www.clearvale.com
and set up a Clearvale
network for the company.
• Invite all employees to it by
uploading a single file with
staff email addresses.
• Employees upload their own
photos and set up profile
pages.



Create Communities
• Sales Management /
Executive group
– Invitation only.
• Global ‘War Room’ for all
employees.
• Regional or Vertical based
• Project/RFP or Account
based
• Marketing Team.
• Use widgets to organize
each community



Add Content
• Organise documents
using DocuVault in
each community
• Post relevant content
such as sales collateral,
RFP sections, training
materials, demo’s and
presentations
• Share calendars



Manage Objectives
• Use TeamWork to create a
plan in line with Corporate /
Regional targets
– Set goals and sub-goals

Example:
Goal: 2009 Q4 Plan $
– Sub-goal 1: Pipeline
maintenance
• Sub-goal 1.1: Data accuracy
• Sub-goal 1.2: Conversion rates
• Sub-goal 1.3: Funnel quality
– Sub-goal 2: High touch
interactions


Manage Objectives
• Assign tasks - example:
– Contact at least 100 leads
– Schedule at least 20
demos
– Close at least 5 deals
totaling $100K


Teamwork ––MBO
Teamwork MBO
plan and associated
plan and associated
tasks for the team
tasks for the team

Forums ––Real-time
Forums Real-time
DocuVault - -
DocuVault brainstorming and
brainstorming and
Sharing, revisioning
Sharing, revisioning knowledge sharing
knowledge sharing
and collaboration on
and collaboration on
content
content

Wiki Pages ––Important
Wiki Pages Important Members ––
Members
document(s) for collaboration
document(s) for collaboration Extended sales team
Extended sales team


Collaborate
• Action initiated with receipt
of RFP – allocated to a
sales rep as ‘owner’
• Sales rep reviews and
assigns tasks
• Clone the ‘Master RFP’
community to manage
response for specific
prospect and invite all
stakeholders
• Collaborate using forums /
wiki pages / DocuVault etc



Collaborate
• Sales rep isn’t sure how to
respond to a question from
a prospect or customer.
• She refers to a Forum on
the sales community page
to find her answer.
• She doesn’t find an answer,
so she adds the question
and receives an immediate
answer from a colleague.



Track Progress
• Use the Event Calendar
for project milestones
and key tasks

• Use DocuVault for due
dates and important
files



Track Progress
• Use TeamWork for
project tracking


Interactive Selling
RFP Response / VIP Networks


Interactive Selling – VIP Network

• CEO Welcome:
– Sales Rep creates a VIP network
for the prospect and sets up an
RFP response community
– CEO/Executive team join the
network and post a personal
welcome
• Company/Product introduction:
– Sales Rep invites all company
stakeholders:
– Sales rep adds product videos,
polls and forums to get
prospect/customer feedback about
the solution


Executive Management
Executive Management
Team ––Key contacts:
Team Key contacts:
sales and company execs
sales and company execs

RFP Response ––link
RFP Response link
to community
to community

Key Resources
Key Resources
Welcome Message
Welcome Message
––CEO introduction
CEO introduction


Interactive Selling – RFP Response

• Responding to an RFP:
– Sales rep clones the specific
RFP response community for a
prospect and creates it in the
new VIP network
– Sales rep invites invites the
prospect representatives to join
the community to view the full
response and supporting
materials
– Sales rep stimulates interaction
and Q&A discussion with
prospect using Forums


RFP Response
RFP Response

Welcome Video ––
Welcome Video
Company Profile
Company Profile CEO introduction
CEO introduction

Q&A Forum
Q&A Forum

Key dates and activities
Key dates and activities

Summary


Sales 2.0

• Marketing and other teams help generate sales with
more efficiency.
• Sales collaborate in their Clearvale community and
share information, thus helping each other manage
opportunities more effectively and help close deals.
• Sales managers track progress of various deals as
well as individual performance through TeamWork.
• Because Clearvale is based on Web 2.0, IT has no
tasks pertaining to managing the various networks.


Clearvale Advantages

• Shorten sales cycle with interactive collaboration communities
– Provide a community structure for sales, marketing, partners and other
key functional groups to collaborate on sales opportunities.
– Share content and users across communities
– Clone networks and communities with huge time savings
• Manage documents by using DocuVault and ‘Wiki’ Pages
– consolidate sales collateral in a single template location
• Share calendars, co-ordinate tasks and hit deadlines
• Monitor progress and recognize sales effort by using
TeamWork.
• Differentiate by presenting your Company ‘online’


Clearvale Summary

Clearvale is the next-generation
e-business network aimed at revolutionizing
knowledge flows and performance gains
across and beyond enterprise ecosystems.

It empowers global enterprises,
as well as all their constituents, to
publicize, personalize, and socialize
their communication and collaboration directly,
yielding unprecedented business
agility, immediacy, and productivity.


Sales 2 0 with Clearvale

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