Example presentation of the Digital Transformation of a large Marketing and Sales Organization

1. The Digital
Transformation
of Sales
Digital Business Transformation
Patterns for a Mobile-First,
Cloud-First Sales World
Joaquin Marques
Founder & CEO
Kanayma LLC

2. Missed Sales
Prospects
Information
not “at hand”
Heavy “churn”
in salesforce
Sales Groups
“not talking”
The Problem to be Solved
Our Client, a large Corporate Software company, has been unable to increase their product sales due to …
People within a sales
group are not
sharing client
information, know-
how, culture and
history due to
competition and lack
of time and
incentives. This is
even worse between
sales groups
New sales people
get a few months
training a a 6-month
grace period to make
their first sale.
Without experienced
sales folks to take
them under their
wings, most newbies
are bound to fail.
The information
needed to make a
successful sale to a
new/existing client
needs to be pieced
together from
multiple sources, an
extremely time-
consuming task that
requires extensive
insider knowledge.
Hard to identify
what are the best
sales prospects,
what clients are
currently more
receptive to a sales
pitch, what products
should be offered to
them, hard to avoid
approaching a client
twice.

3. Best Sales
Prospects
Essential
Information
Insights needed
to succeed
Required Sales
Communication
A Possible Solution
Imagine that our client could provide each sales person with a one-sheet prospect summary for each client
that would provide all …
A Prospect Sheet
would allow sales
people and sales
groups to share
client information,
know-how, culture
and history without
any effort on their
part.
A Prospect Sheet
would provide all the
tips and insights to
new sales people
they need to make
their first sales a
success. These were
previously provided
by dedicated
experienced sales
mentors.
A Prospect Sheet
with all the
information needed
to make a successful
sale to new/existing
client, without taking
any time from, or
requiring extensive
insider knowledge
from the sales
person
A Prospect Sheet
that clearly identifies
the best sales
prospects, the most
receptive clients, the
best products to
offer them, and
avoid approaching
any client more than
once with same
offer.

4. Built the intelligent cloud
platform to support the app
Reinvent productivity & business processes
by eliminating 85% of the most tedious work
Engage Your
Customers
by dedicating
more
personalized
face-to-face time
to them
Empower Your
Employees
by giving them
timely tips,
insights and
information they
need to succeed
Optimize Your
Operations
by automating 85%
of the most tedious,
time consuming
work your sales
people do
Transform Your
Products
by selling them
based on
predicted
synergies with
other products
Digital
Transformation
Create a Cloud-based Best Prospect app
Sales people can access on their phone or tablet

5. Transform Your
Products
Optimize Your
Operations
Empower Your
Employees
Engage Your
Customers
Vision for Digital Transformation
Imagine if you could…
Spend more time
delivering
personalized, rich,
connected face-to-
face sales
experiences with
customers, finding
out what their
problems are and
what best solutions
to can provide.
Keep up with your
best and fastest
moving customers,
efficiently
collaborating to
anticipate and meet
customer demands.
Create a seamless
flow of information
across your entire
sales operations,
manage your sales
resources more
efficiently, and
streamline the entire
sales prospecting
process.
Create sales
offerings tailored to
the needs of each
individual client,
anticipating their
needs,
understanding how
they use your
products, and
predicting who will
be your best clients.

6. Business Drivers for Digital Transformation
Increase churn rate among
sales personnel
Make best use of sales and
marketing experience
Need to increase lead
conversion
Increasing cross-selling
opportunities
Increasing customer demand
for personalized experiences
Increase sales, customer
acquisition, retention, and
satisfaction
Better predict potential buyer
and new product outcomes
Increase sales staff
productivity and retention
Maximize sales by focusing
limited staff on best customers
Decrease sales cycle time by
streamlining sales process
Improved marketing. sales
and cross-sales effectiveness
Increased market share
Reduce duplication of sales
efforts
Improved speed to market
Reduction in operating costs
Business Drivers
Focus Areas for
Key Executives Business Benefits

7. Taking a single best potential client at a time, it could look something like this:
What would this Possible Solution look like?
Taking a single best potential client at a time, it could look something like this:

8. A Prospect Sheet contains a Header and four Quadrants
1 2
3 4
1) List of products currently
being offered to the client
2) List of products the client
has already purchased
3) List of best new products
to recommend to the
client (in order of
preference based on past
history with similar
clients)
4) List of best sales strategies
based on sales level listed
in the first 3 Quadrantes +
Past Use Cases with the
most products in common
and/or same /similar
Industry/Sector +
Recommended Partner
Prospect Sheet Layout
Header containing your
company and the client
companies name and
contact information
0 0)

9. Quadrant 1
Products currently being offered to the client and their total cost
List of all sales campaign products
that are currently part of open
prospects with the client listed at
the center top
Total potential value of of all
sales campaign products that are
currently part of open prospects
based on price estimates

10. Quadrant 2
Products the client has already purchased and their cost
List of all the products the
client has already purchased
Total cost of all products the
client has previously purchased

11. Quadrant 3
Best Products to Recommend to the Client (in Order of Preference)
List of all the best products to
recommend to the client based on
previous sales history with similar
clients and products to the ones
listed in the first two quadrants
Total potential value of all best
products recommended to the
client based on price estimates
derived from past sales history

12. Quadrant 4
Recommended Strategy / Use Cases / Partner
Best Sales Strategy based on the
products and amounts shown in
quadrants 1, 2 y 3 and past sales history
based on similar products and clientsUse Case 1: List of previous successful
sales lnvolving the same or similar
products to the ones currently being
offered/recommended to the client
Use Case 2: List of previous successful
sales lnvolving the same or similar
clients and/or industries to the one
currently being offered/recommended
new products
Contact information of sales person
involved in the example use cases
Recommended Partner(s)
based on past history of
similar products, industries
and clients

13. Digitalization Process
Step by Step Workflow

14. Recommender Engine
It makes recommendations on what products to offer based on similar
clients’ purchasing patterns, like books suggestions in Amazon
• Engine has access
to items client has
previously bought
• Engine has access
to items currently in
the basket
• Engine analyzes
purchasing patterns
of similar clients to
predict interest

15. Digitalization Process
Step by Step Workflow
records 200K 160K 160K 100K 7K 200 200
Company
names
35K 35K 6.5K 6.5K 6.5K 200 200
Tech-
nology
Relational DB
Excel
Data
cleansing
NLP Data wrangling ML
Neural Nets
Recommender
Engine
Rendering
Engine, UI
Generate
Recommenda-
tions
Predictive &
Prescriptive
Analysis
User
Interface
SALES
DB
Company
Name
Canonization
Data
Cleanup
Campaign
Product
Focus
SALES
REP
DB
SALES REP
MARKETING
DB

16. Advantages of the Approach
• Achieve more exact scoring and cost estimates by
consolidate all company name variations into a single
name, thus avoiding duplicate offers to the same company
• Marketing and Sales can now have well-defined inputs into
campaigns and products
• Automatically identify the best and most profitable leads
and concentrate sales efforts on them
• Automatically identify the best internal resources on
similar successful sales
• Each sales person can now visit more clients per week
because the client background work has been eliminated

17. Actual Results
• Lead success rate went from 10-20% to an average
60%, a 3 to 6-fold increase in sales
• Now you can easily identify opportunities for cross-
selling and upselling based on past history. More than
!00 million dollars in previously unidentified cross-
selling were identified using this approach.
• It takes 25 minutes to generate all lead prospect
sheets for 200 sales people, based on a 3-4 year sales
history with 200K records

18. We have purposely omitted a few key pages …
Because they contain information proprietary to our clients and to Kanayma LLC
• Digital Transformation Capability Model
• Capability Map
• Eco System
• Sales Transformation Approach
• Business Innovation Frame
• Each one of the next four themes below will be analyzed from the
following points of view:
• Scenario Change
• Benefits Dependency Network
• Value Touchpoints
• Value Realization Scorecard
• Engage Your Customers
• Engage Your Sales People
• Optimize Your Operations
• Transform Your Sales
• Sales Transformation Roadmap
• Next Steps

19. Any Questions?
Contact us to schedule a free 30 min conversation
Joaquin Marques
Founder and CEO
Kanayma LLC
joaquin@kanayma.net
(561) 339-7897