5 Steps That Will Make Your Program Management Rock 1. Automate your program tracking 2. Track all programs - big and small 3. Give immediate feedback 4. Provide self-service access 5. Partner with an expert Follow this simple SlideShare as it guides you through a conversation around the benefits of automating your program management process. Introducing Program Advisor: Automated tracking of all programs based on your business rules with easy, self-service access for Sales, Marketing, and Finance.

1. 5 Tips That Will Make Your
Program Management Rock
1. AUTOMATE YOUR PROGRAM TRACKING
2. TRACK ALL PROGRAMS – BIG & SMALL
3. GIVE IMMEDIATE FEEDBACK
4. PROVIDE SELF-SERVICE ACCESS
5. PARTNER WITH AN EXPERT

2. AUTOMATE YOUR PROGRAM TRACKING

3. of spreadsheets
have errors.”
– RAYMOND PANKO
What We Know About Spreadsheet Errors
Journal of End User Computing, 2008
WHY AUTOMATE ?
Simply put - a ‘spreadsheet only’
process can create some major issues.
“88%

4. AUTOMATE
>> Reduce your reliance on spreadsheets

5. Stop wondering whether you are looking at
the most recent version of that spreadsheet.
Or worse, finding out you were updating it at the
same time as one of your colleagues (oh, fun!).

6. You know spreadsheets are inexpensive.
And yes, familiar.
But you also know they
are labor intensive.

7. Your time can be
better spent.
“I want to be an Excel Jockey
when I grow up.”
-Said no one. Ever.

8. Without spreadsheet “administrivia” you can start
doing the cool stuff you really want to work on to
help your company (and your career).

9. YOUR TAKEAWAY:
Reducing your reliance on spreadsheets actually creates more
trustworthy data. Plus, it frees up time so you can be more strategic.

10. “Data quality problems
cost U.S. businesses more
than $600 billion a year.”
– The Data Warehousing Institute
WHY AUTOMATE ?
Data quality issues are costly.

11. AUTOMATE
>> Reduce your reliance on spreadsheets
>> No more error-prone data entry

12. Spreadsheet errors can be really hard to spot and
tracking them all down wastes a ton of time.
Think about the time, money and effort you’d save if
your program data was completely trustworthy.

13. No, really think about it.
No more copy/paste “uh-ohs.”
No more macros and formulas.
No more trying to reverse-engineer someone else’s spreadsheet logic.
Automation is sounding better and better, right?

14. Keep spreadsheets
for what they were
designed to do —
manage an ad hoc
process, not an ongoing
business critical one.

15. YOUR TAKEAWAY:
Program management is too critical of a business process to rely
only on spreadsheets, which can be riddled with errors.

16. “To stand still is to fall
behind. ”
– Mark Twain
WHY AUTOMATE ?
You need to keep up with growth.
Better yet, drive it.

17. AUTOMATE
>> Reduce your reliance on spreadsheets
>> No more error-prone data entry
>> Stay one step ahead

18. Beverage Alcohol distributors have a lot on their plate.
You’re dealing with new market and consumption
trends, but also growth and consolidation.
Now we know you’re savvy, but be honest - can your
existing program management process keep up?

19. Who doesn’t love growth?
But even growth can create some challenges.
So, what happens when you grow (and fast).

20. Who doesn’t love growth?
But even growth can create some challenges.
So, what happens when you grow (and fast).
>> You’ve got more programs, which means bigger spreadsheets.

21. Who doesn’t love growth?
But even growth can create some challenges.
So, what happens when you grow (and fast).
>> You’ve got more programs, which means bigger spreadsheets.
>> You have new territories, which means increased workload.

22. Who doesn’t love growth?
But even growth can create some challenges.
So, what happens when you grow (and fast).
>> You’ve got more programs, which means bigger spreadsheets.
>> You have new territories, which means increased workload.
>> You hire more sales reps, which means additional oversight.

23. See?
Things are getting
heavy again.
(okay, we admit it…we just liked this
image and wanted to use it again.)

24. So, when things are complex –
either for good reasons
(like growth)
or bad reasons
(like manual processes)
- we miss opportunities.

25. YOUR TAKEAWAY:
Embrace growth (and it’s challenges) but evaluate whether your
current program management process is really capable of
positioning you for success by identifying opportunity.

26. “The top business pressure for
Finance is the demand for
more information, faster.”
– Aberdeen Group
Improving Revenue Operations:
Efficiencies and Innovation Lead the Way,
May 2014
WHY AUTOMATE ?
Give your colleagues (and your boss)
what they need.

27. AUTOMATE
>> Reduce your reliance on spreadsheets
>> No more error-prone data entry
>> Stay one step ahead
>> Track more programs

28. Unless you have super human math skills, we’re pretty
confident in declaring this:
You can’t track ALL your programs without automation.
Let’s be real. Sales reps tend to focus on the big fish
that get them to their number faster. But little fish can
be quite satisfying too.

29. So, why not
track all your
programs, not
just the big
ones?

30. That sounds nice, right?
Everybody…
Working together...
All your programs...
No spreadsheets.
Kumbaya.

31. It’s totally possible. Promise.
But to do this right you need to keep in mind that
programs can be designed A LOT of different
ways. Make sure your program management
process can account for any of these attributes:
 Cases
 Accounts Sold
 New Accounts Sold
 Recurring Accounts Sold
 Placements (or PODS)
 New Placements
 Recurring Placements
 Dollars
 Brand Points

32. YOUR TAKEAWAY:
Don’t leave money on the table. You really can capture revenue
from every program - big and small. Just take into account the
different ways programs are designed.

33. WHY AUTOMATE ?
We get it. Your program goals and payouts are
wicked hard to manage.
(we’re from Boston, we can’t help it - this is how we talk).
And we know you’re thinking – it’s too hard, it will
take too much time. Well, not if it’s automated.

34. AUTOMATE
>> Reduce your reliance on spreadsheets
>> No more error-prone data entry
>> Stay one step ahead
>> Track more programs
>> Reduce time and resources needed

35. Calculate goals
and payouts automatically.
Just make sure you know what you want to base your
calculations on – there are many options:
 Manual
 No Goal
 Percent Distribution
 Percentage Increase
 Program Goal
 Program Goal Spread
 Quantity Increase

36. Enter all programs in one place.
Access historical data in a central repository.
Congrats - you are now fully equipped to design
smarter, more profitable programs.

37. YOUR TAKEAWAY:
When automating – the devil is in the details and the business
rules around them. By understanding the details up front,
automation can save time, resources, and your sanity.

38. Update daily.
Automation gives you
the ability to keep a
close eye on daily
performance.
AUTOMATE
>> Reduce your reliance on spreadsheets
>> No more error-prone data entry
>> Stay one step ahead
>> Track more programs
>> Reduce time and resources needed
>> Deliver trusted information on time

39. You want your sales reps (and your boss) to
have confidence in the numbers you’re sharing.
Nobody likes a grumpy boss – and the last question you
want to field is “Hey, are these numbers right?”
(insert heavy sigh here)

40. You can help your sales reps meet their
goals with timely, accurate reports.

41. YOUR TAKEAWAY:
Winning teams are built on trust. Trust is built by sharing accurate
data where and when your sales reps need it.

42. TRACK ALL PROGRAMS – BIG & SMALL

43. Determine
where more
effort is
needed and
how much.
TRACK ALL PROGRAMS
>> Sharpen your sales focus

44. Stop wondering if your intuition is leading you in the
right direction.
Use data to build a fact base. You can argue with opinion.
You can’t argue with accurate, trustworthy data.

45. Monitor the performance of your suppliers,
brands, and programs.
So you know exactly where to focus your attention.

46. Identify
the highest
margins.
When margin detail
is available by
account, brand, and
program type...
You can zero in on key performers and boost the bottom line.

47. Use that insight to drive sales by
showing reps where to best
allocate their time.
Capture more revenue.

48. Your more profitable
suppliers might not be
your biggest.
Be attentive to all suppliers.

49. YOUR TAKEAWAY:
When margin data is readily available you can capture more
revenue and focus time building profitable relationships with the
best suppliers (not just the biggest ones).

50. PROVIDE IMMEDIATE FEEDBACK

51. WHY IMMEDIATE FEEDBACK?
Teams improve with timely feedback.
“We all need people who will
gives us feedback. That’s
how we improve.”
– Bill Gates

52. Boost your
forecasting
capabilities.
How do you do it?
With timely data and a
comprehensive view
of performance.
IMMEDIATE FEEDBACK
>> Help reps meet sales goals & quotas

53. Well, first you need the ability to
shift a reps’ selling focus on the fly.

54. And you need to be able to
focus on at-risk programs
earlier in their lifecycle.
Give programs the attention they need before it is too late.

55. YOUR TAKEAWAY:
Meet sales goals and quotas more frequently with visibility into
the numbers. Motivate reps to maximize their performance.

56. IMMEDIATE FEEDBACK
>> Help reps meet sales goals & quotas
>> Produce results
Improve sales management
and effectiveness

57. With a holistic view ... gain a real-time
understanding of the state of the
business and each rep’s performance.

58. Determine which sales reps are
rocking it and who needs help -
across programs, suppliers, and
brands.

59. YOUR TAKEAWAY:
Discover which reps, programs, and customers need attention to
meet sales goals. When reps meet goals the company wins.

60. PROVIDE SELF-SERVICE ACCESS

61. WHY SELF-SERVICE ACCESS?
The stuff competitive advantage is made of…
“Self-service data discovery
software is going to be a top
need for businesses in the
year ahead.”
– Gartner Magic Quadrant for Business
Intelligence and Analytics Report,
February 2014

62. SELF-SERVICE ACCESS
>> Provide fast and simple visibility
across the organization.

63. What if your sales team had all of the information they
needed, when they needed it, where they needed it?
Self-service, when built on the right foundation is a
beautiful thing.

64. The right foundation
starts with applying
your business rules.
Only then can you
deliver the right
information to the
right people at the
right time.
The key to self-service is mastering the business rules.

65. With the business rules in place you can self-serve by
delivering role-based reports and dashboards.

66. A decrease in
report requests.
Productivity rises
as report
requests fall
away.
Another benefit to
self-service?

67. YOUR TAKEAWAY:
Develop a proactive, data-driven culture by enabling self-analysis.
No more waiting for data.

68. PARTNER WITH AN EXPERT

69. EXPERT
>> Make the complex simple.

70. If you feel like you need
help – that’s okay.
This is complex stuff.
But do yourself a solid -
demand a deep understanding
of your industry.

71. Place high value on a proven track record of
success in the Beverage Alcohol Industry.

72. Require technology that ‘s specifically designed to meet
your program management challenges.

73. YOUR TAKEAWAY:
Don’t make a rookie mistake – getting program management right
is too important to work with anyone but an expert.

74. Meet
Program Advisor™
We really can help you with all
of this stuff. Seriously.
AUTOMATE YOUR PROGRAM TRACKING
>> Reduce your reliance on spreadsheets
>> No more error-prone data entry
>> Stay one step ahead
>> Track more programs
>> Reduce time and resources needed
>> Deliver trusted information on time
TRACK ALL PROGRAMS – BIG & SMALL
>> Sharpen your sales focus
GIVE IMMEDIATE FEEDBACK
>> Help reps meet sales goals & quotas
>> Produce results
PROVIDE SELF-SERVICE ACCESS
>> Provide fast and simple visibility across
the organization.
PARTNER WITH AN EXPERT
>> Make the complex simple.

75. AUTOMATE – TRACK ALL PROGRAMS – SELF-SERVICE ACCESS - EXPERTS
Program Advisor™
Automated tracking of all programs
based on your business rules with easy,
self-service access for Sales, Marketing,
and Finance.
Learn more:
• 781.229.9111
• sales@dimins.com
• www.dimins.com
• @DI_tweet