building a sales first organization

Building a Sales FirstOrganization Rick BakerVP Sales Strategy, Citrix Systems

Growth and Execution

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Networking

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Mobility

Virtualization

Building a Sales First Organization

2 determine the goal1

3 4

agree on the problem

define the approach

commit to the journey

2 determine the goal1

3 4

agree on the problem

define the approach

commit to the journey

Why does enablement hurt so bad?

Our Content Challenges…

Partner access to content Limited support

for just in time learning

Role-based content access

Poor search functionality

No workflow capabilities

Not social enabled

Not mobile friendly

No guided process for

newbies

Too many repositories

No SFDC integration

Varying degrees of

quality

Making it easy to find

Limited quality standards

No way to capture tribal

knowledge

Too product focused

Offline Access

Limited usage

analytics

Keeping contentcurrent

Key Sales Process Statistics:

• 57% of the customer’s buying decision is made before the meeting with the seller

• Sellers spend on avg. 40-60 hours per month finding or creating sales collateral

Realities

MultipleSystems

VariousOpinions

DifferentLOB

2 determine the goal1

3 4

agree on the problem

define the approach

commit to the journey

Project “PDK”

Aspiration

You have the right tools and programs

You are more efficient targeting the right

opportunities and accounts with the right products

You are better enabled with the right

skills, knowledge and practices

INCREASEeffectiveness

…is Transformative

DOUBLEavailable selling time

2 determine the goal1

3 4

agree on the problem

define the approach

commit to the journey

Sometimes a roadmap

is not enough!

Project Objective

Create a comprehensive sales enablement platform that is intuitive, always evolving,

and readily available to meet the demands of both internal sellers and our channel community.

Listen Explore Resource Measure Communicateothers have attempted to solve this issue and have opinions about the approach as well as the issues

evaluate all potential real options and measure each against specific business criteria

it will take a village to raise this “child,” so determine resources early and establish advocacy

success should be carefully defined and set against as many objective criteria as possible as well as pilots

let people know what to expect, the progress, and establish excitement about the realities of this change initiative

Teamwork is the ability to work together toward a common vision. The ability to direct individual

accomplishments toward organizational objectives.

It is the fuel that allows common people to attain uncommon results.

Andrew Carnegie

2 determine the goal1

3 4

agree on the problem

define the approach

commit to the journey

Citrix SalesIQ

Branded and Launched

Accelerate carefully and understand the adoption capacity

What would have taken me over 2 hours to pull together – took 12 minutes.  I can’t believe how much time I got back because of SalesIQ.

Citrix Sales Team

User Quotes

Thank youFor more informationSAVO Web Site: www.savogroup.com

Sales First Nation: www.savogroup.com/sales-first-nation/

SAVO Products: www.savogroup.com/products/

SAVO Phone: 312-276-7700