february 14 – 17 | napa, california global partner …...evp engagement model s1 -prospecting s2...
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1Global Partner Summit 2017: Competing to Win
February 14 – 17 | Napa, California
Global Partner Summit 2017: Competing to Win
Buyers’ Journey:GE and Partners
John InskoVP of Enterprise SalesGE Digital
The Industrial Internet Journey
Get Connected
Deliver insights to the right people at the right time by receiving predictive insights, not just alarms.
Run adaptable facilities and maximize the return on your assets and impact of your people.
Start with the foundation completed so you can have visibility to the right information to make decisions.
Get Insights
Get Optimized
Data from assets and
systems
Turned into Insights by Analytics
Enabling People at Work
Enterprise Value Proposal Program
3
Through the EVP process, the entire GE infrastructure is leveraged to streamline operations, “supersize” opportunities and expedite bringing
priority deals to closure.
EVP Team / SWAT
P&L Sales Rep
Marketing
Solution architects GGO
Function
Deal Team
EVP is a process to pursue and manage opportunities with large enterprises that are looking to digitize and harness the power of the industrial internet.
Product Managers
Foundry
Channel Partners
GE Digital EVP and Partners will have ownership of and responsibility for specific EVP opportunities and will leverage all necessary GE resources across GE to meet the customer’s desired outcomes
High Impact
High Value
High Velocity
One GE
Customer First
Partnership
EVP 2017: Growth Driver
GE/Industrial Spend The Power of 1% Inside Out Strategy
$117M in annual incremental EBITDA and $900M value creation opportunity in play
Prescriptive EVP process (GE and Partners)
EVPtools
EVPProcess:8to12weekswithcontinualexec-to-execdealcloserhythmAccelerate:OneGEJumpstart:
exec-to-execLargeGECustomer
NewProspectviaC-suite
ISV/Partner
EVPqu
alificatio
n
Foundry
Products
FoundryTransform
Digital Transformation
Playbook
Outcome Map
Power Map
Maturity Model
Value Calc.
Close Plan
Reference Architecture
Future of Industry Point
of View
Peer to Peer Connections
Reference Benchmarks
Competitor BattlecardsUse Cases & Workshops
Value Calculators
Industry Maps
Black Hat review
Commercial –Product Review
DojosBeta Preview
Demo Library
Design Thinking
Fast works
Customer Advisory Board
Data ScienceCost,revenue&innovation
transformation
Winningproposition
GE/Partner/Customer: Enabling Digital Industrial for Customer
GE/Partner-Customer for their
Customers
GE/Partner- for Customer
GE/Partner-Customer for the World
Jumpstart & Deploy Partnership New Markets
Supplier Customer
1% of revenue potential savings $$$ MM potential $$ B potential
Accelerated Parallel Execution
EVP Engagement Model
S1- Prospecting S2- Qualifying S3- Discovery S4– Solutiongeneration S5– Validating S6-Quoting
S8–ClosedWon
S7-NegotiatingSFDCSellingStage
CustomerBuyingStage Looseningofthestatusquo Committingtochange Exploringpossiblesolutions Committingtoasolution Justifyingthedecision Selection/
ownershipOutcome/value
achieved
• OverviewPresentationsonPredixandApplicationSuites
• OnlineDemo’savailableonPredix.com
• TargetUseCases&WhattoAvoid
• SuccessStories• MasteryofGA
PredixServices• MasteryofGA
PredixPoweredApplications
• PredixPartnerEcosystem
• MobileLabEnvironment
• OutcomeMap• ScriptedDemo’sby
Industry/Application
• ValueCalculatorbyIndustry/UseCase
• RFPTechnicalResponse
• PredixRoadmap• FoundryExperience
/DesignThinking
• ValueCalculator• StandardReference
Architecture• Flexible/Customer
FocusedDemo’s• EnterpriseTrial
Licenses• UserDocumentation
andGuides• Referencestiedtothe
CustomerUseCase• GEReferenceSites
• ArchitectureReviewBoardfornon-standardarchitectures+EVPaccounts
• CustomerPOC(asneeded)
• CustomerReferenceCalls
• NewCustomerReferencePlanning
MaximizeDealSize&Velocity StandardReferenceArchitecture&Solutions
StandardPricing
PreSalesSATechnologyProofPoints
SalesResponsibilities
GEBusinessOutcomes
TightlyIntegratedSalesTeam
DigitalTransformationPlaybook
OutcomeMap
PowerMap
MaturityModel
ValueCalc.
ClosePlan
RefArch+Demo
BlackHat BlackHat
Proposal
GE Digital
SFDC Opportunity ManagementTACTBrain Shark
Deal Maker Playbook
Power MapOppty Outcome Map PSSA
Maturity Model PSSA
Value Calculator PSSA
Ref. Architecture PSSA
Demo Capabilities PSSA
Close Plan*Order Entry
Black Hat* Black Hat* Order EntryBlack Hat*
Tool
sBe
st
Prac
tices
• Customer Self inspection
“Tra
ps’
• Product Discussion
• Power Point
• Request for free trials
• Discovery w/o sr. level commitment
• Predix App readiness discussion vs. iterative journey & partnership
• Assume you & customer are at the same buying stage
• Demo details outside of customer needs
• Commit a reference visit without confirming w/ customer what is needed to move to next step
• Bringing ITO, services & customer success late into the game
Exte
nded
Tea
m
GGOInside Sales (Lead Management)
Marketing* (Field+ABM) (+ Customer Marketing)*
Industry Solutions Group (ISG)Emerging Vertical (EV)
Foundry
CommOps : Deal Desk
S1 Prospecting S2 Qualifying S3 Discovery S4 Sol. Gen. S5 Validating S6 Quoting S7 NegotiatingS8
Closed
Customer Buying Stage
Committing to change Exploring possible solutions Committing to a solution Justifying the decision Selection/ ownership
Outcome/ value achieved
Loosening of the status quo
GE
Dig
ital
P&L’
s
Cha
nnel
s &
Alli
ance
sSales Stage
Execs (JRI/Ruh/Rice)
Product*
EVP/SWATCustomer References
• Compelling Point of View(GE Tx Story)
• White boarding• Discovery Workshop• Active Listening• Leverage Reference Material
• Land strategy considers allGED Solutions
• Scripted Industry Specific Demos• Customer Outcome Validation• Influence the RFP
• Mutual value and pre-proposal agreement
• Set GED Partnership Journey Expectations (Exec Sponsor, CAB*EVP/ABM)
• Engage GED “Deal Desk”
• Strategic customer reference call / visit
• Reference Commitment in proposal
• Sales wins review to capture best practices & enable sales improvement
• Do Customer Homework• Access to funds?• Project identified?• Digital Tx initiatives?
• Mastery of GA Predix Services,Apps & Roadmap
* Optional
Advisory Services (AS) Customer Success (CS)
Demonstrating value through our collaborative workshops
Visionaries
Evangelists
Executionists
Immerse
Educate
Certify
Align
Agree
Authorize
Ideate
Demonstrate
Expand
Digital Industrial Transformative
Play
Foundry
Workshops
Executive Briefings
EVP DEAL
Customer Internal New OfferingsTheir Customers
Innovation New RevenueReduce Cost
ABM tactics at a glance….Annual Value
Reports
Custom Email Campaigns
Success Stories
Custom Analytics & Insights
Customer Meetings
Account Expansion & Enrichment
Customer Portals
Community Portals
Access to SMEsWhite Glove Services
Customer Partnership Marketing
Customized Content
RFP Support
Targeted Direct Mail
Targeted Ads
Executive Videos
EVP execution | Exelon @ $39 mill
• GE Power – executives, sales leaders, account exec, CTO, CDO aligned with different players at Exelon • Good integration with
Exelon Corporate Innovation Board who are the decision makers• Commitments to
exploratory workshops
• Multiple workshops to define value, outcomes, co-innovation models• Multiple workshops to
define implementation strategies
• Proposal covering 6 years for Predix PaaS, APM SaaS, cyber security and 3 years of co-deployment implementation services• Penalty/Reward
structure tied to outcome value
• Implementation kick off and delivery
• Continual GE & Exelon innovation board meetings to maintain alignment• More workshops
conducted to drive granularity of architecture, security, services• Clarity of consumption
of PaaS and SaaS• Co-innovation
revenue share model
• Budget discussions• Understanding
innovation strategy• Baseline
understanding of expectations• Discussions around
how current software projects have helped
• Long standing GE customer with significant install base• Impactful GE exec
relationships• Stated desire to be
the leaders in Industrial IoT and bring innovation to the forefront• Available budgets
EVP Execution
Nomination Qualification research EVP workshops
Customer commitment/ Exec
Alignment
Executive & proposal
revalidateProposal Deploy
1 2 3 4 5 6 7
Status quo changing
Exploring solutions
Committing to a solution
Selection / Ownership
Committing to change
Justifying the decision
Execute FinalizeOutcome
value achieved
S4 -Solution
generation
S5 -Validating
S7 –Negotiating
S3 –Discovery
S6 –Quoting
S8 –Closed Won
S1-Prospecting
S2 –Qualifying
SFDCSelling Stages
CustomerBuying Stages
Validate & iterate
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