channel partner preparedness: intro to selling cloud based unified com & collab solutions _...

Intro to Selling Cloud Based UCC Solutions: Intro to Selling Cloud Based UCC Solutions: Channel Partner PreparednessChannel Partner Preparedness

Focused on Sellers, Part 1Focused on Sellers, Part 1

CompetenciesCompetencies

Presented by: Presented by:

Michael P. Monroe, PrincipalMichael P. Monroe, Principal

Michael P. Monroe | HEMA Michael P. Monroe | HEMA All RIGHTS Reserved All RIGHTS Reserved

Advisor to Channels & Enterprises on:

Unified Communications & Collaboration (UCC) Solutions and Services

Customer Experience & Relationship Management

Sales, Leadership & Teamwork

Evangelism & Thought Leadership on UCC:

Presentations, Seminars and Discussions on Cloud based solutions & services

The Business Impact of the “Internet of Things/Everything” and WebRTC

Executive Exchanges & One on One’s

a 21st Century Management Consultancya 21st Century Management Consultancy

with Over 20 Years of Experiencewith Over 20 Years of Experience


AboutAbout

Portions of this presentation are adapted from the whitepapers: Portions of this presentation are adapted from the whitepapers:

““7 Steps to Selling a Cloud Based, Unified Com & 7 Steps to Selling a Cloud Based, Unified Com & Collaboration (UCC) Solution/Service”Collaboration (UCC) Solution/Service”

““Servicing (Selling) Cloud solutions to the C- Suite … aka Servicing (Selling) Cloud solutions to the C- Suite … aka Who is (are) the Decision Maker(s) – these days?” Who is (are) the Decision Maker(s) – these days?”

Author: Michael P. Monroe Author: Michael P. Monroe

http://mpmonroe1.wordpress.comhttp://mpmonroe1.wordpress.com//


Who am I ? Who am I ?

My Desires, Experience and RoleMy Desires, Experience and Role

My Core Competencies are My Core Competencies are

Examine – Strengths & WeaknessesExamine – Strengths & Weaknesses

Areas to Improve UponAreas to Improve Upon


Who am I ?Who am I ?

Individual or Organizational ReviewIndividual or Organizational Review


Our Customer Profile – Target (s)Our Customer Profile – Target (s)

Installed Base Installed Base

Competitive Displacement Competitive Displacement

Net NewNet New

GreenfieldGreenfield


How Things Have ChangedHow Things Have Changed

According to Gartner – “by 2017, the Chief According to Gartner – “by 2017, the Chief Marketing Officer will spend more on I.T. Marketing Officer will spend more on I.T. than the CIO ...”than the CIO ...”

An IDC prediction – “by 2017, 40% of all An IDC prediction – “by 2017, 40% of all I.T. spending will be done by Line of I.T. spending will be done by Line of Business executives...”Business executives...”


The Survey says ... IDG Research*The Survey says ... IDG Research*

76

78

80

82

84

86

Ease of Use

Flexible Integration w/ ExistingInfrastructure

Solution Scalability

* Three of the top five most important qualities IT leaders consider as very or extremely important when evaluating UCC options are in perfect alignment with the cloud, according to a recent survey by IDG Research: reported in CIO, sponsored by Mitel


Competencies that Instill Credibility with ProspectsCompetencies that Instill Credibility with Prospects

Organizational Competency:Organizational Competency: • Customer Focused, Sales Supportive, Team Centric

• Understands the Lifetime Value of the Customer

• Sufficiently – trained, compensated, motivated

Managerial Competency: Managerial Competency:

• Leadership recognizes the value of Team

• Enthusiastic – about TRIP™ (Train, Refine, Improve, Perform)

• Chosen & Chooses from among the BEST

Sales Competency:Sales Competency: • Customer Focused, Team & Organizationally dependant

• Rewarded for Customer Retention & Satisfaction

• SUPERBLY - trained, compensated, motivated


Where I Need to BeWhere I Need to Be

Win Themes – Win Themes – Internal & ExternalInternal & External

Establishing Establishing Credibility with Credibility with Prospect’sProspect’s

Rendering: UCSD Jacobs Engineering School


Sales CompetenciesSales Competencies

SUPERBLY - trained, compensated,

motivated

Rewarded for Customer Retention & Satisfaction

Customer Focused, Organizationally dependant

- Sales Exec -Able, Credible,

Flexible Communicator

- Sales Exec -Able, Credible,

Flexible Communicator


Sales Competencies ... Sales Competencies ... Customer Focused using Active ListeningCustomer Focused using Active Listening


Sales CompetenciesSales Competencies ... ... “The New Physics of Selling” *“The New Physics of Selling” *

Seller

Decision Maker (s)

CustomerStakeholders

“Knowledge”

Pri

mar

y “S

ellin

g”

Inte

ract

ion

Wid

espread

Su

pp

ort B

ased

New Route

Old Route

* Adapted from: “The Challenger Sale” M. Dixon & B. Adamson


Sales Competencies – Sales Competencies – Pre Sales Call HomeworkPre Sales Call Homework

Individual

Role

Company

Industry Adapted from: “The Challenger Sale” M. Dixon & B. Adamson


5 Critical Elements for a Potential Sale5 Critical Elements for a Potential Sale

PnP

Budget

Need

Com

petit

ion

Timing


PositioningPositioning - Cloud UCC Solutions & Services - Cloud UCC Solutions & Services

Cloud is not only a technology – it’s an Cloud is not only a technology – it’s an architecture; it’s about the Client’s ability to have architecture; it’s about the Client’s ability to have a a more favorable, business outcome and more favorable, business outcome and experienceexperience – enhanced by the cloud based – enhanced by the cloud based solution. solution.


Compels by its Compels by its alignment to alignment to solving the solving the business problembusiness problem

Provides uniquely Provides uniquely differentiated differentiated insightinsight

Elicits a reaction Elicits a reaction to the status quoto the status quo

Solutioning to the NeedSolutioning to the Need ... ...


Next StepsNext Steps

FREE Confidential One Hour EvaluationFREE Confidential One Hour Evaluation of Your Sales of Your Sales Best PracticesBest Practices

Engage Us for Parts 2 - 5Engage Us for Parts 2 - 5: : Prospecting | Qualifying | Closing | Teaming | RetainingProspecting | Qualifying | Closing | Teaming | Retaining

Watch Your Sales TeamWatch Your Sales Team – build pipeline, improve forecast – build pipeline, improve forecast accuracy, accuracy, WIN WIN more dealsmore deals

Create a Customer Experience focusedCreate a Customer Experience focused, Team orientated , Team orientated Organization – led by TRIP™ inspired ManagementOrganization – led by TRIP™ inspired Management


Advisor to Channels & Enterprises on UCC

Sales, Leadership & Teamwork

Evangelism & Thought Leadership on IoT/E and WebRTC

Contact:

Office: 949.226.5302

Email: [email protected]

Blog: http://mpmonroe1.wordpress.com

Video: http://vimeo.com/mpmonroe/success2si...

a 21st Century Management Consultancya 21st Century Management Consultancy

with Over 20 Years of Experiencewith Over 20 Years of Experience

channel partner preparedness: intro to selling cloud based unified com & collab solutions _...

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