collaborative product adoption speed the sales process for faster time to revenue

10
Collaborative Product Adoption Speed the Sales Process for Faster Time to Revenue

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Page 1: Collaborative Product Adoption Speed the Sales Process for Faster Time to Revenue

Collaborative Product Adoption

Speed the Sales Process for Faster Time to Revenue

Page 2: Collaborative Product Adoption Speed the Sales Process for Faster Time to Revenue

Toolwire shortens sales cycles and accelerates product adoption

TrainingTraining

DemonstrationDemonstration

EvaluationEvaluation

Technical SupportTechnical Support

YourProductYour

Product

12 September 2002 p. 2

Page 3: Collaborative Product Adoption Speed the Sales Process for Faster Time to Revenue

12 September 2002 p. 3

How Customers Use Toolwire

Teaching

SellingToolwire|AE

Toolwire|Training

SupportToolwire|AE

LaunchToolwire|AE

Page 4: Collaborative Product Adoption Speed the Sales Process for Faster Time to Revenue

12 September 2002 p. 4

Driving Revenue in a Tough EconomyProving the Value of Your Offering

“Evaluations only add risk and cost”o Lost Sales Momentum

• Delays to setup and coordinate client IT efforto Loss of control

• Client confusion, lack of training• Client inactivity interpreted as lack of need

o Risk of failure• Installation, setup, licensing, performance problems

o High cost borne by both parties• FAE’s: travel cost, shipping, set-up and follow-up

time, administrative overhead• Client: IT time, allocating hardware, operational

disruption

Page 5: Collaborative Product Adoption Speed the Sales Process for Faster Time to Revenue

12 September 2002 p. 5

Driving Revenue in a Tough EconomyProving the Value of Your Offering

“Evaluations are an opportunity to get closer to the client”o Understand the client best

• Uncover the client’s real pain points• Learn client’s scenario and environment• Establish personal connections

o Showcase your company• Demonstrate responsiveness• Highlight relevant features• Competitively differentiate• Experience your services

Page 6: Collaborative Product Adoption Speed the Sales Process for Faster Time to Revenue

12 September 2002 p. 6

Driving Revenue in a Tough EconomyToolwire|AE Lowers the Barrier to Evaluations

Mitigate Risko Maintain Sales Momentumo Increase Control and Visibilityo Eliminate Risk of Failure

Lower Cost for You and Your Client Capitalize on Opportunity

o More responsiveo Stay closer to your customero Evaluations become a competitive

differentiator

Page 7: Collaborative Product Adoption Speed the Sales Process for Faster Time to Revenue

12 September 2002 p. 712 September 2002 p. 7

Page 8: Collaborative Product Adoption Speed the Sales Process for Faster Time to Revenue

Deploy evaluations instantly …Monitor progress continuously

12 September 2002 p. 8

Page 9: Collaborative Product Adoption Speed the Sales Process for Faster Time to Revenue

high performance

Toolwire ensures that customers use known, good environments

secure private

protected

pre-configured

collaborative

12 September 2002 p. 9

Page 10: Collaborative Product Adoption Speed the Sales Process for Faster Time to Revenue

12 September 2002 p. 10

Drive More Revenue

Shorten the sales cycle o Turn on proof-of-concept immediately to

maintain sales momentumo Avoid coordinating resources at project

site Improve the success rate

o Reduce risk with a clean environment, predictable behavior

o Monitor customer progress, train and support as needed