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