Why Leyla Bond?

Presentation: 10th March 2009To: Richard TerryBy: Leyla Bond

Agenda Overview of Testing Market Competition & Sogeti Compelling Issues Approach to the Role- 30/60/90

Objectives Why Me?

The Market

What is infrastructure testing? What do companies expect? The Benefits Business drivers Strategic Planning

The competition

Tescom, Mission, ISintegration, SQS, Testnet, Testquest, Applabs, Facilita, Acutest- IN house

What they offer What are their UPS’s? Why Sogeti is better? UPS!

Compelling Issues

In House- Can they build a top class testing team & keep them current.

Economy- Pressure! Inadequate Products & Services Compliancy Cost of keeping employees on the

bench- Technology is never static

Approach to the Role Generate Relationships with Sales Team Build Database of Target Customers Build Internal Relationships Conduct Training Profile Offering/ Message to go to Market Get on the Phone! What is a qualified Opportunity? (clear

project, Budget assigned, Committed to meeting)

BANT Qualification- Using SPIN!!

Objectives 30/60/900-30

Build Sales Plan Agree Targets & Objectives with Richard Objectives, 0-2 weeks

Complete training Understand Sogeti message Profile database Start calling- 1- 5 leads (at least) by the end of 1st

month. Support 1st month

Product training, database, existing Clients, time with sales team

30- 60 days Close Pipelined leads Deliver 5- 10 leads in 1st 2 weeks Weeks 7 & 8 achieve 10+ leads per

week Support Required

Detailed Feedback from initial appointments, redirection if & when required.

Objectives 90+ Close Sales & tactical wins Complete understanding of sales process Build a strong pipeline to deliver consistency Plan next 90 days

Support required Short Performance Review Agree targets & objectives for next 90.

Challenges

Ensuring that I am part of the team Building trust of the Field sales People Selling in a tough economy Learning the testing market

Why Me? Why Leyla Bond? Self- motivated Quick learner Hard working Will to Succeed

Proven track record

Comfortable selling on the phone

Ambitious Focused I really want this

job!

Summary

Outlined testing market, benefits & requirements.

Covered the competition & Sogeti’s seat in the sector

Overview of my approach & Objectives Why Me?

Questions

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