OneView Benefits

• Sales collaboration across network

• A “one-stop” utility portal

• Ease of use, scalability & accessibility

• Useful reports and metrics

• Improved resource allocation & targeting

• Enhanced customer service & support

User Responsibilities

• Keep account information current

• Complete all required fields

• Follow sales process, milestones & activities

• Maintain data integrity

User Responsibilities

• Manage documents effectively

• Keep accurate and current profiles

• Foster team selling

• Become a champion of the process

OneView Training Modules

Module One: Getting Started

Navigation

Input Fields

Home Page

Employee Profile, etc.

OneView Training Modules

Module Two: Company Profile

Inputting and Organizing information on current customers or prospects

Company Main Tab

Defining a New Company

Freight & Logistics Tabs

History & Additional Info. Tabs

OneView Training Modules

Module Three: Contact Profile

Compiling information on key contacts within a company

Contact Profile Tab

Defining a New Contact

Additional Information & History Tabs

OneView Training Modules

Module Four: Activities

Managing meetings, calls & tasks

Integration with Miller Heiman Green Sheet

Defining a New Activity

Scheduling a Task

Scheduling a Call or Meeting

Activity History

OneView Training Modules

Module Five: Opportunity Profile

Capturing information about current business opportunities

Defining a New Opportunity

Milestones and Activities Tab

Product Buttons

RFQ Button

OneView Training Modules

Module Six: Miller Heiman Strategy Documents

Extending opportunity & activity profiles with Green Sheets & Blue Sheets

Defining a Blue Sheet

Blue Sheet Development Guidelines

Defining a Green Sheet

Module One – Getting Started

• Logging into OneView

• Security Parameters

• OneView Fields & Buttons

• Your Personal Home Page

• Search and Navigation

• OneView Calendar

OneView “101”

Module One – Getting Started

• Updating Employee Profile

• The Feedback Mechanism

• OneView Training Button

• Defining Alerts

• Attachments

OneView “101”

Module One – Getting Started

• Personalize your home page Keep on top of sales responsibilities

• Learn to navigate effectively

• Keep Employee Profile up to date

• Utilize feedback tool to help improve functionality

• Use your calendar to plan each day

• Keep attachments under 1 megabyte

Review

Module Two – Company Profile

• The Company Tab • Entering Company Information• Contacts Segment• Product Profile Segment• Opportunity Segment• Freight and Logistics Tabs• Additional Company Information Tab

Overview

Module Two – Company Profile

• Any OneView User can view company info.

• Only Account Manager/added Team Members can edit

• User creating the account is designated Account Manager

Business Rules

Module Two – Company Profile

• Keep this “Executive Summary” section up to date

• Use this screen as an entry point for all contacts, opportunities and activities related to this company

• Complete the Product Profile thoroughly

• Use the Freight and Logistics Tabs to detail all customer trade lane activity

• View the History tab before sales and conference calls

• Use the Additional Info. Tab to store critical information

Review

Module Three – Contacts

• The Contact Tab • Required Information• Web Interface• Current Opportunities/Outstanding Activities• Additional Information Tab• History Tab• Use as a rapport building tool

Overview

Module Three – Contacts

• A contact must be associated with a company

• Address info will be inherited from company

• Prompts will indicate duplicate contacts

Business Rules

Module Three – Contacts

• We build credibility and rapport by our relationships with our contacts

• Web Button can be used to research your contact

• Current Opportunities/Outstanding Activities are easily found on this page

• Use Additional Information tab to store more critical contact information

• Use History tab as a pre call planning resource

Review

Module Four – Activities

• Accessed by “New Activity” button

• Ability to manage meetings, calls, tasks

• Easily add and invite customers and team members

• Activities will be placed on your home page and OneView calendar

• Completed Activities will be archived to keep visibility to tasks, calls and meeting completed

• Assists in the management of your selling time

Overview

Module Four – Activities

• Ability to manage meetings, calls, tasks

• Easily add and invite customers and team members

• Activities will be placed on your home page and OneView calendar for reference and visibility

• Completed Activities will be archived to keep track of tasks, calls and meeting completed

• Assists in the management of your selling time

• Develop Green Sheets directly from this screen

Review

Module Five – Opportunities

• Develop and drill down on selected Opportunities

• This portion developed by multiple internal Agility teams

• Opportunities built from information entered previously

• Trade Lane groups are identified and updated

• Opportunities are captured by Revenue, Net Revenue and Volume

• Milestones and sales processes are identified and managed

• Blue Sheet is developed from this page

Overview

Module Five – Opportunities

• Any OneView User can view Opportunity info.

• Account Owner will be default Opportunity Manager

• Account Owner can authorize edit rights to any user

• No duplication checks in opportunities

Business Rules

Module Five – Opportunities

• Add Opportunities via Profile on Company Main Page

• Added team members have full edit rights

• Adopt a common practice in naming opportunities

• Create “Blue Sheets” via View Blue Sheet button

• Become familiar with sales process – apply milestones

Opportunities Recap

Module Five – Opportunities

• Use product buttons to provide detail

• Complete freight and profile tabs

• Provide accurate readings of revenue/volume

• Include brokerage, origin & destination fees

• Record opportunities as won or lost

• Remember… information is power

Opportunities Review

Module Six – Mille Heiman Strategy Documents

• Blue and Green sheet are both developed from previously entered information.

• Miller Heiman process is the cornerstone of our sales methodology and must be supported.

• This module is not a Miller Heiman Strategy review

• We’ll further define Complex Opportunities

• Blue and Green sheets are critical for sales collaboration and team selling

Overview

Module Six – Miller Heiman Strategy Documents

• Automatic population of information

• Saves time and effort

• Team members gain visibility to strategy documents

• Fast, easy accessibility for important sales calls

• Cornerstone of Agility’s sales methodology

Benefits of Blue Sheet/Green Sheet

Module Six – Miller Heiman Strategy Documents

• Involve multiple buying influences

• Involve many locations and geographies

• Driven by need for integrated solution

• Managed by team of Agility professionals

• Potentially a large opportunity

• Sponsored by member of executive team

Complex Opportunities

Module Six – Miller Heiman Strategy Documents

Blue Sheet Transfer

Opportunity Profile Blue Sheet Profile

Opportunity Name SSO (Single Sales Objective)

Quote Total SSO Revenue

Currency Currency

Opportunity Owner Account Manager

Sales Status Place in the Funnel

Expected Decision Date Close Date

Competitor(s) Grid Listing Competitor(s) Grid Listing

Buying Influencer(s) Grid Listing Buying Influencer(s) Grid Listing

Module Six – Miller Heiman Strategy Documents

Green Sheet Transfer

Activity Blue Sheet Profile Green Sheet Profile

Activity Date Call Date

Activity Scheduled To Account Manager

Meeting Attendees Meeting Attendees

Primary Contact Primary Contact

SSO SSO

Revenue Revenue

Close Date Close Date

Module Six – Miller Heiman Strategy Documents

• Blue and Green sheet are both developed from previously entered information.

• Miller Heiman process is the cornerstone of our sales methodology and must be supported.

• Complete fields not transferred to build documents

• Develop Blue Sheets for defined Complex Opportunities

• Develop Green Sheets for important sales calls

• Download ActiveX plug in for print capabilities

Review

Questions?