retail solutions assessment and qualification
TRANSCRIPT
Successful Information Exchange and Assessment
Sales & Delivery Cycle
2
1. Engage
2. Qualify
3. Scope
4. Assess
5. Solutio
n
6. Justify
7. Deliver
• Target Contacts• 7 slide deck• Elevator pitch• Efficient/ effective• Procurement/ marketing
• Governance• Who is involved• What toolkits used• Data Collection• Current State Process• Data Analysis
• Solution Design & Development
• Business Case
• Acceptance Criteria
Successful Information Exchange & Assessment
The learning pyramid
Tier 1 – QualificationIs the business going to pursue this or not? if so, what resources are required?
Tier 2 – AssessmentEngage further – SME resource
Tier 3 – Due DiligenceAscertain how the solution will work in practical terms
Risk
SolutionKnowledge
Opportunity qualified and
resource allocated
Capability and SME alignment and
project on initiation
Initial solution, on boarding approach and financial model
99.9% Knowledge 0% Risk 100% Solution
Opportunity Qualification
1. There is alignment with a C-level executive.
2. The client has a propensity to outsource.
3. The client has budget allocated for innovative communication ideas
4. A base of multiple vendors and suppliers are utilized for print production, communication processing and/or multichannel delivery and there is no visibility to the process.
5. Disparate systems and tool sets are utilized for creative processes, internal project management, and execution (i.e. point of sale document production and delivery).
Opportunity Qualification
6. There is a desire to change, but it takes too long and it’s too difficult and expensive an undertaking.
7. There is difficulty reaching customers in individual and relevant ways.
8. The client is seeking new ways to increase revenues.
9. The company wants to stay ahead of the technology curve, but omni-channel campaign management is a huge investment and the “next best thing” is continually being introduced.
10.The cost of updating marketing communications is spiraling out of control.
2. Determining the scope
• What is the customer’s desired scope of requirements?– How does this measure against their business priorities and key
objectives?– How does this map against our own delivery capability?– How realistic is the suggested timeline?– What is driving the timescales?– Can it broken up into phases starting with quick wins?– What is the impact on available resources on both sides?– What is the impact on cost?– What is the sponsor’s investment?– Should the scope be expanded or reduced to realistically meet
the key objectives?
Believing in the value of assessment
Assessment gives you the tools to better understand an opportunity.
Value for the custom
er
Value for
DATA
Value for you!
Uncover factors that contribute to challenges and potential solutions
Enable clear understanding of the challenges for better customer buy-in
Gain valuable insight and position yourself as a consultant instead of vendor – which fuels future sales
Assessment Model
Engagement
• The problem• Expected outcome• How• How long
Who is involved?
What are they doing now?
What do you want them to do?
What is the value
of the gap?What is the cost of doing nothing?
$Desired stateCurrent state
Data Gathering – approach to stakeholders
Primary requirements – preparation for pre-knowledge exchange
Who
Identify key stakeholders• Roles & Responsibilities• Stakeholder availability map & location • Determine Current (Print) spend analysis
Marketing& Creative Agencies
Supply Chain Manager & Executives
Secondary requirements – at knowledge exchange discussion Who
Obtain detailed analysis of current state• Validate stakeholder information received (pre
knowledge exchange). • Discuss & map individual team processes• Document existing technology requirements including
workflow & communication tools• Understand marketing preferred ways of working
Discuss next steps with stakeholders• Validation of all data captured by the key stakeholder
Marketing& Creative Agencies
Supply Chain Manager & Executives
Types of data required
Primary requirements from assessment preparation
Current state overview
Identify key stakeholders
Roles & responsibilities
Availability mapping
Print spend information
Product / service details
Secondary requirements from assessment activity with stakeholders
Detailed view of current state
Validate information received
Preferences and pain points
Establish timelines/critical paths
Technology requirements
Review data captured
Map end-to-end processes Agree next steps
Relationships & Messages
Key Contacts
DATA Confidential12
Key contacts and sponsors will be at the C-level.
• Contacts in Procurement/Purchasing will drive a commodity discussion and you will not be able to sell the value proposition.
Next level of interest and sponsorship will be at the Line of Business or Product Management and Marketing levels.
• The value of service capability will appeal to Managers of these organizations.
CFO/Finance
• Overall cost savings• “Go Green” initiative support• Vendor utilization and management• Outcome-based agreement
Marketing
Line of Business/Product Mgmt
• Overall cost savings• Improved customer/participant satisfaction and
loyalty• Operational (SLA) reporting and management• Communicate based on preference and
e‑adoption campaigns to drive preferred (electronic) methods
CIO/IT
• Operational control• Security and regulatory compliance
COO/Operations
• Overall Cost Savings• Operational control• Security and regulatory compliance• Improved Call Center Productivity• Positive Marketing ROI• Brand Standards
• Overall Cost Savings• Operational control• Security and regulatory compliance• Positive Marketing ROI• Customer Satisfaction & Retention• Increased RevenuesCEO/Owner
• Attract new customers• Improve customer experience• Increase revenue/cross sell• Reduce Churn/attrition• Increase customer wallet share• Increase efficiency & effectiveness• Improve brand consistency