vce account reviews kit for rds vce adoption program q2 fy12 enabling vce
TRANSCRIPT
VCE Account Reviews kit for RDs
VCE Adoption ProgramQ2 FY12
Enabling VCE
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What – Each RD will be asked to organize account reviews with their reps and the ecosystem– Template (same as GAM) & guidance to be provided through PTCU (download)– We monitor kit download, scheduled dates, participants names & reviews delivery
Why– Keep momentum, VCE was not a Q1 event only– Need to foster VCE Enablement activities in the field (still need to improve)– Support VCE application for better adoption after Q1 regional VCE training series
Which benefits– Part of management hygiene, not on top of business activities– Focused on practical application of VCE for 1 major account per rep– Should drive tangible results through cross-functional alignment and action plan
Process– Each RD has to download an Account Review kit and provide dates and participants names– Each participant will be asked to complete a survey post review for us to track attendance– We provide a weekly report to the management team
Executives Summary
Q2 VCE Account Reviews
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To provide each RD with material & guidelines to organize account reviews, following Q1 Regional VCE training series
To allow the account teams to absorb and apply what has been done in Q1 and
– Share return of experience, following customers meeting, what worked & what should be improved
– Assess current opportunities compared to the VCE Model– Assess level of Enablement Activities– Define the action plan with the account team to bridge the gaps – Prioritize resources allocation
Objectives of the VCE Account Review kit
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VCE Program & Adoption Roadmap
IDENTIFY MODEL PLAN DELIVER
Re
fresh
Solutions
Partnership Operating Framework
VALUE
ROADMAP
GOVERNANCE
Phase 1a – Value ModelingScope: Content/Adoption
Timeframe: H112
Phase 1b – Value
PlanningScope: Content/ Adoption
Timeframe: H212
Phase 2a – Value
MeasurementScope:
Content/AdoptionTimeframe: H113
Phase 2c – GovernanceScope: Content Refinement/Adoption
Timeframe: H113
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VCE Account Review Kit –
Overview of the process – how to use Account Review Kit
Recommendations on timelines & participants
Material & account review template
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List any questions you may have and send to [email protected]
Identify your targeted participants and potential date for account reviews
Validate with extended team their participation (i*Center / Sales BDM, Client Managers)
Get logistics set up (meeting room, video, paperboards, calendar invitation, etc.)
Make sure the participants have understood session objectives and required preparation before the meeting (do a conf call if needed)
At the end of the workshop, agree on the call to actions and operating rhythm to inspect & measure progress (accounts/opportunities list, deliverables to inspect, CRM system info, cadence of calls to discuss progress & challenges)
Session participants MUST complete the VCE Account Review Evaluation in PTCU to receive credit for attending. Manager will distribute link to evaluation at the end of the workshop (Copy and send information below)
PTCU Title: VCE Account Review Evaluationhttp://www.ptc.com/Saba/Web/ptcu/goto/GuestOfferingDetails?offeringId=dowbt000000000019728
Overview of the process - How to use Training Kit
Once you’ve reviewed this content, please make sure you
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The account reviews have to be planned ASAP to be conducted in Q2
It can be virtual session if you have a real dispersed team, but meeting “in person” is recommended
You should run a separate session for each account manager from your team (not all other SRs watching the SR presenting)
Attendance of i*Center managers or TAM or BDM & Client Managers from your region is required
Recommendations on timelines & participants
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Deliverables to prepare for the Account Review (see Template section)
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Identified agenda & participants availabilities (including BDM or TAM and Client Managers)
Sent out invitations & template
Set expectations with all participants
Nailed down logistics
Preparation required for VCE Workshop
As a Regional Director, you should have…
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One of your account with an Enterprise Solution opportunity
Your return of experience– How did you position VCE? To Whom? In which context?– What was customer’s reaction– What can we do to improve
Your Account Review prepared– Template filled– Information distributed to the team before the review
Preparation required for VCE Workshop
As an account manager, you should come prepared with…
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VCE Account Reviews Kit material
VCE Account Reviews
Name of Sales RDNames of TAM, BDM & Client Manager who are
supporting the RD
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Identify lessons learned from first Customers VCE meetings
Assess current account landscape, relationship & VCE Status
Define Action Plan
Objectives of VCE Account Review
By the end of the session, the participants should be able to
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Agenda of Regional VCE Account Reviews
Kick off & introduction (RD) – 5’
Return of Experience on VCE at customer (roundtable) – 30’– How did you position VCE? To Whom? In which context?– What was customer’s reaction? Next steps?– What can we do to improve
Call to Actions & Wrap up (RD) – 5’
Start End Duration Sales Rep Account BDM CM8:00 10:00 2:00 John Doe Supercopter Brian Fox Simon Templar
10:00 12:00 2:00 Jane Wright Megaplane Brian Fox Simon Templar
12:00 12:30 0:30 all working lunch
12:30 14:30 2:00 Arnold White Rocketstar Brian Fox Jacke Flight
14:30 16:30 2:00 Manfred German Systemconcept Alexander Mittwoch Jacke Flight
16:30 18:30 2:00 Mike Awasome ServicesTop Alexander Mittwoch Jacke Flight
18:30 18:45 0:15 all wrap up
Double click on the table to insert your own agenda. Please note
that all SR can attend the beginning and wrap up but each SR can come in and out for the review and do other business activities when not presenting
Account Review/Plan Template
Customer NameAccount Team
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This template is provided for guidance in preparing an Account Review/Plan. It is intended to help assist with strategy and communicate the most relevant information such as background, vision, resources, and actions. Each account team and leader is encouraged to utilize the concepts as good “basic hygiene” and adapt for their own specific situations and styles.
GUIDANCE
17© 20011 PTC
Agenda – Account Review/Plan
Account Overview
Executive Org Chart & Insight
PTC Account Team
PTC Whitespace
Current IT Landscape
PTC Account History, Revenue and Activities
Opportunity Landscape
Leading Indicator Activities
Account Goals for FY 2012
Critical Corporate Support Needs
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Company Name - Account Overview
Ranking 20th largest U.S. manufacturer (2010 list, Industry Week).
Employees 220,000 employees (2010)67% outside the U.S.
Revenues $42.7 B (2010)
Net Income $3.2 B or $.12 per share (2010)
Business Definition What products do they make? What does the company “Do?” What is their market? Who are their customers?
Corporate Strategy/Mission Corporate Goals/Initiatives
Overall Business Condition Growing/Stable/Declining, Market share
Industry Drivers What are the trends?
Competitors Who do they compete with? How do they differentiate?
Significant Recent Events Press Releases, Mergers, Re-orgs, etc.
© 2011 PTC
Sample Data
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Corporate Objectives
(Revenue / Profit)
Risks & Critical Capabilities
(PTC Segment Tie-In)
Business
Strategies
(“What To Do”)
• VCE Overview• Pertinent Best Practices from PTC VRM
• Be /Remain the Industry Leader• Increase Shareholder Value
• Drive Growth
Business
Initiatives
(“How to Do It”)
PTCApproach
Best Practices
• Penetrate new markets (Innovation)• Organic Growth of Product Lines
• Cost Control to Fund Business• Expand Distributor Network to Increase Sales Volume
• Best Practices to Drive Cost Efficiency and Corp. Governance• Relocation/Closure of Plants
• Consolidate Supply Chain• Technology Consolidation
• Specific risks called out in 10-k, 10-k, Analyst call• Critical Capabilities from PTC VRM
Value Pyramid
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Jim SmithCEO
Glen MillerEnterprise Transformation
Jody ParkerEVP Quality
Tom MirekCFO
Bob JonesCOO
Ron AbbotVP Tactical
Jeff PetersVP Tech Ops
Rick EdwardsJCM PM
Gene HalloquePM MULE
Rick MagnussPM Netfires
Dwight JacksonCIO
Darcy SettyDirector, IT
Cal ScotDirector, IT
Ron LeachDirector IT
Gerald SmithDirector IT
Harvey GrossEVP Ops
John SmithSVP Finance
Don WilliamsSVP Jim Duggan
Director
Sam PerkinsDirector,
Ann WalkerDirector,
Company Name – Executive Org Chart
Indicate “Star” for Target Relationships
Indicate “I” for “INFLUENCE” in PTC Decisions
Indicate “A” for “AUTHORITY” in PTC Decisions
Indicate “C” for Champion
Indicate “E” for “ENEMY”
IA
A
A A A
I
I
I
A
Sample Data
CE
CC
E
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Company Name – PTC Account Team
© 2011 PTC
Position Rep Name Office Location
GAM Tom Kluckman Lisle, IL
RD Joe Elliott Brookfield, WI
Local SASR Brian Davis Brookfield, WI
Local SASR Jeff Lightner Vista, CA
I*Center Bruce Hulse Needham, MA
GSO Lynn Ann Morris Arlington, TX
TAM N/A N/A
Executive Sponsor Bob Ranaldi Needham, MA
Services Partners N/A N/A
Sample Data
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Company Name – PTC Whitespace
Customer Creo
Par
amet
ricCr
eo D
irect
Creo
Ele
men
ts/D
irect
Creo
Vie
wOth
er C
reo
mod
ules
(i.e.
AAX
, Fle
xible
Mod
elin
g, IS
DX,
Simul
ate)
MCA
D CN
SW
C PDM
Link
WC P
roje
ctLin
kW
indc
hill
Prod
uct
Anal
ytics
Win
dchi
ll Qua
lity
Solu
tions
Other
WC
Mod
ules
(i.e
.
Parts
Link,
RoHS,
MPM
Link)
Win
dchi
ll CN
SIn
tegr
ityM
athc
adAr
borte
xtVi
sion
Asse
ssm
ent
PTC
Unive
rsity
TotalsCustomer Name 33
0000000
TOTALS 1 2 3 1 2 3 1 2 3 1 2 3 1 2 3 1 2 33
OBSERVATIONS: (What trends, territory information, sales process information ACTION Plan:
Instruction: Double Click Excel Table to edit. Please enter one line for each significant division of the company
Red = Little or no install in this area of opportunityYellow = Average amount of install and/or competitive targets in this area of opportunityGreen = Significant PTC install base in this area of opportunity
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Company Name – Current IT Landscape
© 2011 PTC
Relevant Systems Current Solution/Provider # of SeatsIT Spend ($)
Years Deployed Issues/Comments/Satisfaction Level
Systems Integrator
CAD
ECAD
PLM
PDM
ERP
Requirements Mgt
Hardware
Project Mgmt
Visualization
Instruction: edit as appropriate to the customer’s current landscape
24© 2011 PTC
Company Name - PTC Revenue Trends
License Consulting Training Services Maintenance Total L&S Total203,850$ 458,709$ 132,859$ 591,568$ 1,853,626$ 795,418$ 3,240,612$
1,434,828$ 491,736$ 344,814$ 836,550$ 1,979,953$ 2,271,378$ 5,087,881$ 176,586$ 419,026$ 92,586$ 511,612$ 1,930,934$ 688,198$ 3,130,744$
1,866,086$ 615,046$ 992,597$ 1,607,643$ 2,071,732$ 3,473,729$ 7,153,104$
Q1 500,000$ 500,000$ 100,000$ 600,000$ 200,000.0$ 795,418$ 1,900,000$ Q2 750,000$ 550,000$ 150,000$ 700,000$ 300,000.0$ 795,418$ 2,450,000$ Q3 1,000,000$ 600,000$ 200,000$ 800,000$ 400,000.0$ 795,418$ 3,000,000$ Q4 150,000$ 650,000$ 250,000$ 900,000$ 500,000.0$ 795,418$ 2,450,000$
Total 2,400,000$ 2,300,000$ 700,000$ 3,000,000$ 1,400,000$ 3,181,672$ 9,800,000$ 1,200,000$ 800,000$ 200,000$ 1,000,000$ 2,800,000$ 2,200,000$ 6,000,000$
Forecast
FYR
2011201020092008
2012
2013
Actuals
$-
$500,000
$1,000,000
$1,500,000
$2,000,000
$2,500,000
$3,000,000
$3,500,000
2008 2009 2010 2011 2012 Forecast 2013 Forecast
License
Services
Maintenance
Instruction: Double Click Excel Table to edit
VPA Renewal Date: (If Applicable)
Sample Data
Please check with Sales Ops for available data
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Company Name – Opportunity Landscape
© 2011 PTC
Current Opportunities Dashboard
PTC Opportunity Q1 Q2 Q3 Q4 Technical Political Commercial NotesOpportunity Description
Opportunity Description
Opportunity Description
Opportunity Description
Opportunity Description
FY 2012 License Forecast
Instruction: double click to edit. In color fields, 1=Red, 2=Yellow, 3=Green. Type this number in the field and only the color will appear.
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Company Name – Leading Indicator Activities
Activity StatusAction Plan
(who, what, by when)
Corporate Visit
Executive to Executive Meeting
Value Modeling Appraisal / Diagnostic
Validation Events
Client Value Roadmap
Client Value Scorecard
Governance Framework
© 2011 PTC
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Company Name – Account Goals for FY 2012
Please elaborate on your specific goals for the account, including items such as sales strategy, executive relationships, revenue, displacement opportunities, etc.
© 2011 PTC
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Company Name – Critical Corporate Support Needs
Please specify any needs you have for this account that are critical to your ongoing success.
© 2011 PTC
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Back up slides
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VCE Customer / Opportunity Assessment & Action Plan
Status Current State Moving Forward
VALUE
Value model
•What do we know about their strategic goals?•What do we know about the customer’s view
of business value?•What do we know about what they’re doing to
achieve that business value?
• What do we need?• What should we do
now?• By when?
• Who do we need involved from PTC?
• Who do we need from the client?
PLAN
Roadmap
• Is there a Client Value Roadmap in place?• Does the current roadmap include all the
essential elements and alignment?•Does the client understand the importance of a
Client Value Roadmap?
• What do we need?• What should we do
now?• By when?
• Who do we need involved from PTC?
• Who do we need from the client?
DECIDE & MANAGE
Governancemodel
•What do we know about the customer point of view on project and program governance?
•What governance is in place?•Have the key business stakeholders been
identified? Do we have relationships?
• What do we need?• What should we do
now?• By when?
• Who do we need involved from PTC?
• Who do we need from the client?
32Copyright ©2011, PTC
Simple VCE Checklists
Roadmap Do we have agreement on
the development of the CVR as an essential deliverable?
Have we considered the status of any current ‘roadmap’?
Do we understand the most important customer business Initiatives?
Do we understand the customer product development AS-IS ‘landscape’?
Have we graphically depicted the breadth of the PDS footprint relative to the customer environment?
Governance Have we presented and
discussed the intent of the VCE governance model with the champion or sponsor?
Is there existing governance in place that sufficiently addresses the scope of the roadmap?
Do we have agreement on development of the governance model moving forward?
Do we have a list of stakeholders that is aligned with the opportunity scope?
> Value Have we identified and
understand key customer business challenges and overall drivers?
Do we understand how the customer defines strategic value?
Do we understand what the customer is doing today to try to achieve that value?
Have we presented and discussed the Total Value model with the champion or sponsor?
Do we have agreement on the scope of the PTC Value Model moving forward?
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EXAMPLE - Analysis Results Dashboard
Copyright ©2011, PTC
Status Current State Moving Forward Owner(s)
VALUE
•We have limited visibility to corporate strategies, no executive connections•Customer is focused on engineering processes and quality improvements
• What do we need?• What should we do now?
• By when?
• Who from PTC?• Who from
customer?
PLAN• Roadmap is only for project work focused on Engineering• Creo license updates are planned next qtr
• What do we need?• What should we do now?
• By when?
• Who from PTC?• Who from
customer?
DECIDE & MANAGE
• Working 2 tier model (Steering Team and Working Team). Participation is sporadic, value is questioned• Quarterly meeting to discuss issues. Also gives access to other parts of business?
•What do we need?•What should we do now?
•Who do we need from the client?
•Who from PTC?•Who from customer?