CallidusCloud Webinar - Prepare Sales for the Year 2020
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Join us for this webinar where you'll learn best practices you can use to modernize your sales force and how to implement these changes in your organization. WHAT WILL YOU LEARN? Presenters will discuss how to increase sales productivity through: - Quote and proposal automation - Automated contract management - Removing manual processes to reduce risk - And, how modern technology can aid your sales process Featured Presenters: Heidi Spirgi SVP Business Agility Services Appirio Christina Kemper VP of Sales CallidusCloud Gerhard Gschwandtner Founder & CEO Selling Power
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CallidusCloud Webinar - Prepare Sales for the Year 2020
- 1. Prepare Sales for the Year 2020 October 2, 2014
- 2. Today’s Featured Speakers Heidi Spirgi SVP Managing Consulting Services Appirio Christina Bebee Kemper VP of Sales CallidusCloud Gerhard Gschwandtner, Moderator Founder & CEO Selling Power 2
- 3. CallidusCloud 3,400+ Customers 650+ Employees 100+ Partners #1 Gartner Aberdeen Group Forrester 12 Awards: New Product Best Company Best Cloud App Favorite Company FINANCIAL SERVICES MEDIA & COMMS INSURANCE PHARMA HI-TECH 3
- 4. Appirio: A Global Cloud Consultancy that Helps You Achieve Results Fast by Harnessing a Global Expert Community World's Top Designers, Developers & Data Scientists Services Powered by 600k Member [topcoder]TM Community and Crowdsourcing Platform © 2014 Appirio, Inc. - Confidential 4 + = Your Business Reimagined 7 years, 800 enterprises, 3 million users moved to the cloud
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- 6. We Live In An Era Of Change 6
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- 10. More and More Technology Separates Business Leaders From the Rest 10 Your Industry
- 11. What Usually Happens Great Demo Huge Expectations Implementation Expectations Lower Go-Live What Happened? Now What? 11
- 12. < = > LESS IS MORE 12 © 2014 Appirio, Inc. - Confidential
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- 15. Leverage the Cloud Best practices to modernize your sales force Evaluate and optimize your Lead to Money process Make the right information available at the right time Limit the number of Cloud vendors 15
- 16. Accelerate Your Lead to Money Process 16
- 17. POLL QUESTION: In looking at your sales process, where do deals typically get stuck? A) Lead passing B) Pricing C) Contracts 17
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- 20. Keeping up with the Pace of Change Best Practices to Modernize your Sales Force Stop using spreadsheets to prepare quotes and proposals and adopt a system that guides sales through the process to help your reps sell more Automate the contract management process to accelerate the generation, negotiation, and execution of contracts 20
- 21. Opportunity to Modernize: Quoting Modernize with Configure Price Quote (CPQ): • Centralized price book – always current • Quotes prepared in the CPQ system – minimizes errors • Guided selling – ensures configuration is always correct • Alerts for up-sell and cross-sell opportunities – educates reps on opportunities to increase revenue • Pre-approved discounting thresholds – gives empowerment to the rep • Automated approval workflow – ensures margins are protected • Proposals built in minutes 21
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- 23. Opportunity to Modernize: Contracts Modernize with Contract Lifecycle Management: • Rep creates contract with pre-approved templates and clauses • Negotiates happen in secure portal • Contracts digitally signed • Central repository for all executed contracts • Alerts for tracking renewals 23
- 24. Automated Contract Management Results 73% Customer renewal rate 22% Reduced contract turn around time 25% Shorter sales cycle 5.6% Fewer contract errors 24
- 25. Call To Action 25 © 2014 Appirio, Inc. - Confidential Workplace 2020 Requires Action TODAY Provide simple, Cloud based tools and technology to your sales team Modernize your quoting and contract management cycles
- 26. 26 Questions?
- 27. Thank you! Heidi Spirgi SVP, Management Consulting Services heidi@appirio.com Follow me on Twitter: @hspirgi Christina Bebee Kemper VP of Sales cbebee@calliduscloud.com CallidusCloud 27
Notes de l'éditeur
- Need to add
- Appirio helps companies use transformative technologies like cloud mobile and social and global community to help companies like yours rethink how they operate. We can help you do this rapidly because of our global community of experts whom we can call upon as needed for any project. Over the past 7 years, we’ve worked with 800 enterprises on transformative projects.
- Today technology is moving at a completely different pace than in previous paradigms. Long waterfall development processes that were geared to an age when technology was a slow moving, internal process enabler are insufficent for a world of cloud, social and mobile technologies and when every company’s product must also be technology enabled. In addition, historically enterprises have have innovation labs but these niche providers at best are not able to manage the business demands of an era where every area must be able to quickly evolve with technology.
- Lack of planning (people, process, technology) Putting too much weight on the software and vendor Focusing on the configuration first Making Phase 1 tactical and not value add Not considering workforce experience
- STORY: I’m a cyclist and a geek combined. This means that when I go out for a ride, I have a GPS cycling computer calculating my speed, distance, altitude, etc. It is also hooked up to my heart rate at all times. I also have pedals that tell me exactly how many watts I’m transmitting to the bike each pedal stroke (each leg). The wattage produced then converts to calorie burn. When I get home, the whole thing uploads and integrates with the previously talked about cloud systems and how many calories I should eat for the day updates. But sometimes, it’s just nice to go for a ride without the statistics. Honestly, I can tell you at any given moment what my heart rate is within 5 BPS. I don’t need all the gadgets, I just like looking at stupid graphs. But it’s not the stupid graphs that I ride my bike for. All of it dissappears on the descent down Panoramic Hwy off Mt Tam. It’s for those few seconds that I ride a bike, not all the stats. What we are trying to get to with our end users is that moment of realization – why they are doing what they need to do. We can bombard them with graphs and links and everything else, but it’s just noise if they don’t have an awareness of the outcome. It’s the seeing the forest through the trees problem
- Evaluate your Lead to Money process to find where there are process gaps - Look at your sales process and see how you can use Cloud applications to streamline and make things easier to manage . Find where there are process gaps and focus on those first. Remember Less is More, don’t boil the ocean; come up with a roadmap for change in the Cloud. Make the right information available at the right time - Making information available anytime, anywhere. Reps on are on the go Limit the number of technology vendors There are a lot of options out there but see how you can leverage a few key sales technology partners – benefits are one relationship to manage, single SLA, lowered total cost
- What Callidus is all about, is streamlining this disjointed processes from Lead to Money. When the right process and technology isn’t in place, it negatively impacts sales productivity, performance, and time it takes to win the sale! Sales needs qualified leads delivered as close to the moment of creation as possible. Statistics show there is a 60% improvement on lead conversion rates when the time it takes a lead to be delivered to a rep is reduced from 1 hour to 3 minutes. We talked about the importance of having the right information at the right time intuitively available to sales. How are you getting information today? How does your current on-line learning system integrate with your document repositories or Intranet sites? To truly be effective, sales needs to be in the field – not at their desks putting together quotes. Ask yourself how long it takes your sales organization to configure and prepare price quotes. Imagine for your own business what it could mean to be able to have quotes prepared during or immediately following a sales call. After all their hard work, sales wants to be paid. They want to be recognized for their achievements. It’s not just about the commissions payout, it’s about integrating your all your incentive programs. At the end of the day, what everyone wants for their organization is to close more deals faster.
- With this stagger pace of change, we have to constantly ask ourselves what we’re doing to keep up. What are we doing to help our sales reps keep up. Especially when many organizations are making teams more lean, working on tighter budgets, all while trying to increase revenue and margins. It becomes a delicate balancing act. We have to make sure we are taking advantage of all the advances and using them to our sales reps’ benefit -- to set them up for success.
- Is your sales force keeping up with the pace of change? Some would say yes. After all, their reps all have iPads and smartphones. But are they still using spreadsheets to prepare quotes? Are they still negotiating contracts manually via email? Are they tracking commissions with their own spreadsheets. Does your company manually track acceptance of compensation plans? This is where we see many companies are falling in keeping up with the pace of change. So let’s discuss some best practices to prepare for and make changes in your organization to modernize your sales force.
- Old process: Off-line price books – easily becomes outdated Quotes prepared in Excel – error prone No visibility to potential up-sell or cross-sell opportunities – lost revenue Risk of unplanned discounting – negative margin impact Slow process – days or weeks to build proposal
- Current Process: Contracts built off-line Sales acts as go between customer and legal Contracts are signed manually No central repository No ability to automatically track renewals
- The direct relevance to better contracting activity is an easy correlation to understand: customers receiving contracts that are more error-free, that build upon existing templates or master service agreements (MSA’s) between the firms, and are more configured and personalized to their individual needs, will naturally be more inclined to accept and sign them.
- STORY: I’m helping a client on the east coast with a vendor selection. We used to do these full blown RFP’s a few years ago with the laundry list of requirements, Then once we know who the vendor was, we’d figure out processes and assume the client could get themselves to the right outcomes. This is a recipe for disaster. Instead (as you’ve seen us do in this project), we do the visionmap outcomes first, then we do a phase 0 where we map processes to those outcomes, and then we finally figure out how to configure the product functionality. Piggybacking on the themes here, We want to be the tour guide – highlight the important stuff that they may not notice on their own We don’t want to overload them with extraneous stuff they don’t need point in time (but they have to have good search to get to it) And now, we want them to paint a picture of “why” we want them to do something from the strategic perspective, rather than leading with the “how” If we do this right, we’ll build a poral that engages our employees and managers better and once they are better engaged, they’ll figure out much of the “how” on their own.