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New way to sale in the telecom OEM world ; Effective Provocative selling Thierry Bouffioux  +32 473 90 00 36
Contents  ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Contents  ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Contents The competition is moving on a changing market A new sales approach is now key ; Effective provocative Selling Convergence is the name of the game in Telco today Innovation is the only way up Effective provocative selling requires Insight ; Final note on Twitter
In recent years, the competition increased and is strong with the successful expansion of the “Chinese” and the entrance of niche players.. Vendor overview IT-players and niche players ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Community Wireless networks Softswitch Data centre Multimedia Triple play
... whilst the telecom market is clearly stagnating. Telecom markets are on a stagnation mode Operators are now on a cost reduction trend Main focus of operators in EMEA is on TCO reduction and optimization ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The OEM will be challenged to sustain the current success.. Pressure on RFP’s were all OEM are competing ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],competition price vendors operators + + + + Focus is shifting towards the sales program,  as its effectiveness has a defining impact in the current market
..Especially now while the completion is also moving into area of consultancy services to approach the clients with an end-to-end offer Illustration of consultative sales approach with a modular end-to-end offer Implementation phase Sales phase with a modular offer Pre-sales research Opportunity identification & Consultative selling Hardware & Software delivery Technical implementation and development Consultancy services PMO Implementation & PMO of sold solution and modules 1 2a 2b 2c 2d 3 Consultative selling Modular offer End-to-end solution delivery Business case Positio-ning ---- 2c-1 2c-2 2c-x
Contents The competition is moving on a changing market A new sales approach is now key ; Effective provocative Selling Convergence is the name of the game in Telco today Innovation is the only way up Effective provocative selling requires Insight ; Final note on Twitter
Re-acting to these changes, we launch the use of provocative based selling Provocative selling is about helping the customer find investment funds when discretionary has been fully committed It’s about telling the client what should be keeping them up at night and converting that compelling point of view into a tight fit solution Beyond consultative selling ,[object Object],Major change in approach ,[object Object],[object Object],Changes Sales cycle ,[object Object]
Provocative based selling goes beyond the conventional consultative approach Strategic impact requires a consultative sales approach ,[object Object],[object Object],[object Object],Approach supported customizable sales tools ,[object Object],[object Object],[object Object],Each player requires a different and specific approach ,[object Object],[object Object],[object Object],Skills and knowledge need to be built up ,[object Object],[object Object],[object Object],Consultative sales approach ,[object Object],[object Object],[object Object],[object Object],[object Object],Example
Provocative based selling differs dramatically from solution based selling Provocative Solution Competes for vendor preference within the budget Aligns with the prevailing point of view Addresses acknowledged pain points Target tactical problems Starts with technical proof, followed by a business case Starts as an IT offline or an business dialogue Ask questions to identify needs Respond to issues described by the customer Competes on project investment outside an existing budget Challenges the prevailing point of view Addresses unacknowledged pain points Target strategic problems Starts with a business case followed by technical possibilities Starts as an C-level dialogue Uses an insight full hypothesis to provoke response Is pro-active and leading forcing issues
Provocative based selling changes the sales cycle Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Qualify lead Making the case Closing the deal Best people on the case These people may be able to address our needs These people are aligned with our needs These people beat their competitors Senior decision maker X Senior decision maker X These people changed my thinking These people proved they can help us solve the problem Let’s work together solving the problem Best people on the case Qualify lead Making the case Closing the deal Solution based selling Provocative based selling
Effective provocative selling changes the OEM-Client relationship forever, leading to more sale, more margin and better Market share Pricing Partner of Choice Helped to be successful Provocative selling is about helping the customer find investment funds when discretionary has been fully committed It’s about telling the client what should be keeping them up at night and converting that compelling point of view into a tight fit solution Margin Get to know more Invite to think with the client Quality Better prepared Anticipate next subject Reputation Drive the next sale Client Intimacy
Contents The competition is moving on a changing market A new sales approach is now key ; Effective provocative Selling Convergence is the name of the game in Telco today Innovation is the only way up Effective provocative selling requires Insight ; Final note on Twitter
In the market a lot of confusion exists on the definitions of bundling, x-play, and…  Strategies in the European market Home TV Internet Fixed telephony Mobile Main focus of operators in EMEA is on TCO reduction and optimization ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
…  convergence:  the ability to blend communications and content across the bundle in real time Convergence Roadmap ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Value to Customer 1. Bundling 2. Service integration 3. Device convergence Level of integration Functionality/ Convenience Cost savings Low High
Contents The competition is moving on a changing market A new sales approach is now key ; Effective provocative Selling Convergence is the name of the game in Telco today Innovation is the only way up Effective provocative selling requires Insight ; Final note on Twitter
In reaction to these changes and new needs from the market, m any companies are working on business innovation, but few of them are successful.. Why innovation Few compagnies succeed Market is changing ,[object Object],[object Object],Competition is changing ,[object Object],[object Object],[object Object],Customers are changing ,[object Object],[object Object],[object Object],[object Object]
Contents The competition is moving on a changing market A new sales approach is now key ; Effective provocative Selling Convergence is the name of the game in Telco today Innovation is the only way up Effective provocative selling requires Insight ; Final note on Twitter
Why is twitter worth almost 1 Billion dollars today?

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New Oem Sales Pitch

  • 1. New way to sale in the telecom OEM world ; Effective Provocative selling Thierry Bouffioux +32 473 90 00 36
  • 2.
  • 3.
  • 4. Contents The competition is moving on a changing market A new sales approach is now key ; Effective provocative Selling Convergence is the name of the game in Telco today Innovation is the only way up Effective provocative selling requires Insight ; Final note on Twitter
  • 5.
  • 6.
  • 7.
  • 8. ..Especially now while the completion is also moving into area of consultancy services to approach the clients with an end-to-end offer Illustration of consultative sales approach with a modular end-to-end offer Implementation phase Sales phase with a modular offer Pre-sales research Opportunity identification & Consultative selling Hardware & Software delivery Technical implementation and development Consultancy services PMO Implementation & PMO of sold solution and modules 1 2a 2b 2c 2d 3 Consultative selling Modular offer End-to-end solution delivery Business case Positio-ning ---- 2c-1 2c-2 2c-x
  • 9. Contents The competition is moving on a changing market A new sales approach is now key ; Effective provocative Selling Convergence is the name of the game in Telco today Innovation is the only way up Effective provocative selling requires Insight ; Final note on Twitter
  • 10.
  • 11.
  • 12. Provocative based selling differs dramatically from solution based selling Provocative Solution Competes for vendor preference within the budget Aligns with the prevailing point of view Addresses acknowledged pain points Target tactical problems Starts with technical proof, followed by a business case Starts as an IT offline or an business dialogue Ask questions to identify needs Respond to issues described by the customer Competes on project investment outside an existing budget Challenges the prevailing point of view Addresses unacknowledged pain points Target strategic problems Starts with a business case followed by technical possibilities Starts as an C-level dialogue Uses an insight full hypothesis to provoke response Is pro-active and leading forcing issues
  • 13. Provocative based selling changes the sales cycle Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Qualify lead Making the case Closing the deal Best people on the case These people may be able to address our needs These people are aligned with our needs These people beat their competitors Senior decision maker X Senior decision maker X These people changed my thinking These people proved they can help us solve the problem Let’s work together solving the problem Best people on the case Qualify lead Making the case Closing the deal Solution based selling Provocative based selling
  • 14. Effective provocative selling changes the OEM-Client relationship forever, leading to more sale, more margin and better Market share Pricing Partner of Choice Helped to be successful Provocative selling is about helping the customer find investment funds when discretionary has been fully committed It’s about telling the client what should be keeping them up at night and converting that compelling point of view into a tight fit solution Margin Get to know more Invite to think with the client Quality Better prepared Anticipate next subject Reputation Drive the next sale Client Intimacy
  • 15. Contents The competition is moving on a changing market A new sales approach is now key ; Effective provocative Selling Convergence is the name of the game in Telco today Innovation is the only way up Effective provocative selling requires Insight ; Final note on Twitter
  • 16.
  • 17.
  • 18. Contents The competition is moving on a changing market A new sales approach is now key ; Effective provocative Selling Convergence is the name of the game in Telco today Innovation is the only way up Effective provocative selling requires Insight ; Final note on Twitter
  • 19.
  • 20. Contents The competition is moving on a changing market A new sales approach is now key ; Effective provocative Selling Convergence is the name of the game in Telco today Innovation is the only way up Effective provocative selling requires Insight ; Final note on Twitter
  • 21. Why is twitter worth almost 1 Billion dollars today?