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Eduardo Conrado, senior vice president, marketing & IT, Motorola Solutions Learn about the journey taking place at Motorola Solutions as they bring their strategy to life. How is Motorola Solutions structured organizationally? What processes did they consider to address customer needs? How did they implement these solutions on the systems side? Eduardo will explain the intersection of people, process, and systems and how they work together to deliver their message to all audiences including customers, channel partners, and their sales teams.
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PRINT ONLINE EMAIL PR/IAR SOCIAL
INTERACTIVE PRINT ONLINE EMAIL SOCIAL
INTERACTIVE EMAIL ONLINE SALES CALLS
WHITE PAPER INFOGRAPHIC EDMS BYLINES/ARTICLES WEBINARS SURVEYS
VIRTUAL TOUR WHITE PAPER INFOGRAPHIC ADVERTISING EDMS
POV TOOLS BRIEFS ELMO PPT
AWARENESS PERCEPTION
INQUIRY MQL SAL
SQL CLOSED
§ Proceed With Intelligence § Manage the Complexity § Connect With the City
§ Develop Solution-based Content And Promotions
§ Leverage In-House Database to Identify Sales Opportunities
§ Distribute Qualified Leads to Sales
§ Point of View Sales Messaging
§ Tools, Templates, and Techniques
§ Training for field marketing and sales
INSITE DRIVES 3.0 SALES EXPERTISE
UPDATED REGULARLY WITH INFORMATION ABOUT NEW INITIATIVES, RESOURCES & CONTENT
Inform
ation
1932 PS Radio
1990 MDT Car
2012 First PS Smart Devices
Voice
Data
Int. V + D
Cit + Crim
Safety Efficiency
Transparency`
2000 First Cell Phone
KNOWLEDGE, RESOURCES AND TECHNIQUES FOR ROBUST CUSTOMER CONVERSATIONS
RELEVANT, TIMELY, TARGETED KNOWLEDGE MAPPED TO THE CUSTOMER BUYING CYCLE
COMPREHENSIVE SALES ENVIRONMENT
UNIFIED WORKSPACE DESIGNED SPECIFICALLY FOR THE MSI SALES PROFESSIONAL
END-TO-END OPPORTUNITY MANAGEMENT & COLLABORATION
COLLABORATE WITH PEERS, CROSS-FUNCTIONAL TEAMS AND SUBJECT MATTER EXPERTS
END-TO-END PIPELINE / OPPORTUNITY MANAGEMENT – SEAMLESS ACCESS FROM SALESFORCE.COM
COLLABORATE. REAL-TIME OPPORTUNITY MANAGEMENT.
REAL-TIME REPORTING OF MARKETINGS’ ROLE IN DRIVING PROFITABLE GROWTH
Present-Soln
Present-Prod CVI Tools Brochures Training Guides Case Stud Videos Spec
Sheets SW
Training
6/27/2013 67 77 25 12 50 37 26 5 28 16
7/4/2013 49 46 16 15 31 31 14 4 12 13
7/11/2013 62 49 38 38 36 34 26 22 20 19
average 59.33 57.33 26.33 21.67 39.00 34.00 22.00 10.33 20.00 16.00
59.33 57.33
26.33
21.67
39.00 34.00
22.00
10.33 20.00
16.00
0
10
20
30
40
50
60
70
80
Num
ber o
f Dow
nloa
ds
SALES FEEEDBACK – “LIKES THUMBS UP SHARING” CONTACT THE AUTHOR
REAL-TIME ANALYTICS DASHBOARD
ANALYTICS TIED TO BUSINESS OBJECTIVES
SALES USER GLOBAL ADOPTION
14 MONTHS SINCE 6/2012 LAUNCH
52% Callidus top 5 clients saw 27% repeat use after 18 months
SALES READY
MESSAGING KITS 28
Spanning multiple Verticals and Solutions
MOST POPULAR SALES TOOLS
SUMMARY
EACH LEVEL OF MESSAGING, FROM PLATFORM DOWN TO SOLUTIONS, REINFORCES WHAT WE CAN OFFER OUR CUSTOMERS AND HOW WE CAN HELP THEM FACE THEIR TOUGHEST CHALLENGES.
