Upload
laconically
View
218
Download
0
Embed Size (px)
Citation preview
8/14/2019 Example Sales Training -- Prospecting Guide
1/18
How to Hunt for BPM
Opportunities
Prospecting and OpportunityTargeting
8/14/2019 Example Sales Training -- Prospecting Guide
2/18
Instructions
InstructionsView in presentation mode
Use the left panel to navigate through different prospectingareas for ALBPM
PurposeThis is a tool to help you identify, qualify and pursueopportunities for ALBPM
This is for internal-use only, as a guide to improve yourprospecting and account targeting
Do not forward this to customers, prospects or partners
FeedbackContact Jesper Joergensen ([email protected]) withcomments and suggestions
Process
Optimization
SOA & BPM
Overview
Previous Next
Instructions
Overview
mailto:[email protected]:[email protected]8/14/2019 Example Sales Training -- Prospecting Guide
3/18
Overview
BEA AquaLogic BPM Suite is the leading softwaresuite for optimizing the business process lifecycle byintegrating the modeling, execution andmeasurement of end-to-end business processes thatconnect people to people, applications to
applications, and people to applications.This presentation is a prospecting guide for ALBPMopportunities in the categories of
Process Optimization uncovering needs within the line ofbusiness and other busiess operations groups
SOA & BPM selling BPM to support or even drive large SOAdeals through enterprise-wide adoption led by a visionary,business-minded IT group.
Process
Optimization
SOA & BPM
Overview
Previous Next
Instructions
Overview
8/14/2019 Example Sales Training -- Prospecting Guide
4/18
Process Optimization: Summary
Solution overview: framework for delivering newbusiness solutions for different lines of business
Key messagesImprove productivity of employees and their businessprocesses
Allow employees to work as their requirements dictate, nothow IT dictates
Give LOB users control of their business processes
Process
Optimization
Pain
Targets
Script
Customers
Cross-Sell
Summary
Overview
Previous Next
ResourcesHorizontal Business Industry
New Hire On-boarding
Expense Reporting Benefits Enrollment
Sarbanes-Oxley /
regulatory compliance Customer Care
Quote-to-cash
Supply chain management
Sales Productivity
Marketing &
Communications
Risk Management
Claims Processing
Service Billing
Loan Origination
Reverse Logistics
Customer Provisioning
Instructions
Overview
SOA & BPM
8/14/2019 Example Sales Training -- Prospecting Guide
5/18
Process Optimization: Understanding Pain
Business pain
Lack of visibility into how the business is run, because businessprocesses are not documented or real processes differ fromdocumented processes
Low productivity due to manual execution of processes that spandivisional domains or are hard to otherwise automate
Low customer satisfaction due to long response times, unhandledexceptions in customer processes, or complex, uncoordinatedcustomer service.
Inability to launch new business tacticsquickly to competeeffectively or attack new opportunities.
Inability to comply (or document compliance) with federal/industryregulations SOX, HIPPA, Basel II
Technical PainFailure of IT to deliver solutions to above pain points in a way thatempowers the line of business to design, own and control aspects ofthe business processes
Previous Next
Process
Optimization
Pain
Targets
Script
Customers
Cross-Sell
Summary
Overview
Resources
Instructions
Overview
SOA & BPM
8/14/2019 Example Sales Training -- Prospecting Guide
6/18
Process Optimization: Target Audiences
Project sponsors
Senior Management (VP,Directors) of horizontalgroups (Finance, HR)
Senior Management (VP,Directors) of BusinessUnits
Influencers
CIOs
Architects
IT VPs and Directors
Previous Next
Process
Optimization
Pain
Targets
Script
Customers
Cross-Sell
Summary
Overview
Resources
Instructions
Overview
SOA & BPM
8/14/2019 Example Sales Training -- Prospecting Guide
7/18
Process Optimization: Scripts
LOB Example:
Im calling to schedule a 20-minute telephone call---- to discuss helping with the
(benefit from the) orchestration of some of your critical business processes and talk about how
were helping other financial services companies like American Express and JPMorgan Chase
automate business processes like output management services and risk management where
processing time for received files decreased by 78%.
Use industry-relevant success stories
Avoid technical details
IT Example:Im calling to schedule a 20-minute telephone call---- to discuss helping with the
(benefit from the) orchestration of some of your critical business processes and talk about how
were helping other companies like (pick few: American Express, JPMorganChase, Shelter
Insurance, Tenet Healthcare, UnitedHealthcare, Owens & Minor, Tesoro Petroleum, )
to automate business processes to align business & IT, reuse existing assets, achieve an
SOA, and most importantly save them millions of dollars.
Do you currently have BPM initiatives?
IT will be curious about BPM as the next big thing and as an enable of business/IT
alignment. Make sure to emphasize this.
Previous Next
Process
Optimization
Pain
Targets
Script
Customers
Cross-Sell
Summary
Overview
Resources
Instructions
Overview
SOA & BPM
8/14/2019 Example Sales Training -- Prospecting Guide
8/18
Process Optimization: Resources
Sales Productivity Application (portal.plumtree.com)and Sales Portal (salesportal.bea.com)
Sales Kit, Product Collateral
Legal templates, pricing configurator
Marketing programs, calendar
Leads
Customer profiles, ROI anecdotes, win/loss reports
Competitive analysis, battle cards
Sales training archive
LOB and industry solutions
In Knowledge Directory:Full call script
Previous Next
Process
Optimization
Pain
Targets
Script
Customers
Cross-Sell
Summary
Overview
Resources
Instructions
Overview
SOA & BPM
http://portal.plumtree.com/portal/server.pt?parentname=&parentid=&spaceID=5&page=DirEditorRedirect&space=Dirhttp://portal.plumtree.com/portal/server.pt?parentname=&parentid=&spaceID=5&in_hi_userid=755069&page=DirEditorRedirect&space=Dirhttp://portal.plumtree.com/portal/server.pt?parentname=&parentid=&spaceID=5&in_hi_userid=755069&page=DirEditorRedirect&space=Dirhttp://portal.plumtree.com/portal/server.pt?parentname=&parentid=&spaceID=5&page=DirEditorRedirect&space=Dir8/14/2019 Example Sales Training -- Prospecting Guide
9/18
Process Optimization: Customers
JPMorganChase
First Horizon
GreenPoint
United Healthcare
Previous Next
Process
Optimization
Pain
Targets
Script
Customers
Cross-Sell
Summary
Overview
Resources
Instructions
Overview
SOA & BPM
8/14/2019 Example Sales Training -- Prospecting Guide
10/18
Process Optimization: Cross-sell and Expansion
ExpansionThe next BPM Project
Success of the first project in a
customer is critical. Once you
have a successful project, its
time to market it to other groupsin the account.
Set up cross-group seminars for
sharing experiences
Help make your champion a
hero within the customer
Enterprise Wide BPMWith a few successful projects,
its time to work on IT to make
ALBPM the corporate standard.
Cross-sellSOA
Educate IT that business-led
BPM projects can be reeled
in with SOA which enables IT
to establish reuse, governanceand control. Leverage BEA
WWFO heavily.
User Interaction
ALUI provides a seamless
user experience across BPM
and existing intranet, extranet.
Beware of product
limitations for smooth
upgrades
Previous Next
Process
Optimization
Pain
Targets
Script
Customers
Cross-Sell
Summary
Overview
Resources
Instructions
Overview
SOA & BPM
8/14/2019 Example Sales Training -- Prospecting Guide
11/18
SOA & BPM: Summary
Establish the benefits of the combination of SOA and BPM to drive
large deals of multiple BEA products led by ALBPMThe goal is to close an ALBPM deal sponsored by both businessand IT (typically IT will be the owner, but LOB contributes budget)that is much broader in scope than what a pure business-drivendeal would be.
The first deal could be a pilot or smaller project. This would be
similar to a process optimization opportunity with the differencethat you have ensured IT buy-in and that this is a step towardsenterprise wide deployment and the ELA.
Key messages
BPM enables business agility
SOA enables IT agility
Together, BPM and SOA is a powerful combination for enabling BusinessLiquidITy.
SOA & BPM
Pain
Targets
Script
Customers
Cross-Sell
Summary
Overview
Previous Next
Resources
Instructions
Overview
Process
Optimization
8/14/2019 Example Sales Training -- Prospecting Guide
12/18
SOA & BPM: Understanding Pain
Standard Business and IT pain
See business pain under Process Optimization prospectingBusiness Pain, when IT adopts SOA
SOA does not translate directly into business value
so business units do not understand value of SOA and will not justifycosts
Business users need different tools to drive business agility. They are
focusing on how to optimize business processes top-down and do notcare how things are wired underneath.
SOA is not enough. It does not cure business pains by itself.
IT Pain, when business wants BPMBPM suites are nimble enough that they can be deployed with little ITinvolvement. This leads to proliferation without control.
BPM suites do not enforce SOA best practices. They can do their own
integration and circumvent standards and best practices established byIT.
By empowering line of business, BPM takes control away from IT
Previous Next
Overview
Instructions
Overview
Process
Optimization
SOA & BPM
Pain
Targets
Script
Customers
Cross-Sell
Summary
Resources
8/14/2019 Example Sales Training -- Prospecting Guide
13/18
SOA & BPM: Target Audiences
Project sponsorsSenior Management (VP,Directors) of horizontalgroups (Finance, HR) andbusiness units
Senior Management (VP,Directors) of IT divisions
CIO
Enterprise ArchitectGroup (if they have thepower)
LOB/IT liaison
InfluencersEnterprise ArchitectGroup (if they dont havethe power to sponsor,they will certainly be an
influencer)
Process Experts
LOB power users
LOB/IT liaison
Previous Next
Overview
Instructions
Overview
Process
Optimization
SOA & BPM
Pain
Targets
Script
Customers
Cross-Sell
Summary
Resources
8/14/2019 Example Sales Training -- Prospecting Guide
14/18
SOA & BPM: Scripts (messages to deliver)
LOBALBPM gives you the ability to create and own the very same business
processes that will be executed. There is no interpretation or separateimplementation stage by IT. You will receive immediate returns beyond justprocess automation in the form of control over the executed process anddirect visibility into the process as it runs.
Through SOA, IT is providing you with high-quality business services thatthey manage and govern to better serve you.
You are in control of creating and updating your own business processes,
leveraging the services IT provides to you.IT
ALBPM gives your business counterparts the tool they need to trulyleverage SOA and derive real business value. By deploying a serviceinfrastructure and providing your LOBs with BPM capabilities you are incontrol of how IT resources are provided, used, secured and governed. Andthe LOBs can more effectively leverage the services you provide through
SOA by being the drivers of the optimization of their business processes
Previous Next
Overview
Instructions
Overview
Process
Optimization
SOA & BPM
Pain
Targets
Script
Customers
Cross-Sell
Summary
Resources
8/14/2019 Example Sales Training -- Prospecting Guide
15/18
SOA & BPM: Resources
Sales Productivity ApplicationSales Kit, Product Collateral
Legal templates, pricing configurator
Marketing programs, calendar
Leads
Customer profiles, ROI anecdotes, win/loss reports
Competitive analysis, battle cards
Sales training archive
LOB and industry solutions
Previous Next
Overview
Instructions
Overview
Process
Optimization
SOA & BPM
Pain
Targets
Script
Customers
Cross-Sell
Summary
Resources
8/14/2019 Example Sales Training -- Prospecting Guide
16/18
SOA & BPM: Customers
Sallie Mae
Wells Fargo
CitiGroup
OptionOne
Previous Next
Overview
Instructions
Overview
Process
Optimization
SOA & BPM
Pain
Targets
Script
Customers
Cross-Sell
Summary
Resources
8/14/2019 Example Sales Training -- Prospecting Guide
17/18
SOA & BPM: Cross-sell and Expansion
Expansion
SOA+BPM opportunities often
start with a pilot. But this should
not be reduced to a one-off. The
goal is from the beginning to
expand to a much wider
footprint.Make sure to set yourself up for
this expansion path from the
beginning.
Cross-sell
ALBPM is only the tip of the iceberg.
BPM shows business value of SOA
and thus works as a door-opener.
The revenue potential from a full-blown
service infrastructure deployment is
much larger.
Cross-sell ALSB, ALDSP, ALSR, ALES
for service infrastructure
Cross-sell WLP or ALUI for portal
Cross-sell WL family as underlying app
infrastructure if appropriate
Previous Next
Overview
Instructions
Overview
Process
Optimization
SOA & BPM
Pain
Targets
Script
Customers
Cross-Sell
Summary
Resources
8/14/2019 Example Sales Training -- Prospecting Guide
18/18
Process
Optimization
SOA & BPM
Overview
Previous
Thank you