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Improving Sales Performance ThroughPlaybook DevelopmentMobile Device Management
Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org
ChannelCon 2016 Exclusive Executive Certificate to Making Money with Mobile Device Management
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The Mobile Opportunity
What are the trends in MDM?
How can you empower your sales team to sell MDM?
Mobile Management Solutions
Creating an MDM Playbook
How can you offer mobile management solutions to your customers?
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Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org
Materials for reference
CompTIA 10-week guide to mobility foundations
CompTIA Trends in Mobility report
CompTIA Mobile Solutions Playbook
Attendees can access these materials in the CompTIA learning system, located at
comptia.litmos.com
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Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org
Today’s Goals
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Understand the value of a mobile device management playbook.
Establish a strategy for completing your MDM playbook with your team.
THE PLAYBOOK INTRODUCED
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Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org 6
What is a Sales Playbook?
A document or set of documents containingkey organizational information
Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org 7
Differentiation is Key to Solution Provider Success
Thought leadership
Technical competence
Vertical expertise
Services/IP
Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org
What’s the Purpose
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Advance Score Win
Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org
What Are The Playbook Components?
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POSITION
What’s the situation?
GAME PLAN
What’s your
strategy?
TEAM
Who are the
players?
EQUIPMENT
What tools do you have?
PLAY
What’s the name?
Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org
A Great Play…
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Includes unique services that
only you deliver
Maps to a multi-phased solution
approach ensuring follow
up business
Maps to strong in-house
technical skills for pre-sales
Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org
A Great Play…
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Is packageableand repeatable, mapping to in-house delivery
skills
Has a predictable
profit profile for the play
Aligns to a meaningful and urgent customer
challenge
Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org
Strategy for Today
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Review
Review sample
playbook content
Obtain
Obtainvendor input
Customize
Customize your playbook
Develop
Develop action plan for
outstanding items
Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org
Succeeding in the Process
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Make the plays a centerpiece of sales training effortsIntegrate the content into sales meetings where appropriate
Be accountable
Start small
Seek sponsorship
Differentiateservices
Providetraining
Assign a leader Establish measurable goals
Start small Begin with one play and drive it across the company
Drive the process at an executive level so that all groups understand importance
Task technical and delivery teams to create the required services to support the plays
THE PLAY AND THE POSITION
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Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org
Position
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Problem
• What is the main challenge?
Pain
• What are the causes of inefficiencies and increased cost in your customers’ organizations?
Need
• What does your solution need to do for your customer?
Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org
Position Questions
Thinking about a specific customer or type of customer (e.g., those in a specific industry or of a certain size) discuss the following:
How do they typically manage and deploy back-up and recovery?
Is there back-up and recovery functionality they’d like to have, but cannot currently implement?
What business benefits could they achieve using a cloud-based delivery model?
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THE GAME PLAN
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Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org
Game Plan
Use Case/Solution
What is the solution or use case to be addressed with the technology?
What are the main benefits of the solution?
What specific capabilities do you highlight based on your unique customer base?
What are the advantages of your approach?
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Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org
Game Plan
Prospecting Questions and Scoping Questions
What questions enable your sales team to uncover needs and build credibility with prospects?
What questions allow your sales team to size the solution, choose the best-fit approach and build credibility?
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Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org
Game Plan
What are the advantages of advanced communications in terms of the financial, business, and operational impacts?
Value-Add Services
– Network Performance & Availability Assessments
– Telecommunications Cost Analyses
– Implementation, Configuration & Migration
– User Training
– Maintenance Services
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Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org
Game Plan Questions
Thinking about a specific customer or type of customer (e.g., those in a specific industry or of a certain size) discuss the following:
What would your backup and recovery solution look like?
What would be the major business and technical benefits?
What is the financial impact of the solution? What are some of the business and operational impacts you would expect?
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THE TEAMS
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Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org
Team
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Your Staff
• Who do you talk to about this solution?
• What are their titles? • What problems do they care
about solving? • Where might you find them in
the organization? • Are they in a vertical market that
has special factors that motivate them in a unique way?
Partners
• Who do you talk to about this solution?
• What are their titles? • What problems do they care
about solving? • Where might you find them in
the organization? • Are they in a vertical market that
has special factors that motivate them in a unique way?
Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org
Team Member Questions
Thinking about a specific customer or type of customer (e.g., those in a specific industry or of a certain size) discuss the following:
Who is impacted by the solution?
What do they care about and how do the benefits apply uniquely to them?
How can we determine their challenges and what matters most to them?
How would you price the solution?
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THE EQUIPMENT
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Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org
Equipment
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Presentations/Success Stories
• Financial impact• Business impact• Operational impact• Architecture
White Papers
• Industry Research
COMPLETING YOUR PLAYBOOK
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Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org 28
How to Use Your Playbook
Partners
New Employees
Sales & Service
Marketing
Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org 29
Activity: Finish it!
With Your Team:
What are your outstanding items?
What will be your challenges in completing your playbook?
What’s your target completion date?
WRAP UP
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QUESTIONS?
THANK YOU.
Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org
For more information contact:
Rebecca RosenPresidentSales EnabledEncino, CA
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Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org
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