Occulus Positioning V3.3

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Why are Weather Networks

the most popular (non; Search,

Social Media, Gov’t) websites in

North America?

You can’t change the weather!

Occulus Inc.

2

However……….

what you can change is how

you react to the information

provided and how you manage

your activities.

As Peter Drucker said………

Occulus Inc.

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“You can’t manage what

you can’t measure.”

Occulus Inc.

In their 2012 ‘Optimizing Win Rates’ research

report on 1,500+ companies, CSO Insight’s found

that on average, of the deals that were

Forecast to WIN, the net results were:

• WON 46%

• LOST 30%

• NO DECISION 24%

www.CSOInsights.com

CSO Insights

4 Occulus Inc.

http://www.csoinsights.com/

In their 2012 Report, ‘Lead-to-Win 2012’, The

Aberdeen Group found that of the companies in

the research, that;

•29% said they did not have sufficient

visibility into and control of the sales

pipeline

•48% said they didn’t convert enough leads

into sales

www.Aberdeen.com

The Aberdeen Group

5 Occulus Inc.

http://www.aberdeen.com/

Sales Reps Are spending over 50% of their time pursuing deals that;

1. Are not real (No Decision = 24%), or

2. They won’t win (LOST = 30%)

Sales Management 1. Does not have enough visibility into the pipeline

to track deals (29% of companies)

2. Sales Reps are not converting enough leads into

sales (48% of companies)

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The Bottom Line

Occulus Inc.

Prospects

Qualified

Prospects

Customers

Why is this happening?

Sales Cycle

25%

50%

70%

80%

90%

Closed 100%

Lack of definable and

measureable KPI’s.

Lack of visibility of opportunities

once they are in the pipeline.

No methodology to track the

progress of the opportunity.

Highly subjective assessment of

the quality of opportunities.

Inconsistent definitions of quality

of opportunity across sales force.

No methodology to identify low

probability opportunities.

?

Suspects

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1. Low forecasting accuracy.

2. Not enough qualified opportunities in the pipeline

3. Too many “No Decisions”

4. Too many opportunities slip into next Quarter

5. Too much time wasted on low quality prospects

6. End-of-Quarter panic/challenges

7. Not enough NEW business

8. Not enough time to coach sales reps

9. On-Boarding of new hires takes too long

8

Sales Management Problems/Concerns

Occulus Inc.

Suspects

Prospects

Customers

How do you fix this Problem?

Sales Cycle

Closed 100%

By tracking opportunities from

first contact, to close.

By providing assessments based

on quantitative analysis.

By qualifying opportunities on

Winning and Close Date

By identifying low probability

opportunities quickly.

By Identifying KPI’s (define) to track

individual & group progress.

By creating a consistent set of

definitions across sales force.

Phase I

Phase 2

Phase 3

Phase 4

Phase 5

Phase 6

Phase 7

Well Qualified

Qualified

Poorly Qualified

Moderately

Qualified

Extremely Well

Qualified

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How does your CRM fix

These Problems?

It doesn’t!

Your CRM was designed to capture customer information and account activity by sales, support. Not to

track individual sales Opportunities

through the pipeline. CRM’s are for data, not strategy.

10 Occulus Inc.

11 Occulus Inc.

A strategic sales management system that will fundamentally improve how your sales teams sell and how you coach and manage them by allowing you to tracks & measure individual sales Opportunities from first contact to Close;

12 Occulus Inc.

Occulus provides major benefits at all levels of the sales force:

•Sales Rep •Sales Manager •C-Suite / Executive

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A Sales Tool that: ◦ Provides a quantitative & qualitative analysis of sales

opportunities ◦ Provides an objective assessment of where the sales rep is

with an opportunity (Prob. of Winning, Prob. of closing by Close Date)

◦ Provides coaching advice to sales reps and helps them close more business (Missing Information, Action Items)

◦ Improves forecasting accuracy and reduces Close Date Slippage (CDS)

◦ Identifies low probability opportunities quickly ◦ Identifies opportunities that have stalled ◦ Allows the sales rep to close deals with fewer calls ◦ Allows for better and more efficient communication with

sales management on specific opportunities

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A Sales Force Management Process that: ◦ Allows for better management the forecast & pipeline ◦ Eliminates subjectivity from opportunity assessments ◦ Provides a consistent team-wide assessment of

opportunities ◦ Eliminates Close Date Slippage (CDS) ◦ Eliminates End-of-Quarter surprises ◦ Allows for more effectively engagement with the Sales

Reps on specific deals ◦ Provides a more effective means to manage & coach the

sales teams ◦ Provides Key Performance Indexes to improve sales

management & increase efficiencies ◦ Provides early identification of potential problem areas

and risk

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C-suite Sales Management Process that: ◦ Provides visibility into the sales pipelines ◦ Provides more accurate sales information ◦ Provides more accurate forecast ◦ Eliminates End-of-Quarter surprises ◦ Allows for better management of the sales force ◦ Provides KPI’s to measure and compare sales force

performance ◦ Reduces the cost of closing a sale ◦ Reduces sales rep on-boarding time ◦ Increases new hire revenues ◦ Provides a significant year-over-year ROI

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Occulus Solves These Problems

1. Low forecasting accuracy.

2. Not enough qualified opportunities in the

pipeline


4. Opportunities slip into next Quarter


6. End-of-Quarter panic/challenges


8. Not enough time to effectively coach sales reps


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Customers

Suspects

Suspect To Prospect

Conversion Ratio

Qualified Pipeline Ratio

SKEW Ratio

Close Date Slippage Ratio

Win / Loss Ratio

Current Status

Forecasting Accuracy

Phase of the

Sales Cycle

Phase I

Phase 2

Phase 3

Phase 4

Phase 5

Phase 6

Phase 7

Closed 100%

Well Qualified

Qualified

Poorly Qualified

Moderately

Qualified

Extremely Well

Qualified

Prospects

By Measuring:

KEY PERFORMANCE

INDEXES DEGREE of

QUALIFICATION

Prob. of Closing (Time) Prob. of Winning

18 Occulus Inc.

1. Forecasting accuracy is low.

Occulus improves forecasting accuracy by providing an objective

analysis of opportunities along 2 axes,

• Prob. of Winning

• Prob. of closing by the forecast Close Date

thereby eliminating subjectivity and guesswork from the

forecast.

2. Not enough qualified opportunities in the pipeline.

The Occulus Prospecting Module allows you to define up to 5 pre-

qualification criteria ensuring that only ‘real’ opportunities make it

into the sales pipeline. Occulus’ ongoing and iterative analysis

ensures that only those opportunities where the sales rep has a

realistic expectation of success remain in the pipeline.

How Does Occulus Solve These

Problems?

19 Occulus Inc.


Occulus identifies low probability opportunities early in the sales

cycle before time and resources are wasted on them.

4. Opportunities slip into next Quarter (CDS)

By qualifying opportunities along the time axis, Occulus will inform

the sales rep (and sales manager) of the probability of an

opportunity closing by the forecasted Close Date, thereby

significantly reducing Close Date Slippage (CDS)


Occulus identifies low probability opportunities early in the sales

cycle before time and resources can be wasted on them.


Problems?

20 Occulus Inc.

6. End-of-Quarter surprises

By combining Occulus’ 2 dimension analysis (Win & Time) with

Occulus’ SKEW measurements, end of quarter challenges and risk

can be indentified early in the quarter and remedial action can be

implemented. Note: SKEW is a measure of the degree to which opportunities are

forecast to close in the last week of the quarter. SKEW is also known

as the ‘hockey-stick’ effect.


Occulus identifies and measures new business opportunities and

allows sales manage to set goals and track new business

achievement.


Problems?

21 Occulus Inc.


Occulus is a simple and straight-forward sales process that is both

highly intuitive and self-calibrating that will reduce the on-

boarding time for new hires by up to 30%. In addition to saving

time and money Occulus will also increase new hire revenues and

maintain market share in new hire territories.

9. Speed of deployment.

As Occulus is simple and easy to use, your sales reps can up and

running in a matter of hours as opposed to days or weeks


Problems?

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Integrated with your CRM or

standalone, Occulus will provide

you with ability to measure critical

attributes of the opportunities in

your pipeline and manage them

more effectively.

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Contact Information

History

Customer Analysis

Sales, Support, Marketing etc

TOTAL VIEW

C

U

S

T

O

M

E

R

C

R

M

FOCUS: Selling

By Opportunity

- Status

- Strategy

- Next Steps

- RISK

Opp Status

Forecast Data

KPI’s

- SPR

- QPR

- SKEW

- Etc

24 Occulus Inc.

By combining the analytic strength and opportunity

focus of Occulus with the Account focus of your CRM

you will be providing your sales force with an

integrated process that will allow them to not only

manage their accounts more effectively but close

more business, maintain market share and provide

more meaningful and accurate information to sales

management.

25 Occulus Inc.

C

U

S

T

O

M

E

R

FOCUS:

By Opportunity

- Status

- Strategy

- Next Steps

- RISK

REPORTS

Forecast Data

KPI’s

- SPR

- QPR

- SKEW

- Etc

EXPORT

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Simple question & multiple choice answer format.

Easy to use: intuitive & Graphical.

Immediate: results are available immediately.

Tactical: focuses on deals currently in the forecast &

pipeline.

Accurate: analysis is based on the accumulated

knowledge and experiences of thousands of sales

professionals, sales trainers and sales coaches;

combined with rigorous statistical analysis and

proprietary algorithms.

27 Occulus Inc.

Proposed Solution

Decision Process

Relationship

Competition

Timing

Analyze

SWOT Chart

Degree of Qualification

Confidence Factor

Low Score High

WIN 76% 82% 88%

CLOSE 62% 73% 84%

Missing Information Action

Items

WIN / CLOSE Chart

Detailed SWOT Analysis

Velocity Chart

Occulus Outputs

Step 1: Enter

Opportunity Data

Step 2: Answer the

Questions

Type of Sale

Close Date

Win/Close Probabilities

Project Name Contact, Amount

Opportunity Description

Step 3: Run Analysis

Step 4: Review

Analysis & Implement Guidance

Step 5: Update Answers

& Re-Run Analysis

Occulus Iterative Analysis

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Actual End User Survey – determine value of Occulus in normal use over 1 year period

Sales reps (95+) – gave 8.9/10 rating ◦ Win more business & engage prospects at higher level ◦ Helped closing and forecasting accuracy, in particular the accuracy of

close date ◦ provided important guidance as to how to close a sale

Sales managers (8+) – gave 9.9/10 rating ◦ 40% increase in forecasting accuracy ◦ 12.5% improvement in Sales Manager productivity ◦ 17% increase in new hire revenues ◦ 30% reduction in new hire ramp-up time ◦ 32% reduction in No-Decisions deals ◦ >300% ROI using Occulus

29 Occulus Inc.

“Occulus is the first tool I've ever used that has actually helped me

close a deal”

“Best sales software I’ve ever used”

“Forecasting accuracy is a lot better”

“Occulus has made me more productive”

“Makes me a differentiator with the customer, and gives me an

extra edge over the competition”

“A brilliant tool, that identifies the GAP, monitors my status”

“Critical in financial planning and forecasting, for the first time I

have a trusted view into the sales process”

30 Occulus Inc.

Improved sales rep ‘Win Ratios’

Increased revenues

More accurate forecasts

Reduced Close Date Slippage (CDS)

Fewer sales calls to close a deal

Faster ramp-up time for new hires

Increased Sales Manager productivity

Better financial results

More accurate reporting

31 31 Occulus Inc.

Phone: 416 907 - 5902

Email: [email protected]

32 Occulus Inc.

mailto:[email protected]

http://www.occulussales.com/

Documents

Occulus Positioning V3.3