UKCC CompTIA Webinar: Upskilling your Partners to sell your Solutions Leveraging the CompTIA Playbooks

Transcription

1 UKCC CompTIA Webinar: Upskilling your Partners to sell your Solutions Leveraging the CompTIA

2 Housekeeping Login and connect to the audio when logging in: Find audio information under the EVENT INFO tab above the slides or connect using your computer under the COMMUNICATE tab Submit questions via the Q&A panel through WebEx Slides and recording distributed via afterwards Tweet your questions Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. 2

3 CompTIA Advancing the IT Industry Strengthen the IT Workforce Educate IT Channel Businesses Advocate for the IT Entrepreneur Prepare Individuals for IT Careers Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. 3

4 CompTIA also sponsors IT communities Our UK Channel Community Resources UK-specific discussions, and provides an understanding of how CompTIA can best serve the UK channel and its members Initiatives. Together, we re advancing the UK IT industry If you would like to join UK Channel Community contact Estelle Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. 4

5 UKCC CompTIA Webinar: Upskilling your Partners to sell your Solutions Leveraging the CompTIA

6 Agenda Introduction What is a Sales Playbook? Importance of a Playbook? Playbook components and a great play overview. Why use a Playbook? Why are Playbooks not being used? Creating the Playbook Key Takeaways Resources Available Copyright (c) 2015 CompTIA Properties, LLC. All Rights Reserved. CompTIA.org

7 What is a sales playbook? Cloud Playbook A playbook is a document or a set of documents where an organization records all of the key information needed to help sales and technical teams: Understand the business and technology trends impacting their customers. Ask the right questions to qualify, scope, and propose the right solutions Improve competitiveness and raise the probability of closing sales Ensure sales teams sell repeatable solutions consistently across customers thus IMPROVING PROFIT AND REDUCING DELIVERY RISK

8 Importance of the playbook Sales Training Focus New employees Sales Consistency with existing sales team Decrease Vendor Reliance Entering New Markets Strategy and Services Roadmap Input and Driver for Sales Proposals Credibility for Partner Relations Team co-operation Building the Playbook together. Copyright (c) 2015 CompTIA Properties, LLC. All Rights Reserved. CompTIA.org

9 What are the playbook components? Play What s the name? Game Plan What s your strategy? Equipment What tools do you have? Play Game Plan Equipment Position Team Opposition Position What s the situation? Team Who are the players? Opposition What obstacles will you face?

10 A great play 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 Is packageable and repeatable Has a known and predictable profit-profile for the play Aligns to a meaningful and urgent customer challenge/s Copyright (c) 2015 CompTIA Properties, LLC. All Rights Reserved. CompTIA.org

11 Why use a Playbook? Helps your team to achieve consistent, successful sales results, the team must perform at an optimum level. We all know that if one team is Winging It and one team has a structured approach with a well thought out and executed plan, the second team will always win. It s the same with SALES! Regardless of how complex the play is to execute, articulating this in a document brings standards in positioning and proposing your products within the market.

12 Why are Playbooks not being used: Do you all think it is ridiculous that a sports team wouldn t use a Playbook? Some Sales Managers believe its natural sales ability that s needed which leads to success. It takes a level of effort and time to build a sales Playbook. Some managers say they just don t have time. Sales managers just do not know where to start. Copyright (c) 2015 CompTIA Properties, LLC. All Rights Reserved. CompTIA.org

13 Creating the Playbook: Accountability Assign a leader and goals Start Small One play then build on success Sponsorship Top down priority Services Special sauce is critical Training Centerpiece to being in sales Copyright (c) 2015 CompTIA Properties, LLC. All Rights Reserved. CompTIA.org

14 The Play and the Position Choosing the plays Problem definition Need definition Copyright (c) 2015 CompTIA Properties, LLC. All Rights Reserved. CompTIA.org

15 Example: Position Position Desktop as a Service Problem BYOD Pain Need Long lead time for provisioning Accessing resources outside the office Administration cost Missing security policy for BYOD Anywhere any device access Secure profiles for user access Reduce time to provision new users Reduce overall cost of management

16 Position Questions Position 1. How do your customers typically manage and deploy this type of solution currently? 2. What are the negative impacts of poor or inefficient communication and collaboration strategies? 3. What functionality would your customer like to deliver to its users but cannot? 4. What business benefits could your customer achieve if they used a more efficient cloud-based delivery model?

17 The Game Plan Solution/Use Case Definition Audience Definition Prospecting Questions Copyright (c) 2015 CompTIA Properties, LLC. All Rights Reserved. CompTIA.org

18 Example: Game Plan Game Plan Desktop as a Service Solution Centralized desktop administration Reduced desktop management cost Robust backup and DR Flexible device choice for users Faster deployment Audience Prospecting Questions CEO CFO CIO Technology Business Scoping VP Sales VP Customer Service or Operations

19 Game Plan Prospecting Questions Game Plan 1. What would a customer solution look like? 2. What would be the major business and technical benefits? 3. What is the financial impact of the solution? 4. Who is impacted by the solution? 5. What do they care about and how do the benefits apply uniquely to them? 6. How can we determine their challenges and what matters most to them? 7. How would you price the solution?

20 The Toolkit Team Members Support Services Materials Copyright (c) 2015 CompTIA Properties, LLC. All Rights Reserved. CompTIA.org

21 Example: Team Desktop as a Service Member Role Your Staff Team Telesales Account Manager Sales Leader Prospecting and qualifying leads Transition and Customer Service QB of the Play Partners Sales Architect Technology Supplier Cloud Service Provider Lead technical discussions Internal resources to pursue opportunities Assist in demand generation

22 Example: Equipment Equipment Desktop as a Service Presentations / Success Stories White papers Financial Impact Business Impact Operational Impact Architecture Industry Research

23 Example: Opposition Desktop as a Service Opposition Customer Objection Security and Privacy Competition On-Premise Strength Control Rebuttal We ve vetted the provider Let s review their policies Other customers find DaaS model more secure On-Premise Weakness Lack of consistency

24 Opposition Questions Opposition Has your customer adopted any cloud-based solution? Do they currently outsource any aspects of IT? What are their main objections to cloud delivered computing? Who are your competitors? What s their position? How do you match up with your competitors?

25 Bringing it all together Play What s the name? Game Plan What s your strategy? Equipment What tools do you have? Play Game Plan Equipment Position Team Opposition Position What s the situation? Team Who are the players? Opposition What obstacles will you face?

26 Key Takeaways: Having a Playbook however small and basic is better than having none at all. Collaborate between all sales teams to produce a comprehensive and constantly evolving document. Speak to your partners and ask what THEY would want to see in a Playbook to help their teams sell. Don t reinvent the wheel. Look at utilising and adopting the CompTIA Playbook templates to suit your company needs. Use the CompTIA community and ask of their experience in developing Playbooks. Team work wins the play!

27 Resources Available: All available from the CompTIA resources section:- Mobile Device Management Playbook Cloud Based Technology Playbook Cloud Based Back Up & Recovery Playbook Cloud Based Storage Playbook Advanced Communications Playbook The CompTIA team would be happy to send links and point you in the right direction to get your Playbook underway.

28 Contact Details Scott Tyson Global Director of Sales Mailprotector