automating sales processes to drive competitive advantage

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Table of contents

Automating Sales Processes To Drive Competitive Advantage

Milestone Systems

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Today’s Agenda

● Intro to Milestone usage of Visible Thread

● How can Using VT be strategic to Milestone

● What type of VT customers is Milestone’s?

Global Bid Desk Overview

● Visible Thread & Qvidian Work Streams

Knowledge, Pay & Timing

Matters

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● Owned 100% by Canon

● Stand-alone company in the Canon Group

● Solid financial backing

● Dedication to technological innovation

● Shared vision for video surveillance

● Ownership endorsed by Milestone partners

Intro To Milestone’s VT Journey

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Getting Started

● 2014 Proof of Concept

● During APMP conference Chicago I

discovered the solution to my

problems

● 2015 Pilot

● Milestone hired our first proposal

manager

● Discover the science of VT

● 2016 Regionalized

● Developed an adoption plan

● Three geo-based teams

● 2017 Partner Enabled

Self-service

Teaming Proposals

Knowledge Management

Partner-Enable-2017

Three geo-based Teams

Add Localization

Regionalize -2016

Global Bid Desk

Shipley Proposal

Management

Pilot - 2015

Save Time in RFP

response

POC - 2014

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Increase Win Rate

Increase Profitability

Increase Retention

Global Bid Desk Background

End User RFPs’

Milestone Partner Response

Very Detailed

Limited Response Time

Highly Technical

Biggest Projects

Standardize Response

Global Team Of Specialists

Ensure Technical Compliance

Create Winning Proposal

Validated QA Pairs

Lower Time Investment

Reduce Delivery Risks

Highest Quality Proposal

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Solution Business Development

Investing in Win Rate:

A. Governance is biggest ROI thru

pursuit decisions

B. Proposal Management and

development of the “win theme”

in support of a pursuit decision

C. Key Account Management

contributes and supports the

pursuit and capture activities

D. Program Management supports

the pursuit with a quality

assurance technical solution

#AWeekly meetings to review project pursuit business cases

Bid decision gate discipline

Win rate improvement of 2x –3x

Govern

ance #B

Develop the Win Theme

Create the Executive Summary

Proposal development and compliance

Win rate improvement

Pro

posa

l Managem

ent #C

Capture Management

Position Milestone to be the preferred solution

Implement Price To Win Strategy

Win rate improvement K

ey A

ccount M

anagem

ent

#DDevelop the winning solution

Lower the delivery risks

Provide Delivery support

Pro

gra

m M

anagem

ent

VisibieThread Provided Significant Capability

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Opportunity Supported

Request For Proposal

Proposal Development

Worksheet

Capture Plan Response Development

Response Document

Customer Presentation

Demo To Win

85 80 65 45 15 61201862015

100 80 60 55 20 151202002016

Global Bid Desk Capability & Experience

4 4 4 4 4 24102014

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The Science of VT is NLP

● NLP is a range of computational techniques for the automated analysis and representation of human language

● Mainly unstructured

● Produced for Human consumption

● Not directly machine processable

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NLP 3 Main Paradigms

● Syntactics Curve

● Bag-of-Words

● Specifies the way groups of words are

to be arranged

● Semantics Curve

● Bag-of-Concepts

● Specifies what well-formed expressions

are supposed to mean

● Pragmatics Curve

● Bag-of-Naratives

● Specifies how contextual information

can be leveraged

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VT - Transactional to Strategic

DictionariesTypical

VT

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Milestone’s VT Usage Roadmap

● Hypothesize

● Will NLP and VT bring

Milestone value (Yes)

● What type of value (Both)

● Transactional or Strategic

● Adoption Model● Deploy

● Innovate

● Propagate

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Table of contents

How Can VT be strategic for Milestone Systems

The Open Platform Community

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Leading the market

Milestone Systems

is a global leader within open platform video management software

(VMS) for IP network-based video surveillance

No.1

VMS Manufacturer Worldwide

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2010-2015 Video Mgmt. Software (VMS)

Definition ExamplesCompliance

IP video surveillance management software runs on standard IT hardware and records digital video streams directly from an IP-network on to industry standard storage devices.

VMS sold by vendors that also sell their own branded video surveillance cameras. Examples include: Pelco, Bosch and Honeywell.

VMS sold by vendors who do not offer their own brand of video surveillance cameras. Examples include: Milestone Systems, Genetec and Seetec Communications.

1. Runs on standard IT hardware

2. Records digital video streams directly from and IP-network

3. On to industry standard storage devices

4. Sold by vendors that also sell their own branded cameras

5. Sold by vendors who do not offer their own brand of cameras

Solutions Provider● Pelco● Bosch● Honeywell

Non-Solutions Provider● Milestone Systems● Genetec● SeeTec Communications

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2016 Vid. Mgmt. SW of Windows Sys

Definition ExamplesCompliance

Any video management software which only manages Windows based operating system hardware devices. The VMS must be sold as a licensed software and manage any type of video surveillance camera or encoder. The VMS must not be a hardware device or included any hardware device revenue. Optionally the VMS of Windows systems may include the manufacturer’s other video management software components such as licensed software used for viewing, central management and third-party integrations.

1. Must be video management software which manages only Windows based operating system hardware devices

2. Must be sold as a licensed software

3. Must not be a hardware device

4. Must not include any hardware device or pro service revenue

5. Must manage any type of video surveillance camera

6. Optionally may include the manufacturer’s other video management software components such as, software used for viewing, central management software and third-party integrations

● Milestone XProtect Corporate

● Genetec Security Operations Center

● Avigilon ACC Enterprise● ….

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Milestone in brief

Milestone Group Confidential

● Founded in 1998

● Standalone company in the Canon Group

● Global leader in open platform video management software

● Software sold through a network of authorized and certified partners

● Offer customers a flexible, scalable, future-proof video management solution

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Milestone & Canon




● Dedicated to technological innovation



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At a glance

+130countries

+600employees

+1,200solution partners

+5,000camera drivers

+8,000integration partners

+150,000customer solutions

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Global footprint


Germany

France

UK & Ireland

Milestone Systems Denmark, Corporate HQ

Italia S.r.l.

Spain S.L.

Milestone Systems Bulgaria, Global Development Center

Milestone Systems Singapore, APAC HQ

Milestone Systems Silicon Valley, California,Global Incubation Center

Milestone Systems Portland, North Americas HQ

Brasil

Lebanon

Mexico

China

Russia

KoreaJapan

South Africa

India

Saudi Arabia

Australia

UAE

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150,000+ customer installations

Education Healthcare Hospitality

Plemmirio Marine Reserve - Sicily

City Surveillance/Government

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Continuous growth


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Product Marketing

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● Connect all security into one system

● Always know what’s happening

● Efficient visual verification of incidents

● Keep your business and employees safe

● Safeguard your building and assets

● Document security breaches

WHY VIDEO SURVELLIANCE

VMS: Video Management Software

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● Connect all security into one system

● Always know what’s happening

● Efficient visual verification of incidents

● Keep your business and employees safe

● Safeguard your building and assets

● Document security breaches

WHY VIDEO SURVELLIANCE

NVR: Network Video Recorder

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Global Bid Desk OverviewWhat type of VT customer is Milestone

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Bid Desk Support Agenda

Global Bid Desk Change The RulesSet the Agenda Lead our Industry

• Background

• Scope and

Depth

• Capability and

Experience

• Teaming

• Opportunity

Assessment

• Capture

Planning

Alignment

• Customer

Buying vs.

Partner Selling

• Customer

Intelligence

• Document

Automation

• Proposal

Examples

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Community

Empowering

Platform

Question / Answer

Database

+6000 customers

questions

+7000 answers

+ 180 source document

Proposal Templates

- Cover letters

- Executive Summaries

- Table of Contents

- Compliance Matrixes

- Pricing Sheets

- Solution Diagrams

2016 Global Team

- 4 Proposal Managers

- 15 Key Account

Managers

- 25 Solution Engineer

rotation support

- 2 Program Managers

- 4 Product Managers

Global Systems

- Sales Force

- Pardot

- Dealmaker

- VisibleThread

- Qvidian

- Office 365

Global Bid

Desk

Scope &

Depth

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• Background

• Scope and

Depth

• Capability and

Experience

• Teaming

• Opportunity

Assessment

• Capture

Planning

Alignment

• Customer

Buying vs.

Partner Selling

• Customer

Intelligence

• Document

Automation

• Proposal

Examples

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Teaming Together

Key

Account

Managers

Technical

Program

Managers

Proposal

Managers

“R igh t

P ro jec t s ”

● Customer focused capture skills and strategy

● Win Themes, and Price To Win Strategies

● Pursuit planning, scheduling and managing

● Solution engineering, costing and ownership

● Technical compliance and referenceabilty

● Past performance analysis

● Proposal planning, development and delivery

● Executive summaries

● Customer presentation development

Disti, Partner + CBM● Account ownership● Project registration● Source document

ownership● Delivery ownership

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Visible Thread Enables Winning Team Attributes

Attribute What Winners Look Like

Leadership Builds a common vision with the internal capture team, customer,and teaming partners

Facilitation Initiates and encourages collaborative team discussions

Strategy Development

Builds customer-focused strategies and tactics

Motivation Creates a winning environment

Data Analysis

Turns data into useful intelligence

Management Keeps the team focused on tasks, schedules, and standards

Persuasion Convinces senior management to commit sufficient skills and resources

Team Member

Key Account Manager

Proposal Coordination

BusinessDevelopment

Executives

Global Bid Desk

ProposalManager

Sales Management

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+ 1000 channel

customer

potential

Resources available to

win

Aligned with business

plans

+50% chance to

win

Team

Opportunity

Assessment

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PreferenceWin Themes

Easy of Doing Business

Total Cost of Ownership

References

Compliance

Price

ProcurementWin

Themes

Relationships

Solutions

Services

Past Performance

Demo To Win

Capture Planning Alignment

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• Background

• Scope and

Depth

• Capability and

Experience

• Teaming

• Opportunity

Assessment

• Capture

Planning

Alignment

• Customer

Buying vs.

Partner Selling

• Customer

Intelligence

• Document

Automation

• Proposal

Examples

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Milestone is investing into supporting you early in the customer buying process

Early

Part

ner

Sellin

g

Compliance Matrix

Proposal Response

MidtermDeployment Late

Custo

mer

Buyin

g

Relationship

Unsolicited proposal

Requirements

Gathering

A&E Design Program

Proof of Concept

Demo To Win

Bid Desk

KAM / A&E

Solution Desk

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CustomerIntelligence

Key Word Analysis

Compliance Matrix

Table of Contents

Theme Analysis

Preference Analysis

WithVisibleThread

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• Background

• Scope and

Depth

• Capability and

Experience

• Teaming

• Opportunity

Assessment

• Capture

Planning

Alignment

• Customer

Buying vs.

Partner Selling

• Customer

Intelligence

• Document

Automation

• Proposal

Examples

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VT & Qvidian

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Transactional VT Work Streams

● Proposal Development Worksheet● Dictionaries (MBOK)● Discriminators● Win Themes● Pursuit Decisions● H.I.M Report (Hot Button’s, Issues

and Motivators● Familiarity● Compliance● Table of Contents

Discovery

Analyze

Compare

Prioritize

Execute

Milestone’s

VisibleThread

Usage

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Follows Customer Ordering

All Documents are In Line

Reference to Specifications

Includes Exhibits

Auto Updates

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Transactional VT Work Streams

● Proposal Development● QA Database● Executive Summary

● Discriminators

● Win Themes

● FABs – Feature, Advantage, Benefit Statements

Milestone’s

VisibleThread

Usage

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VT & Qvidian Together

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RFPResponse

Create Documents

Answer RFP Questions

Assign SME Jobs

Submit Content

Provide Feedback

QvidianProposal

Automation

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Standardized Template

Clean Design

Partner Branding

Document Controls

Quality Assured

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Customer Name First

Hot Buttons , Issues & Motivators

Shipley Four Box Method

Win Themes Alignment

Using Customer Language

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Customer Language Section Title

Customer Question

Compliant Answer and Detailed Explanation

Graphic Support

Responsible Party

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Customer Design

Detailed Descriptions

Win Theme Alignment

Partner Branded

Cross Referenced

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My Milestone Login

Project Registration

Milestone Americas Bid Team Planning Call

Automatic Project Discount

Simple Registration Process

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Demo