Power Engage Pilot Framework

Jonathan Jewett, PrincipleLance Knight, Principle

November 20, 2013

Team

Jonathan Jewett, Co-Founder & Principle

19 years sales experience; 16yr technology Closed > $25M in revenue Expert at sales execution, building sales organizations

Lance Knight, Co-Founder & Principle

Serial entrepreneur 18 years technology and startup experience

Results

More revenue

Win bigger, more often

Shorten cycle

Professional image

Better planning

Forecast accuracy

Competitive advantage

Common language

Resource utilization

Engagement

Duration – 6-8 weeks

1. Questionnaire

2. Interview key stakeholders

3. Custom pilot program for 1World

4. 1-2 days onsite training

5. Monitoring & support

Relentless process for pilot execution

Evaluation

Conclusion

Pre-evaluation

Deliverables

1. Process flow

2. Evaluation questionnaire

3. Pilot charter

4. Use case prompters

5. Customer Playbook

6. Training

7. Support

Thank You

Jonathan Jewett

jonathanjewett@yahoo.com617-650-9317

Lance Knight

lknight@knivis.com404-

Supplemental

Conclusion

Pilot Framework

Pre-Evaluation Evaluation

• Evaluation questionnaire• ‘Go’ meeting• Use case prompters

• Pilot Charter• Sales execution• Playbook

• Advocate selling• Close meeting