Sales Strategy in AmericasHigh level overview of Sales Plan for IoT and Telecom for Service

Providers

North AmericaChamath Kodituwakku.

02/12/2015

Sales Strategy

Go to Market Plan… Achieving the Sales objectives

• Prepare a Go to Market, a Business Plan to address the given Territory. …..

OVERVIEW OF GTM PLAN - FOR IOT AND TELECOM –AMERICAS

• Business Summary: High-level overview of the business plan. Business Summary will address the core business drivers behind Service Provider to sell solutions, will highlight the key performance indicators to use to measure success, and identify primary competitors along with the differentiators to focus on to compete in defined markets. This is to develop mature sales plans to include detailed forecasts and specifics about market behaviors.

• Achieving the numbers : The Selling Strategy: The selling strategy plan is to detail the solutions Service Provider will pursue in Americas and key potential customers , with bundling plans, special or other attachment strategies that will help sell the products—including upselling and cross-selling to both new and existing customers. The specifics includes differentiator offerings, channel partnership offerings and counter competitor offerings and build a sales funnel, with a strong sales pitch to win business

GTM plan continued ..• Channel Strategy: Will identify the primary channels that —both

to sell solutions and to educate and support customers—along with the resources, training, and incentives that will drive channel performance. Can be complex channel organizations, products and offers may differ from one channel to the next, playing on the unique advantages of specific channels, such as direct sales teams, based on SWOT analysis and online portals. OEM partners

• Marketing Strategy: Activities use to drive awareness and generate leads, both in identified markets new sales and within Service Provider existing customer base. This is participation in Events, Symposiums, publications joint marketing efforts with OEM partners, channel partners.

GTM PLAN continued …

• Analyzing Technical Requirements: Technical requirements needed to support the client requirements, channel sales requirements, SI requirements. These requirements,, may include branding client. partner-facing portals, and integrate sales and provisioning systems with SI vendors, or channel partners, or third-party resources

• Establish The Revenue numbers for the Region : Volume of sales, anticipated, Direct sales, in Specific Channels sales.

GTM PLAN continued…

• Customer Experience: Include the anticipated customer journey—either at a high level Exploring this journey helps to identify any “fall-off” points

• Timeline and Execution: Need to identify the timeline for execution, including next steps, the critical path for decisions, key milestones, and plans for reviewing and fine-tuning the GTM plan. Good GTM plans are not static, but evolve with the Sales expectations.

Time Line Proposal • Sales Strategy• Account Segmentation, Lead generation, • Identify Channel ..Channels Management• Identify SI vendors SI Vendor Management • Sizing & Structure and Pricing , Sales

Phase 1- Design (Q1)

• Key Account Management ..• Talent Management ? Sales Force• Sales Process, Sales• Territory Design, Quota Setting

Phase 2 - Build (Q2)

• Key Account Management• SI Management . Sales Force ,• Territory Design, Quota Setting & Compensation Planning• Sizing & Structure• Channel Management• Lead Generation, Sales

Phase 3 - Momentum (Q3/Q4)

• Key Account Management• Sales Management, Lead generation• Sales

Phase 4 - Success (Q4)

• Lead Generation, Sales Performance Management, SalesPhase 5 - SOP (Q4 – Future)

Achieving the numbers: The Selling Strategy – Proposal

• Establish a Sales funnel for the territory, Create a SWOT for Each opportunity. Competitive assessment; establish value proposition based on differentiators .

• Based on a SWOT Identify the sales funnel Top 3- 5 customers for each Country

• Based on Region Deal size / Margin, Strategic importance. solution feasibility, Credibility, Importance of customer, knowledge, Time to market etc.

• Customer pre-study, understanding the needs, ROI and Business Case, Consultative sales, Differentiation from the competition, Why Service Provider ? …

• Based on the market Sales Potential and funnel achieve organic growth in Sales force. Regional Sales Planning

Achieving the numbers: The Selling Strategy – Proposal

• Research industry markets and the customers• Interview executives and management to

understand customer requirements. • Establish Channel Partners…Device

Manufacturers, OEM vendors• Establish SI vendors and Prime Integrators to

work with…• Establish Pricing models, Develop Business

Models SaaS, PaaS

Sales Strategy –Establish target Metrics

• Achieve $??MM in current revenue by end year 2016

• Achieve $?? growth in revenue from new business by end year 2016

• Improve EBITDA ?% by end of 2016 (from ?% to ?%)

• Improve Customer Experience (in top 50%? for CSI etc)

Telecom Trends …DM

• DM Market Consolidation • Cloud Momentum• Adding IoT, M2M• the convergence of social, mobile and cloud IT

infrastructure. "Mobile endpoints are a logical extension of the cloud“

• Increased need for Policy and Security

Telecom Trends …

• Digitization of the core business• Offering network infrastructure and related

services to other players• Monetize assets by opening up their

infrastructures and extending their business strategy.

• Building digital ecosystems• Converging on IoT

Telecom Trends –Cloud SaaS continues

IoT Trends • Machina Research: Consumer Electronics M2M connections will top 7 billion in

2023, generating $700 billion in annual revenue.• On World: By 2020, there will be over 100 million Internet connected wireless

light bulbs and lamps worldwide up from 2.4 million in 2013. • Juniper Research: The wearables market will exceed $1.5 billion in 2014, double

its value in 2013• Endeavour Partners: As of September 2013, one in ten U.S. consumers over the

age of 18 owns a modern activity tracker. More than half of U.S. consumers who have owned a modern activity tracker no longer use it. A third of U.S. consumers who have owned one stopped using the device within six months of receiving it.

• Navigant Research: The worldwide installed base of smart meters will grow from 313 million in 2013 to nearly 1.1 billion in 2022.

• Morgan Stanley: Driverless cars will generate $1.3 trillion in annual savings in the United States, with over $5.6 trillions of savings worldwide.

latest Hype Cycle for Emerging Technologies. Last year, big data reigned supreme, at what Gartner calls the “peak of inflated expectations.” But now big data has moved down the “trough of disillusionment,” replaced by the Internet of Things at the top of the hype cycle.