1 / 9

John Clark Bay Networks Pre-Sales TAM

Synergy. Focussing on mutual Opportunities. John Clark Bay Networks Pre-Sales TAM. A CI + B ay = C. larity. onsistency. onfidence. ertainty. Definitions. Synergy "si-ner-je" combined action, which is greater than the sum of the individual effects

tanika
Télécharger la présentation

John Clark Bay Networks Pre-Sales TAM

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Synergy Focussing on mutual Opportunities John Clark Bay Networks Pre-Sales TAM

  2. ACI + Bay = C larity onsistency onfidence ertainty Definitions Synergy "si-ner-je" combined action, which is greater than the sum of the individual effects (from Greek - synergos: working together)

  3. commercial commercial TAM Technical Technical Technical Focus- dedicated to Bay Product range - competitive knowledge of other vendors Commercial Focus- targeted on Bay Product sales - not to the detriment of other vendors The Role of the TAM

  4. Design Aids Sign-off “I’m here to help on all Bay Designs” Feedback TAM Technical Focus • Design Aids - BETL, boilerplates, CDs, pricing, new products etc. • Sign-off - Not mandatory - but shared responsibility, pooling of resources etc. • Feedback - Bay SIGs, European NDA meetings, Single point of contact for technical issues

  5. Leads Campaigns $ $ $ “I buy-in to winning all Bay bids” Marketing Incentives TAM Commercial Focus • Leads - Qualification process, team approach • Campaigns - Telemarketing, shared mindset • Marketing - “Switched On” article, Web sites, PR company/Press articles • Incentives - Team approach - Sales, Pre-Sales, Internal, Project Manager, Post-Sales

  6. Switched On • Raise ACI Profile - Top of the ESP list alphabetically … • Only Pan-European ESP - Multi-National Reseller of the Year • Blue-chip Client Base- Large corporates, banking, finance, household retail names

  7. $$$$$$$$$$$$$ Incentives • Where Business Flows Incentive - Q2, Q3, Q4 FY 98 • $6M Target New Business - COGs $1.4M, $2M, $2M • Opportunities- Tele-marketing, Prime Suspects, Bay leads etc. • Team Rewards- All those contributing to the sales cycle

  8. Incentives $$$$$$$$$$$$$

  9. PC TV Advertisement

More Related