Identifying Opportunities

1. Identifying Opportunities Mike Peck

2. Themes • Identifying opportunities outside of IT • 100-250 CAL opportunities – what’s different? • Beating Microsoft

3. Opportunities Outside of IT • Inertia: Business Objects is comfortable selling to IT • BUT • IT budgets are now even more heavily scrutinized • Think Q4 2008 – What happened to my pipeline? • To capture more dollars we must go beyond IT • BOBJ never trained how to do this effectively

4. Lifecycle of a BOBJ Customer – What do they buy and how do we traditionally sell? • Registration of Crystal Reports • Upsell of CR Server / Enterprise • Expand with more licenses • Cross sell with Web Intelligence • Seed then expand Xcelsius • Implement Data Quality / Data Integrator • Complement Universes / data structure with Predictive Analytics • Roll out BI to the masses with Explorer BO Enterprise /CR Server

5. When do people buy large deployments? • Pilot matured to full roll out • Other departments getting access • Expanding departments = more employees • Extranets – supplier and customer • Due to tighter budgets – no customer will buy unless there is a real compelling reason to do so • What are some of the business reasons people buy?

6. Business Example:Extranets with customers and suppliers • Owens & Minor – gained $60million in new business in 6 months after deploying Business Objects • Medline – 1000 users of Crystal Reports to communicate key metrics with customers • Position CR as a revenue generating, customer-facing tool to help attract and retain customers.

7. Pre-call preparation • What are your top 10 customers top 3 initiatives? • This is what the business is spending money on, so it’s important we align Crystal Reports, CR Server etc with those initiatives. • Examples?

8. Best pre-call resources • Google name of target • Linkedin – most accurate database of IT / Biz professionals • Prism

9. Difference between IT-oriented prospecting and business prospecting • Mr. Smith, I was reviewing your 2008 annual report and your strategy for attracting new customers caught my attention. Specifically, when I read how ABC plans to target the mid-market it occurred to me that your sales reps will need to better understand: • Who are my best prospects? • What interaction ABC has had with them in the past? • How can ABC position unique offerings to win the business? I have a couple ideas I’d like to talk to you about briefly. At market-leader Owens and Minor, they attributed $60million in new business in 6 months to working with us. Does 10:30am on Wednesday Oct 23rd work for me to call your office? Kind regards, • Mike Peck

10. Campaign against your prospect • It may take 5-7 contacts for the customer to respond positively. It helps to think of prospecting as a continual marketing process, not a one-time email blast. • (Greg Wolfe and PeopleSoft) • Example: • October 21st – sent email • October 30th – left voicemail • November 14th - invite to local breakfast event • December 2nd – sent email with success story – customer responds

11. Beating Microsoft • Expand BI vision • Talk about future BI needs – 6 months to 3 years from now, even if you won’t sell it to them • Other departments are going to need Predictive Analytics, DQ, DI, etc • Microsoft is a nice niche-play, but doesn’t serve the greater long-term strategy of the company (Medline example)

12. Role Play! • Recap: • Align our tools with the business-oriented initiatives of the company, and you’ll greatly increase your chances of finding and winning new business Opportunity Identification Takeaway Document