1. Faster time to benefit with CRM
Modular tools for systematic and proactive
sales management and execution
Tapio Nissilä
February 2010

2. SalesDriver on a page
• Modular set of “ready to implement” tools for sales and marketing
• “Industry solution”, Blue Print and Accelerator for Microsoft Dynamics CRM
• Unique product vision extends CRM to cover also segment and account management
• Complete sales methodology as software components on top of Microsoft Dynamics CRM
• Complete, end-to-end, sales system that is designed for different sales logics
• Proven approach to lower company specific tailoring of CRM tools
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3. Faster time to benefit with SalesDriver
Waterfall approach (traditional, formal process)
Process Tailoring,
Feasibility study IT selection mapping integration and Training Utilization
implementation
Fast approach (business benefit oriented)
Deployment & Deployment &
Selection training Selection training
of Utilization of
Data migration modules Data migration
modules & integration
& integration
Development cycle
Development cycle
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4. Sales management focus for increasing performance and
consistency of sales
SalesDriver™ solution scope
Strategy Sales Management
Market Segment Account Opportunity Encounter
Management Management Management Management Management
Market Area • Offering • Resource • Mobilising and • Customer
Definition and differentiation optimization allocating meetings
Selection – • Communication • Account resources • Objectives,
What is the and sales business • Driving the agenda,
market where materials planning sales case participants and
we compete in? • Target setting • Opportunity • Value preparation
identification proposition, • Metrics
pricing & closing
Sales Execution
Marketing
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5. Overview of SalesDriver™ solution
Software modules for improving sales management
Sales Management
Segment Account Opportunity Encounter
Management Management Management Management
Sales
Customer Sales Sales
Customer Account processes Sales
Selection Gate Model Person’s Call
Segmentation Business Plan (solution, Funnel
Criteria Desktop Planning
product)
Segment Yearly Sales Win & Sales
Segment Sales Team
Business Planning Mgmt Win Plan Loss Call
Reporting Calendar
Plan Cycle Reporting Review Reports
Data
Data Account Opportunity
Collection Sales Value Resource Lead
Collection Management Qualification
for Incentives Quantification Management Management
for Reports Process Criteria
Segmentation
Microsoft Dynamics CRM platform
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6. What is a SalesDriver module ?
Each SalesDriver module
Sales Management
• is designed for single purpose
Segment
Management
Account
Management
Opportunity
Management
Encounter
Management
• is designed for specific group of users
Customer
Selection Criteria
Customer
Segmentation
Account
Business Plan
Sales processes
(solution, product)
Sales
Funnel
Gate Model
Sales Person’s
Desktop
Sales
Call
Planning • has built-in functionality
Segment
Business
Plan
Segment
Reporting
Yearly
Planning
Cycle
Sales
Mgmt
Reporting
Win Plan
Win &
Loss
Review
Sales Team
Calendar
Sales
Call
Reports
• utilizes customer data in the CRM platform
Data
Collection
for Segmentation
Data
Collection
for Reports
Account
Management
Process
Sales
Incentives Value Quantification
Opportunity
Qualification
Criteria
Resource
Mgmt
Lead
Mgmt
• has one or two ready made reports that enable
management and performance reporting
Microsoft Dynamics CRM platform
• comes with user manual & training
• can be modified if required
• is developed based on Vectia methods and best
practices
Module X
6 SalesDriver module

7. Benefits of SalesDriver approach
• Faster time to benefit and shorter development cycles with CRM
• Better CRM support for your business
• Designed to align sales management and execution
• Designed to support different sales logics
• Enables utilization of best practices and experiences from multiple sales performance projects
in different industries
• Cross-functional alignment of sales (marketing, service, offering management, delivery)
• Lower CRM development costs and effort
• Supports creation of industrialized sales culture through systematic, proactive and
analytical approach
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8. Benefits for different users
• Find all sales and customer related information in one place
Sales people • Tools that support your daily work
• Better sales results with up-to-date information
• 360 view on your customers - account & sales information in one place
Sales & account managers • Easy to use tools that support your daily work
• Win more business by focusing on what creates value for the customer
• Enables proactive management through transparency of information
Sales team leaders & sales • Improve sales management with systematic and proactive approach
management
• Fast deployment & short development cycles ensure faster time to benefit
• Aligning sales & marketing efforts to reach common objectives
Marketing
• Improved quality of information through industrialized sales processes
• Improves sales performance and sales productivity
• Lower cost of sales
Financial management
• Proactive approach to sales funnel mgmt and top line forecasting
• Better control through industrialization of sales and marketing
• Lower cost of sales, improved sales and marketing productivity
Top management • Systematic approach to market & customer management
• Better control over sales and marketing through industrialization
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9. Customer Segmentation
SalesDriver module
Features Benefits
• Tool for marketing & sales management • Makes segment management part of daily sales
• Customer Segmentation tool enables & marketing work through CRM tool
management of customer segmentation model • Enables segment specific analysis, management
& customer data & sales funnel
• Value creation • Enables management and coordination of sales
• Value capture activities on segment level
• Customer Segmentation tool enables • Supports segment specific offerings, sales
management of customer specific parameters materials and sales processes
• Tool has built-in logic to decide correct customer • Increases hit rate
segment based on customer specific criteria and • Increases profitability of proposals and contracts
values
• Segment information can be utilized in
marketing, sales both in operational as well as in Needs-based sub segments
analytical work Segment Segment Segment
1 2 3
Value-based categories
A
B
C
Target
customer
s
9 SalesDriver module

10. Account Business Plan
SalesDriver module
Features Benefits
• Tool for account & sales managers • One centralized view on all customer accounts
• Tool for account planning & opportunity • Information regarding on-going projects,
identification discussions and objectives
• Tool for documenting current situation & • Supports systematic cross-selling across
customer understanding customer base
• Customer analysis, business overview • Makes account plan part of daily sales work
• Identification of new business opportunities • Enables systematic account planning with one
• Settings targets and measuring progress tool across company
• Planning actions to reach the targets • Gives sales management an overview of all
customers and related account plans
• Gives customer teams, account and sales
managers systematic way to plan & identify
Section opportunities
1. Executive summary
2. Customer analysis
3. Business overview
4. Sales opportunities
5. Account strategy & targets
6. Action plan
SalesDriver module
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11. Lead Management
SalesDriver module
Features Benefits
• Identification & creation of leads • Increases marketing results
• Manual entries by users • Increases sales results
• Import from other sources, such as website and • Links marketing and sales processes, enables
other data sources creation of “marketing & sales funnel”
• Mass generation of leads (e.g. hundreds or
thousands of leads) with automated tools • Improves return on marketing investments
• Supports lead management process • Supports launching new offerings and/or selling
to specific customer segment(s)
• Inputs
• Activities, workflow & process
• Outputs
• Includes rules and instructions for processing
different types of leads All leads from
different sources
• Management and performance reporting for
end to end lead management process
• Lead quality Verifying
• Lead effectiveness leads
• Lead processing can be done by sales, sales
support or marketing organization as well as by Processing
outsources call center leads
1. Generate leads 2. Verify leads 3. Process leads Identified
opportunities
SalesDriver module
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12. Sales Funnel
SalesDriver module
Features Benefits
• Tool for sales management • Enables systematic sales management across
• One systematic way to manage sales customer segments, offerings, regions and sales
teams
• Overview of all sales cases that the sales
organization is currently working on • Links sales process design to customer’s buying
processes
• One view on future sales and likely outcome of
top line growth • Supports systematic and proactive sales
approach
• Analyze sales situation by
• Customer segments • Estimates overall sales results beforehand
• Products / offerings • Support planning of corrective actions in before-
• Regions hand
• Sales teams • Supports sales organization to do all necessary
• Sales persons actions proactively
• Sales process phase / stage • Increases top line growth through proactive
sales approach
• For all sales cases in the funnel
• Total contract value
Commit to a
• Profitability Customer’s Run my
business
Explore
improvement Compare
options
certain
course of
Ensure
successful
buying process opportunities actions outcome
• Sales process phase
• Estimated closing date 5. Support
Provider’s 1. Influence 2. Influence 3.Negotiate 4. Ensure usage &
• Lagging indicators sales process strategy requirements & win case efficient
delivery verify
results
• Leading indicators
• Sales funnel structure must be linked to
customer’s buying process
SalesDriver module
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13. Gate Model
SalesDriver module
Features Benefits
• Tool for sales person & sales management • Increases hit rate
• Tool for analyzing individual sales cases • Lowers the cost of sales
• Gate Model makes sales related decisions visible • Supports systematic sales culture and decision
and understandable making
• Gate Model is linked to sales process phases and • Supports fact-finding and focuses sales people
it supports decision making & resource to systematically collect all relevant information
allocation on all sales opportunities
• Gate Model supports • Supports decision making based on facts,
• sales people to systematically collect information systematically across all sales opportunities and
on all sales opportunities and all sales people
• Sales management to make decisions based on • Supports making informed No Go -decisions
that information
• Makes good and bad sales opportunities visible
• One sales process may have 1 or more “decision based on facts
making gates”, e.g.
• No / No Go
• Bid / No Bid
• Value proposition selection
• Pricing model selection Provider’s 1. Influence
strategy
2. Influence
requirements
3.Negotiate
& win case
4. Ensure
efficient
5. Support
usage &
verify
• Resource allocation sales process delivery results
Gate 1 Gate 2 Gate 3 Gate 4 Gate 5
Go/no Go Bid/no Bid Win/lose Acceptance Benefits verified
SalesDriver module
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14. Partnering to create tools for systematic and proactive
sales management
• In-depth understanding of different sales logics
• Experts in customer and sales management concepts,
processes and tools
• Thought leadership through research and publications
• 15 years of experience in working with customer and
sales management across different industries
• Implementation of sales management tools and
modules
• Global presence
• Leading partner for Microsoft in Europe
• Global and strong sales and delivery organization
• Enterprise level CRM platform and tools
• Financially and strategically strong company
• Global presence
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15. Faster time to benefit with CRM
Results through systematic and proactive sales management