© 2015 IBM Corporation

72%of Territory with

identifiableClient Needs

What’s the Business Challenge?....Executive Summary

1

Symptom : A lot of smaller customers exist without extensive ‘relationship cover’ - sales reluctant to invest much time without seeing adequate return. Sellers often see small customers as non-strategic, don’t invest too much time, only engage close to renewal event and don’t sell the stack creating a self-fulfilling prophesy.

URGENCY

Cause : Sellers don’t know how to effectively manage the territory to maximum return on investment where time and effort are at a premium. We keep reverting to our known cohort of key clients and don’t know where to start fishing in the bigger sea of volume business.

standard sales model forces us to engage on very basic

terms

small customers remain small

© 2015 IBM Corporation

What’s the value proposition?

2

Objective to create an ALTERNATE engagement cycle with Clients outside normal reasons of call

Need Territory Management approach with data to mine for upsell and drive sellers to Clients at right time

67% of Clients with upsell triggers

DO NOT have a

renewal inside the

current quarter

Otherwise either

leaving $ on the

table or over-exposure to In-Qtr

Clients. We need

to spread Pipeline

out!

want toV

© 2015 IBM Corporation3

Territory Management

CLIENT based

OFFERING based

Two Territory Management strategies

© 2015 IBM Corporation

Where to start on the question of client engagement – Who, What and Why?

4

Identify with sellers all Sights, Sounds and Smells that would indicate a potential customer need and we’ll go get it…

Contract Data

PipelineIntelligence

Attach Intelligence

Install Base Data

TechnicalUpsell

Digital 360°view of

customerMarket

Intelligence

Competitor Intelligence

AccountIntelligence

Everything We Know about Client… 2 key deliverables

Actionable ‘Next Best Customer’

selectionRen WinBk

Values

Customer Na me Sales Rep NetNew Oppty?IMT

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SPECIALIST DISTRIBUTIO Sha ne Rona n-Duggan No 1 9,302 100 0 0 0 0 0 0 0 52 9,250 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0

SIG PLC Bria n Royle Yes 2 3,960 0 100 0 22 0 0 21 21 1,151 0 0 1,144 1,102 0 42 0 0 439 0 0 0 0 0 0 0 17 0

ARROW ECS UK LTD Sha ne Rona n-Duggan No 3 3,575 100 0 0 0 0 0 0 0 0 3,575 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0

VR012/PGDS LTD Emma Coyle No 5 3,092 0 100 26 0 0 0 0 0 0 0 22 0 0 0 0 0 0 3,044 0 0 0 0 0 0 0 0 0

NORTHAMBER Sha ne Rona n-Duggan No 6 2,695 100 0 0 0 0 0 0 0 0 2,695 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0

PRUDENTIAL Enda Scanlon No 7 2,356 0 100 0 0 0 0 0 0 157 415 0 754 50 0 0 0 0 980 0 0 0 0 0 0 0 0 0

TRAVELERS MANAGMENT LT Enda Scanlon No 8 2,314 100 0 0 0 0 0 0 0 0 0 22 0 0 0 127 75 0 2,089 0 0 0 0 0 0 0 0 0

IMPERIAL COLLEGE Anthony Murphy Yes 9 2,215 0 100 0 0 44 0 0 0 209 104 0 884 200 0 0 0 0 774 0 0 0 0 0 0 0 0 0

VR050/INTELLECTUAL Del Ti llyer Yes 10 2,201 0 100 0 0 87 0 0 21 0 0 0 1,040 0 0 0 0 0 1,032 0 21 0 0 0 0 0 0 0

VR695/KINGSTON UNI Anthony Murphy No 11 2,141 0 100 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 2,141 0 0 0 0 0 0 0 0 0

WILKINSONS Bria n Royle No 12 2,117 0 100 0 0 0 0 0 0 209 311 0 806 0 0 42 0 0 748 0 0 0 0 0 0 0 0 0

ADMIRAL Enda Scanlon Yes 13 1,967 0 100 0 22 22 0 0 21 0 52 0 936 0 62 0 0 0 851 0 0 0 0 0 0 0 0 0

LOGICALIS UK Suneel Tal ikoti No 14 1,850 100 0 0 0 0 0 0 0 0 492 0 572 0 166 0 0 0 619 0 0 0 0 0 0 0 0 0

MCKESSON HBOC Louise Noone No 15 1,780 98 2 0 0 0 0 0 21 235 0 22 208 100 42 403 0 0 748 0 0 0 0 0 0 0 0 0

VR012/ EUI LIMITED Enda Scanlon No 16 1,732 0 100 0 0 0 0 0 0 0 0 22 0 0 0 85 0 0 1,625 0 0 0 0 0 0 0 0 0

VR012/HARGREAVES L Suneel Tal ikoti No 17 1,677 0 100 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 1,677 0 0 0 0 0 0 0 0 0

VR695/INTELLECTUAL Del Ti llyer No 18 1,647 0 100 0 0 0 0 0 0 0 0 22 0 0 0 0 0 0 1,625 0 0 0 0 0 0 0 0 0

VR522/NISA RETAIL Bria n Royle No 19 1,627 0 100 0 0 0 0 0 0 0 492 0 0 0 0 0 0 0 1,135 0 0 0 0 0 0 0 0 0

TECH DATA LIMITED Sha ne Rona n-Duggan No 20 1,555 100 0 0 0 0 0 0 0 0 1,555 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0

APACHE NORTH SEA LTD Sara h Knox No 21 1,551 0 100 0 0 0 0 0 0 0 104 0 442 526 416 21 0 0 0 0 42 0 0 0 0 0 0 0

VR522/SAGA SERVICE Louise Noone No 23 1,494 0 100 0 0 0 0 0 0 0 0 22 0 0 0 234 0 0 1,238 0 0 0 0 0 0 0 0 0

VR695/SURREY COUNT Anthony Murphy No 25 1,260 0 100 26 0 0 0 0 0 0 0 22 0 0 0 0 0 0 1,212 0 0 0 0 0 0 0 0 0

RAILWAY PROCUREMENT James Gray Yes 26 1,256 100 0 0 22 22 0 0 21 78 0 0 858 0 0 127 0 0 0 0 63 0 46 0 0 0 17 0

KIER GROUP PLC Marese Cla rke No 28 1,236 92 8 0 0 0 0 0 0 131 104 22 442 125 0 0 0 0 413 0 0 0 0 0 0 0 0 0

NHS LANARKSHIRE Sara h Knox No 30 1,206 0 100 0 0 0 0 0 0 0 0 0 520 200 125 0 0 0 361 0 0 0 0 0 0 0 0 0

C & J CLARK Marese Cla rke No 31 1,174 0 100 0 0 0 0 0 0 0 0 0 624 50 458 42 0 0 0 0 0 0 0 0 0 0 0 0

VR012/2 SISTERS GR Bria n Royle No 32 1,157 0 100 0 0 0 0 0 0 0 0 22 0 0 0 0 0 0 1,135 0 0 0 0 0 0 0 0 0

VR012/ECCLESIATICAL IN Louise Noone No 33 1,156 0 100 26 0 0 0 0 0 0 0 0 0 0 0 21 0 0 1,109 0 0 0 0 0 0 0 0 0

HRG C/O ARGOS Bria n Royle Yes 34 1,138 0 100 0 0 0 0 0 21 0 52 0 442 125 166 0 0 0 0 0 105 20 0 0 0 0 206 0

VR695/DUMFRIES & G Sara h Knox No 35 1,111 24 76 26 0 0 0 0 0 0 492 0 0 0 0 0 0 0 593 0 0 0 0 0 0 0 0 0

SAGA GROUP LTD Louise Noone No 36 1,104 0 100 0 0 0 0 0 0 0 78 0 494 0 146 0 0 0 387 0 0 0 0 0 0 0 0 0

HMV RETAIL LIMITED Sara h Knox No 37 1,076 9 91 0 0 0 0 0 0 0 0 0 598 0 478 0 0 0 0 0 0 0 0 0 0 0 0 0

VR012/HAIRMYRES HO Sara h Knox No 38 1,058 0 100 26 0 0 0 0 0 0 0 0 0 0 0 0 0 0 1,032 0 0 0 0 0 0 0 0 0

VR012/ATCORE TECHNOLOG Suneel Tal ikoti No 39 1,056 0 100 0 0 0 0 0 0 0 0 0 806 0 250 0 0 0 0 0 0 0 0 0 0 0 0 0

SCC Suneel Tal ikoti No 40 1,035 0 100 0 0 0 0 0 0 0 0 0 520 25 0 0 0 0 490 0 0 0 0 0 0 0 0 0

ECCLESIASTICAL Louise Noone Yes 41 1,022 0 100 0 22 65 0 0 21 0 0 0 468 0 62 21 0 0 361 0 0 0 0 0 0 0 0 0

WILKINSON Bria n Royle Yes 42 1,005 0 100 0 0 22 0 0 0 26 492 0 0 0 0 0 0 0 464 0 0 0 0 0 0 0 0 0

HALFORDS LTD Bria n Royle No 43 1,004 100 0 0 0 0 0 0 0 340 0 0 338 326 0 0 0 0 0 0 0 0 0 0 0 0 0 0

VR012/PLYMOUTH UNI Anthony Murphy No 44 980 0 100 26 0 0 0 0 0 0 0 0 0 0 0 0 0 0 954 0 0 0 0 0 0 0 0 0

VR695/KIER GROUP LTD Marese Cla rke No 46 954 0 100 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 954 0 0 0 0 0 0 0 0 0

OCADO Marese Cla rke Yes 48 934 0 100 0 22 44 0 0 21 0 0 0 416 250 125 21 0 0 0 0 0 0 0 0 0 0 34 0

VR012/ISLE OF WIGH Anthony Murphy No 49 929 0 100 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 929 0 0 0 0 0 0 0 0 0

VR012/HAMPSHIRE COUNTY Anthony Murphy No 49 929 0 100 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 929 0 0 0 0 0 0 0 0 0

VR012/IMPERIAL COLLEGE Anthony Murphy No 51 925 0 100 0 0 0 0 0 0 0 0 22 0 0 0 0 0 0 903 0 0 0 0 0 0 0 0 0

Attach Hardware Softwa re Multi-VendorCha nne l

1 2

© 2015 IBM Corporation

How – helping build a visual sales narrative focused on client needs

5

?? There’s a LOT of STG activity on this account at the moment and none of it has any maintenance attached! Is there a tech refresh happening? Seems to be Power +

Storage…must investigate.

1

There’s been no TSS NetNew on this

customer in last 6 months…..

No renewal currently this

Quarter and the 178 boxes under cover with us are worth $19k per

annum but new kit Oppties suggest scope to expand.

2Odd. They have

most of their assets covered

on a Direct contract but

some isolated boxes under a contract with a

Business Partner. Why?

Must investigate…..

?3

Hmm…a lot of boxes on low

levels of only 9 to 5 cover. Seems odd

given that they have mission

critical applications for Wimbledon.

Must ask.

?

4We lost a TSS Oppty to get

more business out of this

customer a Year Ago. I should call to see how they’re getting

on with the service.

5

No multi-vendor that we can see but WinBack suggests there’s more we could do that haven’t captured yet. Must investigate…..

6

© 2015 IBM Corporation

How – helping sellers optimize client selection in an actionable way

??Ren WinBk

Values

Customer Na me Sales Rep NetNew Oppty?IMT

Rank

Vol

Wei

ght

Aver

age

of %

Dire

ct

Aver

age

of %

Indi

rect

Ren

ewal

s

Pow

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Win

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5

SW

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Drop

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No

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e

Del

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SPECIALIST DISTRIBUTIO Shane Rona n-Duggan No 1 9,302 100 0 0 0 0 0 0 0 52 9,250 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0

SIG PLC Bria n Royle Yes 2 3,960 0 100 0 22 0 0 21 21 1,151 0 0 1,144 1,102 0 42 0 0 439 0 0 0 0 0 0 0 17 0

ARROW ECS UK LTD Shane Rona n-Duggan No 3 3,575 100 0 0 0 0 0 0 0 0 3,575 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0

VR012/PGDS LTD Emma Coyle No 5 3,092 0 100 26 0 0 0 0 0 0 0 22 0 0 0 0 0 0 3,044 0 0 0 0 0 0 0 0 0

NORTHAMBER Shane Rona n-Duggan No 6 2,695 100 0 0 0 0 0 0 0 0 2,695 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0

PRUDENTIAL Enda Scanlon No 7 2,356 0 100 0 0 0 0 0 0 157 415 0 754 50 0 0 0 0 980 0 0 0 0 0 0 0 0 0

TRAVELERS MANAGMENT LT Enda Scanlon No 8 2,314 100 0 0 0 0 0 0 0 0 0 22 0 0 0 127 75 0 2,089 0 0 0 0 0 0 0 0 0

IMPERIAL COLLEGE Anthony Murphy Yes 9 2,215 0 100 0 0 44 0 0 0 209 104 0 884 200 0 0 0 0 774 0 0 0 0 0 0 0 0 0

VR050/INTELLECTUAL Del Ti l lyer Yes 10 2,201 0 100 0 0 87 0 0 21 0 0 0 1,040 0 0 0 0 0 1,032 0 21 0 0 0 0 0 0 0

VR695/KINGSTON UNI Anthony Murphy No 11 2,141 0 100 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 2,141 0 0 0 0 0 0 0 0 0

WILKINSONS Bria n Royle No 12 2,117 0 100 0 0 0 0 0 0 209 311 0 806 0 0 42 0 0 748 0 0 0 0 0 0 0 0 0

ADMIRAL Enda Scanlon Yes 13 1,967 0 100 0 22 22 0 0 21 0 52 0 936 0 62 0 0 0 851 0 0 0 0 0 0 0 0 0

LOGICALIS UK Suneel Ta likoti No 14 1,850 100 0 0 0 0 0 0 0 0 492 0 572 0 166 0 0 0 619 0 0 0 0 0 0 0 0 0

MCKESSON HBOC Louise Noone No 15 1,780 98 2 0 0 0 0 0 21 235 0 22 208 100 42 403 0 0 748 0 0 0 0 0 0 0 0 0

VR012/ EUI LIMITED Enda Scanlon No 16 1,732 0 100 0 0 0 0 0 0 0 0 22 0 0 0 85 0 0 1,625 0 0 0 0 0 0 0 0 0

VR012/HARGREAVES L Suneel Ta likoti No 17 1,677 0 100 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 1,677 0 0 0 0 0 0 0 0 0

VR695/INTELLECTUAL Del Ti l lyer No 18 1,647 0 100 0 0 0 0 0 0 0 0 22 0 0 0 0 0 0 1,625 0 0 0 0 0 0 0 0 0

VR522/NISA RETAIL Bria n Royle No 19 1,627 0 100 0 0 0 0 0 0 0 492 0 0 0 0 0 0 0 1,135 0 0 0 0 0 0 0 0 0

TECH DATA LIMITED Shane Rona n-Duggan No 20 1,555 100 0 0 0 0 0 0 0 0 1,555 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0

APACHE NORTH SEA LTD Sa ra h Knox No 21 1,551 0 100 0 0 0 0 0 0 0 104 0 442 526 416 21 0 0 0 0 42 0 0 0 0 0 0 0

VR522/SAGA SERVICE Louise Noone No 23 1,494 0 100 0 0 0 0 0 0 0 0 22 0 0 0 234 0 0 1,238 0 0 0 0 0 0 0 0 0

VR695/SURREY COUNT Anthony Murphy No 25 1,260 0 100 26 0 0 0 0 0 0 0 22 0 0 0 0 0 0 1,212 0 0 0 0 0 0 0 0 0

RAILWAY PROCUREMENT Ja mes Gray Yes 26 1,256 100 0 0 22 22 0 0 21 78 0 0 858 0 0 127 0 0 0 0 63 0 46 0 0 0 17 0

KIER GROUP PLC Marese Clarke No 28 1,236 92 8 0 0 0 0 0 0 131 104 22 442 125 0 0 0 0 413 0 0 0 0 0 0 0 0 0

NHS LANARKSHIRE Sa ra h Knox No 30 1,206 0 100 0 0 0 0 0 0 0 0 0 520 200 125 0 0 0 361 0 0 0 0 0 0 0 0 0

C & J CLARK Marese Clarke No 31 1,174 0 100 0 0 0 0 0 0 0 0 0 624 50 458 42 0 0 0 0 0 0 0 0 0 0 0 0

VR012/2 SISTERS GR Bria n Royle No 32 1,157 0 100 0 0 0 0 0 0 0 0 22 0 0 0 0 0 0 1,135 0 0 0 0 0 0 0 0 0

VR012/ECCLESIATICAL IN Louise Noone No 33 1,156 0 100 26 0 0 0 0 0 0 0 0 0 0 0 21 0 0 1,109 0 0 0 0 0 0 0 0 0

HRG C/O ARGOS Bria n Royle Yes 34 1,138 0 100 0 0 0 0 0 21 0 52 0 442 125 166 0 0 0 0 0 105 20 0 0 0 0 206 0

VR695/DUMFRIES & G Sa ra h Knox No 35 1,111 24 76 26 0 0 0 0 0 0 492 0 0 0 0 0 0 0 593 0 0 0 0 0 0 0 0 0

SAGA GROUP LTD Louise Noone No 36 1,104 0 100 0 0 0 0 0 0 0 78 0 494 0 146 0 0 0 387 0 0 0 0 0 0 0 0 0

HMV RETAIL LIMITED Sa ra h Knox No 37 1,076 9 91 0 0 0 0 0 0 0 0 0 598 0 478 0 0 0 0 0 0 0 0 0 0 0 0 0

VR012/HAIRMYRES HO Sa ra h Knox No 38 1,058 0 100 26 0 0 0 0 0 0 0 0 0 0 0 0 0 0 1,032 0 0 0 0 0 0 0 0 0

VR012/ATCORE TECHNOLOG Suneel Ta likoti No 39 1,056 0 100 0 0 0 0 0 0 0 0 0 806 0 250 0 0 0 0 0 0 0 0 0 0 0 0 0

SCC Suneel Ta likoti No 40 1,035 0 100 0 0 0 0 0 0 0 0 0 520 25 0 0 0 0 490 0 0 0 0 0 0 0 0 0

ECCLESIASTICAL Louise Noone Yes 41 1,022 0 100 0 22 65 0 0 21 0 0 0 468 0 62 21 0 0 361 0 0 0 0 0 0 0 0 0

WILKINSON Bria n Royle Yes 42 1,005 0 100 0 0 22 0 0 0 26 492 0 0 0 0 0 0 0 464 0 0 0 0 0 0 0 0 0

HALFORDS LTD Bria n Royle No 43 1,004 100 0 0 0 0 0 0 0 340 0 0 338 326 0 0 0 0 0 0 0 0 0 0 0 0 0 0

VR012/PLYMOUTH UNI Anthony Murphy No 44 980 0 100 26 0 0 0 0 0 0 0 0 0 0 0 0 0 0 954 0 0 0 0 0 0 0 0 0

VR695/KIER GROUP LTD Marese Clarke No 46 954 0 100 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 954 0 0 0 0 0 0 0 0 0

OCADO Marese Clarke Yes 48 934 0 100 0 22 44 0 0 21 0 0 0 416 250 125 21 0 0 0 0 0 0 0 0 0 0 34 0

VR012/ISLE OF WIGH Anthony Murphy No 49 929 0 100 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 929 0 0 0 0 0 0 0 0 0

VR012/HAMPSHIRE COUNTY Anthony Murphy No 49 929 0 100 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 929 0 0 0 0 0 0 0 0 0

VR012/IMPERIAL COLLEGE Anthony Murphy No 51 925 0 100 0 0 0 0 0 0 0 0 22 0 0 0 0 0 0 903 0 0 0 0 0 0 0 0 0

Attach Hardware Software Multi-VendorChannel

Improved Client Selection

Challenge is ALWAYS about client selection and the often competing and conflicting multiple directions being given to sellers......

SMART yields higher than average Oppty with higher Win Rates compared to Rep self-

sourced Oppties.

© 2015 IBM Corporation7

Whichresource do I use?

EngageiBS

EngageLDRs

EngageMkting

Which is the BEST SALES RESOURCE to use for a client set?

4

Am I talking to the right PERSON at the right ORGANISATION?

Whodo I call next?

1

Implement data-driven approach to client selection integrated into SalesConnect.

Whendo I call?

Where do I get the TIME TO CALL and when is best to ENGAGE?

Time Ahead

Time Saved

3What

do I talk about?

What do we KNOW about client and what’s the right TOPIC to lead with?

Implement 360 degree view of both client organisation and top personas

2

5

How do I provide my customer with RIGHT INFO via the RIGHT MEDIUM?

Howshould I engage client?

Ensure targeted local market enablement from marketing and offerings to support client cohorts.

3x renewals-led calls

ClientEngagements

CallsConverted

PipelineCreated

WinsClosed

WinsValue

Data-driven, Persona-based system of engagement to drive optimal territory management triage via Marketing, Social, LDRs

and iBS to increase penetration and revenue

Howdo I expect to perform?

data-driven revenue

$

How does Digital ‘data-driven engagement’ change the status quo?

5