iSEEit - A new way to drive sales

iSEEit A new way to drive sales

Rizan Flenner – CEO & Founder [email protected]

Sales Professionals multi tasking

Planning & Coordinating

Collaborating

Generate pipeline

Qualifying

Forecasting

Collecting data

Exchanging Info

Subject matter experts

Reporting

…

Sales people spend only 41% of their time selling!

Source: Sales Execution Trends 2014

Challenges

!  Existing Sales/CRM solutions !  questionable ergonomics and usability !  administrative overhead !  designed for mgmt not productivity of sales execs !  expensive

!  Diversity of DIY tools and apps to bridge the gap !  spreadsheets, contacts and calendar, isolated apps, paper notebook,… !  Manual entries in multiple systems

!  Lack of true mobility and security !  Sales spend 1-2 days per week in the office to administrate

!  Poor integration and automation !  multiple manual data entry !  weak guidance and best practices

Negative outcome

!  Inhibited performance !  Managers can only track KPI performance in 1on1 reviews !  Heavy administration load !  No value-add to sales reps. !  Great Sales Methodologies become a hollow skeleton

!  Significant risk !  Reporting and real world differ as sales do not update systems !  Postponed/lost deals due to “hope-casts” and short cutting sales cycles !  Loss of sensible information due to proliferation of individual DIY apps and

tools

!  Cost !  High TCO, weak ROI of existing sales/CRM solution

Required capabilities !  Easy to use

!  Sales are able to feed information in just a few clicks

!  Productivity vs. Reporting !  Sales willing to use the solution due to relevance to their daily job !  Automated reporting fuelled by “one-time entry”

!  Comprehensive Functionality !  Plan and Control entire sales cycles: Prospecting, Lead Mgmt, Deal Mgmt and Closure !  Easy management of Contacts (internal and external), Tasks and Activities, Meeting Minutes, … !  In time reporting on Forecast, KPIs and Development Goals !  Guidance and Best Practices (checklists, playbooks,…)

!  Flexibility !  Mobile App & Web App, On-line & Off-line !  Scalable from individual usage to large enterprise sales deployment !  Adapted to any sales methodology

!  Integration with !  Sales/CRM solutions (SalesForce, Microsoft, Oracle,…) !  Contact and calendar mgmt (PC or Mobile Device) !  Social intelligence (LinkedIn, Xing, Google+, Facebook, Twitter,…) !  Marketing DBs or specialized services (ZoomInfo, Rainking, …)

iSEEit A new way to drive sales

Contacts Pipeline Leads Deals

Playbook Tasks

KPI dashboard Forecast Meeting

Minutes

The Next Gen platform for sales Prospect your target market with real data and identify your potential buyers.

Enrich your leads and contacts with internal, social or web contextual information.

Anticipate your opportunity progress or miles stones and execute against them.

Mine leads based on your selection criteria and focus on the hot ones.

Qualify your opportunities with best practices guidance and control.

Identify and manage key people influencing opportunity realization.

Generate and distribute comprehensive meeting minutes including tasks and follow-ups.

Benefit from one-time entry and real-time data automatic analysis

Forecast, analyze and report on revenue, activities, KPIs, deals, without additional effort.

Address your customer’s powerbase and coordinate your peers and colleagues.

Drive and mature your deals with best practices guidance and checkpoints.

Create and track your tasks by people, deals, timeline, importance,…

Contacts Pipeline Leads Deals

Playbook Tasks

KPI dashboard Forecast Meeting

Minutes

Summary of key features

[05] Meeting Minutes

•  Plan meetings & exchange topics via calendars, including attendees

•  Take notes, create tasks and tag information for later follow up

•  Write professional meeting minutes based on corporate template

[04] Task & Activity Mgmt.

•  Create tasks in context with source, recipient and assign it

•  Track tasks based on deals, goals, timelines, people or milestones

•  Notify assignees and owners on deadlines, changes etc..

[02] Leads & Pipeline Mgmt.

•  Manage and import/create inbound/outbound leads

•  Qualify leads via scoring and assign them for follow up or nurturing

•  Develop hot leads and convert them to deals

[01] Contacts Mgmt.

•  Import contacts from CRM, WEB or device contacts, identify double entries and clean it

•  Enrich your contacts with social media information like LinkedIn

•  Keep in synch with CRM or device

[03] Deals Mgmt.

•  Collect and store deal relevant information in one place and share it with sales team

•  Create close plans based on milestones and plan your tasks accordingly

•  Share deal information via PDF or PowerPoint

[06] Forecast Mgmt.

•  Manage deal by quarter, stages maturity and forecast by drag and drop

•  Identify which deals miss important qualifiers or need more development

•  Manage your quarterly deals with what-if analysis

[07] KPI dashboards

•  Automated collection of Key performance indicators from the system

•  Central, configurable dashboard of all related metrics

•  Easy filter mechanism to view all aspects of business, product lines, growth....

[08] Playbook

•  Centrally share context sensitive best practices information

•  Sales people can use information to present or sent to customers

•  Content surveyed by manual rating or usage and fed back to information provider (Product marketing, enablement,…)

iSEEit Value Proposition

!  Enterprise Sales solution based on SaaS !  Cloud based, WEB, Apps iPAD, smart phone !  Comprehensive all in 1 including best practices

!  Sales Training & Implementation !  Consulting on best practices !  Sales Training and rollout

!  Benefits !  Reduced Admin (1/2 day per week 12% productivity) !  Sales Excellence (20% productivity) !  Maintain Inspiration (reduce churn)

!  General Availability !  September 2014 !  V 1.5, 2.0, 2.5 in 6 months terms

Benefits for sales

!  Get Clarity !  Seamless Prospecting, Pipeline to Deal close !  Single source for people, tasks and activities !  Use Web 2.0 to enrich info !  Central managed Content in Playbook

!  Performance !  Better Qualification on leads, tasks and opportunities !  Better coordination with clients & peers !  Deal management via milestones and qualifyers

!  Improve teamwork !  Delegate & orchestrate all tasks related to your deals !  Collaborate with colleagues based on a single source of information !  Feedback to marketing and Inside sales to nurture leads

!  Reduce Administration !  One time entry !  Automatic reports on corporate KPIs !  Intuitive forecast

Benefits for sales-managment

!  Inspired & Motivated team !  Intuitive relevant tool for sales teams !  Increased collaboration !  Less administration

!  Enablement !  Playbook consistent information & updates !  Sales Methodologies incorporated into daily routine !  Deal management allows to inspect and contribute

!  Performance !  Better Qualification on leads, opportunities and people !  Better mulit-level coordination between peers & clients

!  Accurate Reporting !  Single Entry & Update !  Dashboard on KPIs

Executive Management Benefits

!  More accurate forecasting !  Sales methodology, pipeline healths, optimized

qualification

!  Productivity per Sales rep !  With iSEEit 20% more productivity !  Guided Discovery, Qualifiers, Milestones, Gates

!  Sales Exellence !  Training effect up 50% due to playbook !  Tribal knowledge sharing

Core Differentiators

!  Purpose build – For sales from sales !  All in one

!  Contacts, Tasks, Social Media, Meetings, Notes, Reports, Enablement, Collaboration

!  Fresh Intuitive User interface !  Sales Business Intelligence – Sales

Methodologies !  Integrated –

!  Legacy CRM plus Web & Social Media, contacts, calendar !  True Mobile & Offline, Cloud based

Founders

!  Rizan Flenner CEO & Founder !  15+ years Sales Experience – Multiple leading and

Managing Director positions in Startups like Aveksa, Dynatrace or enterprises like BMC, CA, Mercury/HP, RSA/EMC

!  FOCUS: Sales & Marketing, Enablement

!  Pierre Aeschliman CEO & Co-Founder !  15+ years in Presales, Channel & Sales at CA, BMC,

Stratavia, Phillip Morris !  FOCUS: Development, Product Strategy & Sales

!  Martin Rossak CFO & Co-Founder !  15+ years Sales for Banking (SAP, HP, Siemens and

Experian) Management Position in Raiffeisen and Experian

!  FOCUS: Finance, Contracting & Sales

These are some notes I am taking for this particular lead during the conversation with the customer or just like this

Prospect your target market with real data and identify your potential buyers.

Enrich your leads and contacts with internal, social or web contextual information.

Anticipate your opportunity progress or miles stones and execute against them.

Pain!

What is the pain?"Customer needs to meet regulatoin of SOX. At the time certification is done manually and takes weeks to be collected."

What is the implication? !They have 12 months to solve the issues about certiification before the FSA starts fining them."

Pain!

What is the pain?"Customer needs to meet regulatoin of SOX. At the time certification is done manually and takes weeks to be collected."

What is the implication? !They have 12 months to solve the issues about certiification before the FSA starts fining them."

Screenshots

now.iseeit.com A new way to drive sales

Rizan Flenner – CEO & Founder [email protected]