Synerg y John Clark John Clark Bay Networks Pre-Sales TAM Bay Networks Pre-Sales TAM
Mar 26, 2015
Synergy
John ClarkJohn ClarkBay Networks Pre-Sales TAMBay Networks Pre-Sales TAM
Synergy
Synergy "si-ner-je" combined action, which is greater than the sum of the individual effects
(from Greek - synergos: working together)
ACI + Bay = Confidenceonsistency
ertainty
larity
Definitions
Synergy
The Role of the TAM
TAM
Technical Focus - dedicated to Bay Product range - competitive knowledge of other vendors
Technical Technical
Commercial Focus - targeted on Bay Product sales - not to the detriment of other vendors
commercial commercial
Synergy
Technical Focus
Design Aids
Sign-off
Feedback
• 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
“I’m here to help on all Bay Designs”
TAM
Synergy
Commercial Focus
Leads
Campaigns
Marketing
TAM
“I buy-in to winning all Bay bids”
• 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
Incentives
$ $ $
Synergy
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
Synergy
• 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
Incentives
$$$$$$$$$$$$$$$$$$$$$$$$$$
Synergy
Incentives
$$$$$$$$$$$$$$$$$$$$$$$$$$
Synergy
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