Building a cross functional Framework for ICT Sales facing increasing Dynaxity ( Develop the ability to manage increasing Dynamics & Complexity)

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1 Dirk Heuß Unternehmensberatung Building a cross functional Framework for ( Develop the ability to manage increasing Dynamics & Complexity) With special focus on Carrier based ICT Business Dirk Heuß Unternehmensberatung Bornheim, Bonn, Wiesbaden, München, Hamburg Bonn 2013

2 in ICT Business. Increasing dynamics & complexity challenge ICT Sales Forces. Dynamics High Cloud Social Networks Telematics / InCarIT Dynamic Services Automated Business Telepresence Intelligent Enterprises UCC All IP.. Trend: Core Business Business Source: Intel Complexity 2

3 Cross functional Framework for ICT Sales. Ability to manage dynamics and complexity in ICT Sales. Dynamics Core Elements of a cross functional ICT Sales Framework.. High Implement and adapt Library and Toolset of Sales Management Framework TM Align Sales and Marketing Build a cross functional Framework for ICT Sales Establish the Sales ability to manage to meet customers ICT Maturity and Ability. Complexity 3

4 Our view on the ICT Market Market & Technologies challenge established potentials. Plan Build Run in Silos Change of paradigm Source Make Deliver in All IP P S T N G S M / 4 G I P I P T V Business becomes Realtime Process Automation as it happens Cloud Applications End-to-End All IP 100% Availability Mission critical IS Business Process ICT Infrastructure for Service Traditional asynchronous Realtime is not an achievable condition but a permanent challenge for End-to-End Availability, Quality and Performance! Realtime synchronous 4

5 The abstract structure of success in ICT Business. Establish an resilient End-to-End Framework. Strategic Vision Potential Innovation Tactical Our Focus: Design, develop, implement, monitor & optimize an End-to-End Framework. Realtime Infrastructure & Execution From Core Competencies to Business Technology Finance Operations Sales People, Culture, Organisation 5

6 Classical Sales Management Framework TM. Just a tessera to manage ICT Sales. Sales Plan Operations Budgets & Forecast Compensation & Incentives Sales Leadership Lead Generation and Marketing Channel Management Culture & Environment Sales Talent Recruiting & Hiring Orientation & On- Boarding Skills Development & Training Sales Performance Coaching Process Management Process Automation 6

7 Intelligence Market, Business, Competitors, Account, Contact First Step to run the Blockade of Silo Culture. Align Sales and Marketing as minimal action. Marketing Sales Strategic Planning Ressource Planning, Internal Alignment, Objective Selling Market & Account Planning Execution Sales Enablement Lead Management Segmentation and Analysis Program&Campaign Mgmt. Content & Marketing Asset Lifecycle Lead Qualification Nuturing Forecasting&Activity Plan Opportuinity focussed Campaigns Asset Leverage, SE Governance Opportunity Management Performance Mgmt. Data Analysis, Marketing & Sales Dashboards Source: IDC

8 Strategy Execution Run the Blockade of classical Sales Management Framework! Define cross functional roles & processes for success in Sales. Customer specific: The Stakeholders CxO s Sales Marketing Product Mgmt. Alliance Mgmt. R&D Product Controlling Project Controlling Delivery Operations Service The Roles in the Framework have to be defined (Customer specific) Market Challenges Profit & Loss Analysis Unique Competence Potentials Concentrate SOP Planning Go-Market Competitors Maturity of Technologies Talents etc. Target Markets Distribution Policy & Strategy Define SOP SOP Roadmap Core Competencies Requirements on Agility and Fast process prototyping RACI etc. Business Plan Pricing Make, Buy or Partner SOP Profitability R&D Cross- Function Innovation Open Innovation 3d Party Portfolio etc. USP Buying Center Buying Processes User Types User Scenarios Demands Needs Pain Points Requirements Monitoring Reporting Classes of Agility & Maturty etc. Marketing Program Acquisition Program Customer Retention Program Monitoring Launch Plan End-to-End Readiness Lead Process Pilots & Testimonials 3d Party Processes Sales/ Channels: Train&Tools Presentation & Demos Videos Customer Webinars etc. Event Support Sales Support Channel Support Customer Workshops Customer Assessments Customer Development Co-Innovation Cross functional Customer Evaluation & Monitoring etc. 8

9 We train for crossfunctional succes in. Experience our Consulting, Workshops, Seminars & Trainings. From difficulty in handling to ability to handle Consulting Support Training Workshops Coaching Lack of Communication Multiple Handoffs Media Breaks Cross functional Roles High Collaboration Results Oriented (End-to-End) 9

10 Kontakt Dirk Heuß Unternehmensberatung Dirk Heuß Inhaber Geschäftsführer Standort Bonn Standort Hamburg Pohlhausenstraße 4 Rüngsdorfer Straße 35 Wacholderweg Bornheim Bonn Hamburg Tel.: Fax.: Standort Wiesbaden Standort München Mobil: Flandernstraße 20 Wittelsbacher Str Wiesbaden München 10

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