Helping OEMs and Resellers
Grow Revenue
from Existing Customers

Industry Verticals

High tech: networking, security, storage, computing
Manufacturing: industrial machinery, capital equipment

Sales Model

Enterprise end user customers (B2B)
Direct and indirect multi-tier sales channels

3 Requirements to Grow Revenue

Timely and Actionable Information

Doing business with existing customers and channel partners involves large amounts of data fragmented across different applications, spreadsheets and notes.

Today, account teams and channel partners do not have easy access to all the information they need to take effective action.

With Timely and Actionable Information, account teams and channel partners can take the right action at the right time.

Customer Predictive Analytics

Quantifying the lifetime value of existing customers involves the analysis of many data points including installed products, usage patterns, renewal/refresh timing and product roadmaps.

Today, account teams and channel partners manually piece together the revenue potential for existing customers.

With Customer Predictive Analytics, customer data points are analyzed to identify potential sales opportunities and expected conversion rates.

Workflow-Enabled Execution Playbook

Driving revenue from existing customers involves coordinating activities between end user customers, sales account teams and channel partners across the customer lifecycle.

Today, account teams and channel partners are left to their own devices to organize their efforts to drive new revenue.

With a Workflow-Enabled Execution Playbook, account teams and channel partners collaborate to manage the customer lifecycle.

Right Data Right Time Right People

Account Teams

Complete customer and channel view
Up/cross-sell opportunity insights
Customer and channel collaboration

Executives

Customer lifecycle predictive model
Sales and channel resource allocation
Sales and channel execution monitor

Discover a better way to manage
your existing customers and channel partners

A data-driven approach
to grow revenue from existing customers

Account Scenario: Expansion, Add-on and Renewal

Situation

High tech OEM provides networking and security solutions for remote offices
End user customer is a large insurance company
Customer has 5,000 branch locations - product’s scaling factor
Pilot successfully deployed in 100 locations
Purchase Order received for initial rollout of 1,000 locations
Successful “hunter” salesperson promoted to replicate success
New “farmer” salesperson assigned to account
Account plans stored in spreadsheets, slides and salesperson's memory
Account transfer executed over lunch

Typical Outcome

New salesperson has slow ramp to full productivity
Missed revenue opportunities during account transfer
Customer frustrated by loss of continuity and having to “train the new person”

A BETTER APPROACH

Powered by Timely and Actionable Information, Customer Predictive Analytics and Workflow-Enabled Execution Playbook

New salesperson has fast ramp to full productivity
Revenue opportunities are captured through a data-driven account transfer
Customer is well supported with a seamless transition

Timely and Actionable Information
Timely and Actionable Information

Number of units shipped/installed on open order - alert when new order is required
Amount of product capacity consumed - alert when overages require additional capacity
Schedule of service/subscription renewal dates - alert for approaching dates
List of relevant contacts at customer for each installed product
List of relevant contacts at channel partner(s) for each customer location/product

Customer Predictive Analytics
Customer Predictive Analytics

Projected expansion plan to capture full account potential
Recommended add-on products based on usage patterns
Suggested performance upgrades based on product utilization
Potential new product categories based on account characteristics

Workflow-Enabled Execution Playbook
Customer Predictive Analytics

Collaborative lifecycle management from account plan to opportunity conversion
Closed-loop coordination on joint opportunities with channel partners
Complete visibility across opportunities, point-of-sale, orders and installed base
Identification and tracking of business issues with customer and channel partners

Extend Your Salesforce CRM

Manage Customer and Channel Relationships Across The Entire Lifecycle

Business

Unlock value of customer data to grow revenue
Gain complete view of customer relationship
Synchronize channel activities with customer strategy

IT

Converge applications, data warehouses, portals and EDI
Simplify operations with fewer platforms and integrations
Leverage existing application administration resources

Increase the Value of Your Existing CRM Investment

Discover the Full Revenue Potential
of Your Existing Customers

Start with a Value-based Assessment

Predict Customer Lifetime Value
Measure sales and channel productivity
Evaluate customer and channel data visibility

A Better Way to
Manage Existing Customers