Use Data
To Drive Maximum Sales
From Existing Customers

Maximize Account Monetization
Optimize Sales and Partner Productivity

Transform Sales With 3 Data-Driven Capabilities

Product
Recommendations
Sales
Playbooks
Customer
Visibility

Product Recommendations


Installed Base Intelligence


To Predict Future Purchases by Existing Customers

Product
Recommendations



Make Product Recommendations based on installed products

Collaborate with end user customers on Roadmaps and Budgets

Estimate value, timing and probability of future Customer Purchases

Installed Base Intelligence Across Customer-Product Lifecycle


WARRANTY CONVERSION

Convert warranty to extended support/maintenance contracts

SERVICE RENEWAL

Renew support and subscription services contracts

EXPANSION

Expand product adoption as part of land-and-expand strategy

PERFORMANCE UPGRADE

Upgrade installed product for higher performance/capabilities

USAGE/OUTCOME

Add increased capacity or refill consumables based on actual usage

END-OF-SALE LAST BUY

Offer last purchase opportunity before End-of-Sale

END-OF-LIFE REFRESH

Refresh installed products prior to End-of-Life

NEXT GENERATION

Introduce next-generation of installed products

ADD-ON ATTACHED

Add incremental products attached to installed products

COMPLEMENTARY UN-ATTACHED

Add complementary un-attached products related to installed ones

OTHER CATEGORY

Cross-sell other product category different from installed products

ACQUISITION/ALLIANCE

Cross-sell product category originating from acquisitions or alliances

Sales Playbooks


Sales-Partner Coordination


To Trigger Right Action at Right Time with Right People

Sales
Playbooks



Map customer roadmap and Plan resources based on customer potential

Drive execution and Track progress with closed-loop monitoring

Optimize sales and cost drivers to Improve yields

Ongoing Relationship with Existing Customers


Map

Map installed base lifecycle to quantify customer roadmaps and budgets

Plan

Plan sales and partner resources to align to customer potential

Drive

Drive pursuit of customer purchases by direct sales and/or partners

Track

Track status of direct and partner purchases thru to product activation

Improve

Improve yields by optimizing sales and cost drivers

Customer Visibility


Complete Lifecycle View


To Optimize Sales and Partner Productivity

Customer
Visibility



Consolidate information for complete Single Version of Truth

Set Triggers for events that impact purchases

Push Notifications to sales, partners and customers

Single Version of Truth

INSTALLED PRODUCTS

Installed products, activations, product status and usage, whitespace potential, customer owners

ACCOUNT INTELLIGENCE

Expansion status, share of wallet/spend, competitive landscape, account demographics, business issues

PURCHASE POTENTIAL

Product recommendations. customer roadmap, customer budgets, leads, opportunities, quotes

AGREEMENTS/CATALOGS

Product catalogs, volume discounts, rebates, business terms, non-standard exceptions

DIRECT PURCHASES

Orders, deliveries, receipts, returns, subscriptions, support contracts, invoices, credits, payments

PARTNER PURCHASES

Deal registrations, Point-of-Sale (POS), partner inventory, market development funds, partner incentives, partner contacts

Extend Your Existing Salesforce Platform


Manage Entire Relationship with Existing Customers and Partners

Business Benefits

Unlock value of installed base data to grow sales
Gain complete view of customer and partner relationship
Synchronize partner activities with customer relationship

IT Benefits

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

Increase value from your CRM investment

CAN YOU DRIVE MORE SALES
FROM YOUR EXISTING CUSTOMERS?

Get Your Answer In Less Than 90 Days With Our Diagnostic Data Investigation

Quantify maximum installed base potential
Define data roadmap to installed base intelligence
Prioritize playbooks for sales and partners

Your Customer and Partner
Data Platform


World’s First Application for Integrated
Customer and Partner Management