Tuesday, May 26, 2015

Enterprise Selling

Enterprise Selling:

  • Relationship 
    • Culture 
      • Customer norms and protocol
    • Organization  
      • Organization Structure 
      • Addressing everyone 
    • Infrastructure 
      • Base for product deployment success 
      • Key to requirement and design 
    • Needs 
      • Understanding from their Eyes 
  • Vision 
    • Inspiration 
      • Change the Future 
      • Industry Trends 
      • Customer Competitors Adoption 
    • Uniqueness  
      • Showing difference in core vision 
    • Differentiation  
      • Competitors Assessment 
      • Magic Quarantine 
    • Roadmap 
      • Showing Future planning 
      • Allowing them to align their plan 
      • Showing progressive approach 
  • Partnership 
    • POC 
      • Showing it Works 
      • Collaborating with Sales, Delivery and Customer 
      • Building Confidence 
    • Implementation 
      • Taking it to Production 
      • Having all parties to adopt 
      • Taking care of Enterprise - risk averse behavior
    • Expansion 
      • Land and Expand 
    • Replacement 
      • Transition Planning 

Proposal Structure 

  • Executive Summery 
    • Stating understanding
  • POV 
    • Industry POV 
    • Competitors actions
    • Current Situation - Diagram 
    • Future Situation - Diagram 
  • Solution 
    • Ref Architecture
    • Give couple of Solution options 
    • PPS (Product, Platform, Solution) Insertion Strategy
  • Case Studies
    • Addendum 
      • PPS Artifacts
Ref: 
  • https://www.linkedin.com/pulse/enterprise-sales-from-product-person-perspective-steven-sinofsky

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