【正文】 could we cause our solution to fail? ? What are the critical dependencies in delivering value to the customer? ? How could the customer cause our solution to fail? ? What is the impact on our business if the solution fails? ? What is the value of this opportunity to us beyond the revenue? ? How does this opportunity fit in our business plan? ? How can we leverage this opportunity into revenue from other panies or markets? ? How will this opportunity help us improve our product or service? age Systems, Inc. All rights reserved. * Page Individual Exercise: Current Opportunity Step 1 ? Use your current sales opportunity and plete the Opportunity Assessment on page ? Identify your primary petitor Step 2 ? Rate your position against each criterion: (+) if it is accurate, known and favorable (–) if it is unfavorable (?) if it is unknown Step 3 ? In the shaded column, rate your petitor’s position 7/12/XX DATE COMPETITORS OUR CO. + ? + XSys + + ? FINISH BY: Page 169。s business objectives so you can municate your unique business value ? Select a petitive sales strategy that enables you to close the sales opportunity Output ? Analysis of your position for this opportunity ? Competitive strategy to win your sales opportunity Strategy Assess the Opportunity Set the Competitive Strategy Identify the Key Players Define the Relationship Strategy Turn Ideas Into Actions Test and Improve the Plan Implement the Process 1 2 3 4 5 6 7 age Page TAS Planning Methodology age 2.? Describes the general approach ? The route to the objective ? Connected to the strategy ? Individual, styledependent ? Flexible, dynamic ? Tied to the actions ? Identifies the specific people, programs and money required ? Longrange ? Visionary ? Defines our relationship ? Specific (products/services) ? Measurable (order amount) ? Timebound (close date) ? Ensures that your plan is realistic ? Should support your customer’s business plan oal trategy ctions S A esources R bjective O est T G Where are we going? How will we achieve the objective? What specific actions will we implement? What resources are required? What specific actions will we implement? Does our plan create value for the customer? (4) What must we acplish? (7) (5) Systems, Inc. All rights reserved. * Page Goal Objective Strategy Customer Sales Team Bee the industry leader in customer service ? Improve initial call response to average of less than 2 minutes ? Improve problem resolution to less than 4 hours ? Decrease customer defection rate to % ? Achieve a payback within 18 months on our investment of $5M in new technology Install an integrated customer management system that functions the same throughout the world by October 15 Bee National Manufacturing’s trusted adviser on the application of technology to customer service Secure a $3M mitment for a customer service solution that includes: ? X100 System ($500K) ? Custom software ($) ? Project management services ($) no later than March 31 Shift the decision criteria from product technology to application expertise and worldwide support Example age Systems, Inc. All rights reserved. * Page The Art of War – Sun Tzu Know yourself, know your enemy, and you need not fear one hundred battles. Know only yourself and not your enemy, and for every victory gained you shall sustain defeat. Know neither yourself nor your enemy, and you shall succumb in every battle. Your strength will eventually bee your weakness. The key to victory is not in defeating the enemy, but in defeating the enemy’s strategy。 2 0 0 0 Si e b e l S ys te m s , I n c . A l l r i g h ts r e s e r v e d . T A S . ST D . O T E. 0 7 0. 0 1 . 1 2 05 9 7 . 0 6 01 0 0 . p p t P a g e 1 . 41P a r t n e r A s s e s s m e n t W o r k s h e e tI s t h e r e a no p p o r t u n i t y ?( 1 5 )? U n d e rs ta n din g th e c u s to m e r’s a p p lic a tio n o r p ro je c t? P ro v id in g a p e rs p e c tiv e on th e c u s to m e r’s fin a n c ia l c o n d itio n? U n d e rs ta n din g th e c u s to m e r’s b u d g e tin g p ro c e s sC r e a ti n g o r u n c o v e r i n g a c o m p e l l i n g e v e n tC a n w ec o m p e t e ?( 6 1 0 )C a n w e w in ?( 1 1 1 5 )I s i t w o r t hw i n n in g ?( 1 6 2 0 )K n o w le dg e o f the c us tom e r’s fo rm a l d e c is io n c rite ria? P r o v i d i n g s o l u ti o n s t h a t l e a d t o w h o l e p r o d u c t s o r c o m p l e t e s o l u ti o n s? U n i q u e s a l e s r e s o u r c e sE x i s t i n g r e l a ti o n s h i p s w i t h k e y p l a y e r s? U n i q u e b u s i n e s s v a l u e b e y o n d y o u r sA c c e s s a n d c r e d i b i l i t y a t t h e e x e c u t i v e l e v e l? U n d e rs ta n din g o f th e c u s to m e r’s c u ltu re? K n o w le dg e o f the c us tom e r’s in fo rm a l d e c is io n pr oc e s s? A c c e s s to th e m o s t in flu e n tia l p e o p le in th e c u s to m e r’s o rg a n iza tio n? U n d e r s ta n d i n g th e l i n k a g e o f th e p r o j e c t t o fu t u r e r e v e n u e? R e d u c in g th e ris k s a s s o c ia te d w ith th e p ro je c t’s im p le m e n ta tio n? D e v e l o p i n g a s o l u ti o n th a t p r o v i d e s s i g n i f i c a n t s t r a t e g i c v a l u eE x a m p l e s Y o u r O p p o r t u n i t yH o w ca n y o u r b u s in e s s p a rtn e r h e lp y o u w ith …P a g e 1 . 2 2 Systems, Inc. All rights reserved. * Page Purpose ? Provide you with a framework for developing a winning strategy Benefits ? Align your sales objectives