【正文】 with the customer39。Wele to Target Account Selling174。 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 . 33O p p o r t u n i t y A s s e s s m e n tC r i t e r i a A s s e s s m e n tC U S T O M E R ’S A P P L IC A T IO NO R P R O J E C T 1U N D E F IN E DD E F I N E DC U S T O M E R ’S B U S IN E S S P R O F IL E2W E A KS T R O N GC U S T O M E R ’S F IN A N C IA L C O N D I T IO N3W E A KS T R O N GC O M P E L L IN G E V E N T 5U N D E F IN E DD E F I N E DA C C E S S T O F U N D S4NOYES+–+–+–+–+–I s T h e r e A n O p p o r t u n it y ?H I G H +C r i t e r i a A s s e s s m e n tS H O R T T E R M R E V E N U E16L O WF U T U R E R E V E N U E17L O WH I G HP R O F IT A B I L I T Y18L O WH I G HS T R A T E G I C V A L U E 20NOYESD E G R E E O F R I S K19H I G HL O W–+–+–+–+–I s I t W o r t h W i n n i n g ?P a g e 2 . 1 0C r i t e r i a A s s e s s m e n tI N S I D E S U P P O R T 11W E A KE X E C U T I V E C R E D I B I L I T Y12W E A KS T R O N GC U L T U R A L C O M P A T I B IL IT Y13P O O RG O O DP O L I T IC A L A L I G N M E N T 15W E A KS T R O N GI N F O R M A L D E C I S I O NC R I T E R I A14U N D E F IN E DD E F I N E D–+–+–+–+–C a n W e W i n ?S T R O N G +C r i t e r i a A s s e s s m e n tF O R M A L D E C IS I O NC R I T E R I A 6U N D E F IN E DD E F I N E DS O L U T IO N F I T7P O O RG O O DL O WU N I Q U E B U S I N E S S V A L U E10W E A KS T R O N GC U R R E N T R E L A T I O N S H I P9W E A KS T R O N G+–+–++–+–C a n W e C o m p e t e ?S A L E S R E S O U R C ER E Q U I R E M E N T S8H I G H – Systems, Inc. All rights reserved. * Page Business Partners Providing you with access to new markets or customers Leveraging existing relationships with key players in your customer’s anization Providing new levels of expertise in specific industry segments Expanding your ability to deliver a “whole product” or plete solution Reducing the risks associated with the implementation of plex solutions Business Partners can help you advance your sales campaign by… Page Systems, Inc. All rights reserved. * Page The Partner’s Role in Your Value Chain Solutions Marketing Sales Implementation PostSales Service and Support Solutions Marketing Sales Implementation PostSales ? What solutions are available from your business partner that could enhance your ability to pete? ? What petitors does this partner work with? ? What market share objectives does your partner have for this market or industry segment? ? What specific resources have they dedicated to this market segment? ? How effective is the business partner’s salesperson or sales team associated with your joint business? ? Has the partner assigned the appropriate resources? ? Is there an agreedto engagement process? ? How are your partner’s implementation services structured? ? What specific implementation services can be applied to your joint business? ? What services are available to support the implementation on a longterm basis? ? How do your pany’s offerings plement those of your business partners? Page Systems, Inc. All rights reserved. * Page Partner Assessment Worksheet Is there an opportunity? (15) ? Understanding the customer’s application or project ? Providing a perspective on the customer’s financial condition ? Understanding the customer’s budgeting process ? Creating or uncovering a pelling event Can we pete? (610) Can we win? (1115) Is it worth winning? (1620) ? Knowledge of the customer’s formal decision criteria ? Providing solutions that lead to whole products or plete solutions ? Unique sales resources ? Existing relationships with key players ? Unique business value beyond yours ? Access and credibility at the executive level ? Understanding of the customer’s culture ? Knowledge of the customer’s informal decision process ? Access to the most influential people in the customer’s anization ? Understanding the linkage of the project to future revenue ? Reducing the risks associated with the project’s implementation ? Developing a solution that provides significant strategic value Examples Your Opportunity How can your business partner help you with… Page Systems, Inc. All rights reserved. * Page Team Activity: Analyze Your Business Partners Step 1 ? Review the examples shown next to each of the four key questions Step 2 ? Identify the specific areas where your business partner can help advance your team opportunity ? Cite the specific criteria (., 5, 10, etc.) Step 3 ? Be prepared to discuss FINISH BY: Integrate business partners into the Opportunity Assessment process. Use the worksheet on the previous page. Page Purpose 169。 therein lies their vulnerability. Origin of Strategy age Systems, Inc. All rights reserved. * Page Frontal Competitive Strategies age ? No Compelling Event OR ? No UBV ? Compelling Event exists/or you can create one AND ? You have UBV Position Attack Systems, Inc. All rights reserved. * Page Frontal Strategy Definition A frontal strategy is a direct approach based on the customer’s perception of your overwhelming superiority in solution, price or reputation. Guidelines/Caveats Variations age ? 3:1 advantage ? Requires size, speed or surprise ? Resource intensive (8) ? Blatant/obvious ? Most often used and easily defeated strategy ? Features/price/per