Helping Global Brands Build Amazing Pipeline

Better Conversations. Faster Growth.

The hardest thing about selling

today is that customers don’t

need you the way they used to.

Sellers are increasingly challenged with:

• Buyer information access

• Buyer information overload

• Expanded competition

• Fast pace change

“ ”

The End of Solution Sales, Harvard Business Review

Say sales calls

don’t warrant their

time

85%

sales reps effectively

communicated

business value.

sales reps focus too

much on their product.

Gartner, "Tech Go-to-Market: Sales Organizations Need to Upgrade Skills and Processes to Meet Buyer Expectations"

34% 74%

Creating Value Engineers

Top reps tell their future

customers something

they don’t know.

© 2018 All Rights Reserved | Confidential | 5

Enabling your Value Engineers

Continuous and Bite-sized

Informal Learning

Reinforcement

I “Just for Me”

Content is Easy to Create, Absorb, Access

From enablement to pipeline

Course Kit: Core Framework

Step Development Process Learning Output

1 Abstract • Client to provide abstract (example below)

Course Kits (2-4 Weeks)

• Industry Summary (explain the abstract topics)

• Interviews with SMEs to build talk tracks

• Supporting “Who We’ve Helped” story by industry

Video Kit (3-5 Weeks)

• Recording of the industry summary leveraging script that will

be developed

• Recording of the Who We’ve Helped” story leveraging script

that will be developed

Coaching Kit (1-2 Weeks)

• Certification: Creation of a formal certification stream (manual

or video based)

• Flash Drills: Bite-size micro-learning delivered both pre and

post course of up to 10 questions each

• Varying record modes will be used to ensure seller can handle

all of the situations: Tele-Prompt, Slides & Cam, Screen

Record + Mic, Whiteboard, Live or Hot Seat, Hand-in-

document, Visual Confection (completed whiteboard exercise)

Scorecards (1 Week)

• Develop score card and pass/advance criteria

2 Content Audit • Determine degree to which learning content exists vs needs

to be developed

• Identify internal and external SMEs to develop content gaps

3 Curriculum

Development

• Creation of learning path

• Identify external sources of reference data (eg Gartner)

• Develop learning kits for each module (Slides and speaker

notes)

• Client review and approval

• Graphics and design

• Client review and approval

• Video production (if applicable)

• Load into Client’s Sales Enablement Engine

Curriculum Development

Course Kit: Examples

Course Kit: Optional Extensions

Offering Development Process Learning Output

1 Advanced

Coaching

• For each category of the Competency Score Card, additional peer & executive best practice videos

and core enablers will be provided to help the learner master any deficient category they might score

on (for example, objection handling in a new industry, product positioning, etc.)

• Manager will be trained on identifying and providing feedback for up to 5 core concepts per Video

Exercise

• 3 Practice Videos will be created for managers that enable them to practice identifying the core

coaching moments

• 10% of video response exercises will be reviewed by campaign stars to ensure grading calibration

and to provide feedback to manager

• Stand Alone Evaluation can be performed as well to trend and track sellers scores

• Calibrated

organization wide

coaching standards

2 Analytics &

Insight

• Development of reporting best practices to provide insights around:

• Team by team training consumption and certification attainment

• Sales Manager effectiveness (completeness and thoroughness of coaching)

• Patterns of excellence

• Establish baseline

for organizational

enablement and

identify best

practices

3 Just-In-Time

access to

refresh

courses

• Bite size content sliced up for up to 10 scenarios delivered dynamically in SFDC as playbooks

• Allego Channel that breakup the content into its core components supported by field generated best-

practice videos

• Facilitate the process to help ensure field sharing becomes regular cadence

• Ability to find and

confidently deliver

the right content at

the right point in time

4 Post Go-Live

Story /

Content

Calendar

• Story telling workshop to help reps convert their client wins into powerful stories that can be shared

organization wide

• Win reports: Reps encouraged to record .the customer win in the form of a “heroes journey story”

where the buyer is the hero

• Development of 5 stories

• Who I’ve Helped

Story

• Who I am Story

• My Company Story

Analytics driving Coaching Direction

Course Kit: Optional Extensions

Offering Development Process Learning Output

5 Whiteboard

Story

• Kick off meeting / brainstorming session

• Visual story board

• Visual flow

• Script developed

• Diagnostic questions and objections embedded

• “Who’ve we’ve helped story” embedded

• Train the trainer workshop

• Development of a certification process: target of 20X of repetition to internalize

• Visual Confection: visual story flow that will be mastered by reps to talk a buyer through the big

idea quickly and personally

• Ability to take a

prospect through a

story based story: why

change, I have to

change, to I’ll change

with you

Whiteboard Story: Examples

Whiteboard Story: Examples

Whiteboard Story Telling My Company Story; Who We’ve Helped Stories; Who I am Story;

My Company Story Who We’ve Helped Story Who I am Story

Identify

Recover

Respond Detect

Protect

NIST Cybersecurity

Framework

Acme Analytics Service Questions

1.

2. Cyber: Compliance, Prevention =X, Detection slow

Prevention + Detection + Attestation?

Risk-based Access

Attack Surface - adaptively

MFA Block

Low Med High

R/T Risk Assessment Built-in Dashboards

Users Servers Scanners

R/T Threat Detection

Context Aware

Response time

Automation & remediation

Privilege recommendation

Policy recommendation

650 Events

70 Views

Customer Story

- Identity Silos, No visibility

- ADFS, Duo, Thycotic

- Insight, User-exp.

- Cost, Balance, Simplicity

Why Change?

-Data, graphs

-Proxy-based authentication

-Policies (Detection & Response??)

- Orchestration

Why Acme?

1. R/T compliance reporting

2. Risk-based MFA.

3. Next Gen PAM

Visual Confection: Example