Synergy John Clark Bay Networks Pre-Sales TAM Synergy Synergy "si-ner-je" combined action, which is...
-
Upload
luke-bauer -
Category
Documents
-
view
213 -
download
0
Transcript of Synergy John Clark Bay Networks Pre-Sales TAM Synergy Synergy "si-ner-je" combined action, which is...
![Page 1: Synergy John Clark Bay Networks Pre-Sales TAM Synergy Synergy "si-ner-je" combined action, which is greater than the sum of the individual effects (from.](https://reader035.fdocuments.in/reader035/viewer/2022070305/55141cb9550346e7488b55f2/html5/thumbnails/1.jpg)
Synergy
John ClarkJohn ClarkBay Networks Pre-Sales TAMBay Networks Pre-Sales TAM
![Page 2: Synergy John Clark Bay Networks Pre-Sales TAM Synergy Synergy "si-ner-je" combined action, which is greater than the sum of the individual effects (from.](https://reader035.fdocuments.in/reader035/viewer/2022070305/55141cb9550346e7488b55f2/html5/thumbnails/2.jpg)
Synergy
Synergy "si-ner-je" combined action, which is greater than the sum of the individual effects
(from Greek - synergos: working together)
ACI + Bay = Confidenceonsistency
ertainty
larity
Definitions
![Page 3: Synergy John Clark Bay Networks Pre-Sales TAM Synergy Synergy "si-ner-je" combined action, which is greater than the sum of the individual effects (from.](https://reader035.fdocuments.in/reader035/viewer/2022070305/55141cb9550346e7488b55f2/html5/thumbnails/3.jpg)
Synergy
The Role of the TAM
TAM
Technical Focus - dedicated to Bay Product range - competitive knowledge of other vendors
Technical Technical
Commercial Focus - targeted on Bay Product sales - not to the detriment of other vendors
commercial commercial
![Page 4: Synergy John Clark Bay Networks Pre-Sales TAM Synergy Synergy "si-ner-je" combined action, which is greater than the sum of the individual effects (from.](https://reader035.fdocuments.in/reader035/viewer/2022070305/55141cb9550346e7488b55f2/html5/thumbnails/4.jpg)
Synergy
Technical Focus
Design Aids
Sign-off
Feedback
• Design Aids - BETL, boilerplates, CDs, pricing, new products etc.
• Sign-off - Not mandatory - but shared responsibility, pooling of resources etc.
• Feedback - Bay SIGs, European NDA meetings, Single point of contact for technical issues
“I’m here to help on all Bay Designs”
TAM
![Page 5: Synergy John Clark Bay Networks Pre-Sales TAM Synergy Synergy "si-ner-je" combined action, which is greater than the sum of the individual effects (from.](https://reader035.fdocuments.in/reader035/viewer/2022070305/55141cb9550346e7488b55f2/html5/thumbnails/5.jpg)
Synergy
Commercial Focus
Leads
Campaigns
Marketing
TAM
“I buy-in to winning all Bay bids”
• Leads - Qualification process, team approach
• Campaigns - Telemarketing, shared mindset
• Marketing - “Switched On” article, Web sites, PR company/Press articles
• Incentives - Team approach - Sales, Pre-Sales, Internal, Project Manager, Post-Sales
Incentives
$ $ $
![Page 6: Synergy John Clark Bay Networks Pre-Sales TAM Synergy Synergy "si-ner-je" combined action, which is greater than the sum of the individual effects (from.](https://reader035.fdocuments.in/reader035/viewer/2022070305/55141cb9550346e7488b55f2/html5/thumbnails/6.jpg)
Synergy
Switched On
• Raise ACI Profile - Top of the ESP list alphabetically …
• Only Pan-European ESP - Multi-National Reseller of the Year
• Blue-chip Client Base - Large corporates, banking, finance, household retail names
![Page 7: Synergy John Clark Bay Networks Pre-Sales TAM Synergy Synergy "si-ner-je" combined action, which is greater than the sum of the individual effects (from.](https://reader035.fdocuments.in/reader035/viewer/2022070305/55141cb9550346e7488b55f2/html5/thumbnails/7.jpg)
Synergy
• Where Business Flows Incentive - Q2, Q3, Q4 FY 98
• $6M Target New Business - COGs $1.4M, $2M, $2M
• Opportunities - Tele-marketing, Prime Suspects, Bay leads etc.
• Team Rewards - All those contributing to the sales cycle
Incentives
$$$$$$$$$$$$$$$$$$$$$$$$$$
![Page 8: Synergy John Clark Bay Networks Pre-Sales TAM Synergy Synergy "si-ner-je" combined action, which is greater than the sum of the individual effects (from.](https://reader035.fdocuments.in/reader035/viewer/2022070305/55141cb9550346e7488b55f2/html5/thumbnails/8.jpg)
Synergy
Incentives
$$$$$$$$$$$$$$$$$$$$$$$$$$
![Page 9: Synergy John Clark Bay Networks Pre-Sales TAM Synergy Synergy "si-ner-je" combined action, which is greater than the sum of the individual effects (from.](https://reader035.fdocuments.in/reader035/viewer/2022070305/55141cb9550346e7488b55f2/html5/thumbnails/9.jpg)
Synergy
PC TV Advertisement