1 / 17

Improving Business Opportunity Tracking Sales War Room

marged
Download Presentation

Improving Business Opportunity Tracking Sales War Room

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

    1. Page 1 Improving Business Opportunity Tracking – Sales “War Room” This last screen shot is an example of our KM focus on business intelligence. Here is a Sharepoint enabled virtual sales opportunity tracking war room, as we call them, used by sales managers at various levels to stay on top of and collaborate on their sales pipeline with their global sales teams. These war rooms aggregate sales opportunity data and provide the interactive ability to view and filter pipeline information by, for example, theatre, country, value, time period, account type, and close probability. In addition, they can drill down to the opportunity details. In this case, Seibel data is being fed to SharePoint via our data warehouse and then presented in a very interactive and friendly way to sales teams who are most likely collaborating virtually thru a tool like LiveMeeting. These easy to use, interactive, globally accessible sites for key sales pipeline information has had the added benefit of motivating sales executives to ensure that their sales opportunity information is kept current in Seibel, which was somewhat of a problem in the past. This last screen shot is an example of our KM focus on business intelligence. Here is a Sharepoint enabled virtual sales opportunity tracking war room, as we call them, used by sales managers at various levels to stay on top of and collaborate on their sales pipeline with their global sales teams. These war rooms aggregate sales opportunity data and provide the interactive ability to view and filter pipeline information by, for example, theatre, country, value, time period, account type, and close probability. In addition, they can drill down to the opportunity details. In this case, Seibel data is being fed to SharePoint via our data warehouse and then presented in a very interactive and friendly way to sales teams who are most likely collaborating virtually thru a tool like LiveMeeting. These easy to use, interactive, globally accessible sites for key sales pipeline information has had the added benefit of motivating sales executives to ensure that their sales opportunity information is kept current in Seibel, which was somewhat of a problem in the past.

    2. Page 2 Unisys Knowledge Management Community

    3. Page 3 Portal & Technology Learning

    4. Page 4 KM Program Governance Processes Do’s and Don’ts of publishing Global Systems Administration New Knowledge Network (community) requests Privacy, confidentiality and access rights Knowledge.Net Service Requests & Change Control Configuration management Back-up & Recovery Growth management Problem resolution Knowledge Architecture/Taxonomy My Site Guidance

    5. Page 5

    6. Page 6

    7. Page 7

    8. Page 8

    9. Page 9

    10. Page 10

    11. Page 11

    12. Page 12

    13. Page 13

    14. Page 14 Results Global Knowledge.Net adoption with high value solutions Positive behavioral change Management emphasis on KM skills Virtual sharing & collaboration KM is a major priority across business units, programs and projects Scale-up, single portal farm deployment cost benefits being achieved The Journey Continues So, what have been the results so far from our focus on knowledge management and the associated application of the SharePoint portal technology? (Build 1) Knowledge.Net adoption has accelerated globally with an increasing number of high value KM solutions being deployed by business units across Unisys. Importantly, the organization gets what KM is all about. (Build 2) There is definitely positive employee behavior change. There is an emphasis on building employing KM skills by most managers and organizatons, and virtual sharing and collaboration is becoming the norm. (Build 3) Knowledge management is a major priority across most key business units, in part due to the fact that the organization sees the value which can be achieved. (Build 4) The cost benefits derived from our scale-up, single portal farm deployment have validated IT’s architectural approach (Build 5) But the journey still continues and there is still much to accomplish before reaching the vision I shared with you earlier.So, what have been the results so far from our focus on knowledge management and the associated application of the SharePoint portal technology? (Build 1) Knowledge.Net adoption has accelerated globally with an increasing number of high value KM solutions being deployed by business units across Unisys. Importantly, the organization gets what KM is all about. (Build 2) There is definitely positive employee behavior change. There is an emphasis on building employing KM skills by most managers and organizatons, and virtual sharing and collaboration is becoming the norm. (Build 3) Knowledge management is a major priority across most key business units, in part due to the fact that the organization sees the value which can be achieved. (Build 4) The cost benefits derived from our scale-up, single portal farm deployment have validated IT’s architectural approach (Build 5) But the journey still continues and there is still much to accomplish before reaching the vision I shared with you earlier.

    15. Page 15 Recognizing the team With any knowledge management endeavor, team reward and recognition is an important element. In this regard, I’m pleased to say that Unisys and its partner Microsoft received the best knowledge management system award last fall from from Data Management Review magazine and DCI. With any knowledge management endeavor, team reward and recognition is an important element. In this regard, I’m pleased to say that Unisys and its partner Microsoft received the best knowledge management system award last fall from from Data Management Review magazine and DCI.

    16. Page 16 The KM Team Hundreds of evangelists across the business With regard to our KM team, you may be interested in what it looks like.With regard to our KM team, you may be interested in what it looks like.

    17. Page 17 Lessons……. Think big. To obtain interest and support, evangelize something that people can get excited about. Establish intermediate goals and demonstrate short-term successes. Leverage the competitive nature of executives. A success in one business unit will make others want to play. Accommodate the dynamic nature of your business. Stay in tune with changing corporate priorities, key business initiatives and industry trends. Adjust your vision accordingly. The technology does matter. Pick a technology that fits your company’s culture. Know your users and don’t compromise on key usability issues. Empower your users. Provide an extensible application framework that allows smart, energetic users to extend your solution faster than you can do yourself. Think big. To obtain interest and support, evangelize something that people can get excited about. Establish intermediate goals and demonstrate short-term successes. Leverage the competitive nature of executives. A success in one business unit will make others want to play. Accommodate the dynamic nature of your business. Stay in tune with changing corporate priorities, key business initiatives and industry trends. Adjust your vision accordingly. The technology does matter. Pick a technology that fits your company’s culture. Know your users and don’t compromise on key usability issues. Empower your users. Provide an extensible application framework that allows smart, energetic users to extend your solution faster than you can do yourself. Think big. To obtain interest and support, evangelize something that people can get excited about. Establish intermediate goals and demonstrate short-term successes. Leverage the competitive nature of executives. A success in one business unit will make others want to play. Accommodate the dynamic nature of your business. Stay in tune with changing corporate priorities, key business initiatives and industry trends. Adjust your vision accordingly. The technology does matter. Pick a technology that fits your company’s culture. Know your users and don’t compromise on key usability issues. Empower your users. Provide an extensible application framework that allows smart, energetic users to extend your solution faster than you can do yourself.

More Related