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John Clark Bay Networks Pre-Sales TAM

Synergy. Focussing on mutual Opportunities. John Clark Bay Networks Pre-Sales TAM. A CI + B ay = C. larity. onsistency. onfidence. ertainty. Definitions. Synergy "si-ner-je" combined action, which is greater than the sum of the individual effects

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John Clark Bay Networks Pre-Sales TAM

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  1. Synergy Focussing on mutual Opportunities John Clark Bay Networks Pre-Sales TAM

  2. ACI + Bay = C larity onsistency onfidence ertainty Definitions Synergy "si-ner-je" combined action, which is greater than the sum of the individual effects (from Greek - synergos: working together)

  3. commercial commercial TAM Technical Technical Technical Focus- dedicated to Bay Product range - competitive knowledge of other vendors Commercial Focus- targeted on Bay Product sales - not to the detriment of other vendors The Role of the TAM

  4. Design Aids Sign-off “I’m here to help on all Bay Designs” Feedback TAM Technical Focus • 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

  5. Leads Campaigns $ $ $ “I buy-in to winning all Bay bids” Marketing Incentives TAM Commercial Focus • 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

  6. 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

  7. $$$$$$$$$$$$$ Incentives • 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

  8. Incentives $$$$$$$$$$$$$

  9. PC TV Advertisement

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