example sales training -- prospecting guide

8/14/2019 Example Sales Training -- Prospecting Guide

1/18

How to Hunt for BPM

Opportunities

Prospecting and OpportunityTargeting


2/18

Instructions

InstructionsView in presentation mode

Use the left panel to navigate through different prospectingareas for ALBPM

PurposeThis is a tool to help you identify, qualify and pursueopportunities for ALBPM

This is for internal-use only, as a guide to improve yourprospecting and account targeting

Do not forward this to customers, prospects or partners

FeedbackContact Jesper Joergensen ([email protected]) withcomments and suggestions

Process

Optimization

SOA & BPM

Overview

Previous Next

Instructions

Overview
mailto:[email protected]:[email protected]


3/18

Overview

BEA AquaLogic BPM Suite is the leading softwaresuite for optimizing the business process lifecycle byintegrating the modeling, execution andmeasurement of end-to-end business processes thatconnect people to people, applications to

applications, and people to applications.This presentation is a prospecting guide for ALBPMopportunities in the categories of

Process Optimization uncovering needs within the line ofbusiness and other busiess operations groups

SOA & BPM selling BPM to support or even drive large SOAdeals through enterprise-wide adoption led by a visionary,business-minded IT group.

Process

Optimization

SOA & BPM

Overview

Previous Next

Instructions

Overview


4/18

Process Optimization: Summary

Solution overview: framework for delivering newbusiness solutions for different lines of business

Key messagesImprove productivity of employees and their businessprocesses

Allow employees to work as their requirements dictate, nothow IT dictates

Give LOB users control of their business processes

Process

Optimization

Pain

Targets

Script

Customers

Cross-Sell

Summary

Overview

Previous Next

ResourcesHorizontal Business Industry

New Hire On-boarding

Expense Reporting Benefits Enrollment

Sarbanes-Oxley /

regulatory compliance Customer Care

Quote-to-cash

Supply chain management

Sales Productivity

Marketing &

Communications

Risk Management

Claims Processing

Service Billing

Loan Origination

Reverse Logistics

Customer Provisioning

Instructions

Overview

SOA & BPM


5/18

Process Optimization: Understanding Pain

Business pain

Lack of visibility into how the business is run, because businessprocesses are not documented or real processes differ fromdocumented processes

Low productivity due to manual execution of processes that spandivisional domains or are hard to otherwise automate

Low customer satisfaction due to long response times, unhandledexceptions in customer processes, or complex, uncoordinatedcustomer service.

Inability to launch new business tacticsquickly to competeeffectively or attack new opportunities.

Inability to comply (or document compliance) with federal/industryregulations SOX, HIPPA, Basel II

Technical PainFailure of IT to deliver solutions to above pain points in a way thatempowers the line of business to design, own and control aspects ofthe business processes

Previous Next

Process

Optimization

Pain

Targets

Script

Customers

Cross-Sell

Summary

Overview

Resources

Instructions

Overview

SOA & BPM


6/18

Process Optimization: Target Audiences

Project sponsors

Senior Management (VP,Directors) of horizontalgroups (Finance, HR)

Senior Management (VP,Directors) of BusinessUnits

Influencers

CIOs

Architects

IT VPs and Directors

Previous Next

Process

Optimization

Pain

Targets

Script

Customers

Cross-Sell

Summary

Overview

Resources

Instructions

Overview

SOA & BPM


7/18

Process Optimization: Scripts

LOB Example:

Im calling to schedule a 20-minute telephone call---- to discuss helping with the

(benefit from the) orchestration of some of your critical business processes and talk about how

were helping other financial services companies like American Express and JPMorgan Chase

automate business processes like output management services and risk management where

processing time for received files decreased by 78%.

Use industry-relevant success stories

Avoid technical details

IT Example:Im calling to schedule a 20-minute telephone call---- to discuss helping with the

(benefit from the) orchestration of some of your critical business processes and talk about how

were helping other companies like (pick few: American Express, JPMorganChase, Shelter

Insurance, Tenet Healthcare, UnitedHealthcare, Owens & Minor, Tesoro Petroleum, )

to automate business processes to align business & IT, reuse existing assets, achieve an

SOA, and most importantly save them millions of dollars.

Do you currently have BPM initiatives?

IT will be curious about BPM as the next big thing and as an enable of business/IT

alignment. Make sure to emphasize this.

Previous Next

Process

Optimization

Pain

Targets

Script

Customers

Cross-Sell

Summary

Overview

Resources

Instructions

Overview

SOA & BPM


8/18

Process Optimization: Resources

Sales Productivity Application (portal.plumtree.com)and Sales Portal (salesportal.bea.com)

Sales Kit, Product Collateral

Legal templates, pricing configurator

Marketing programs, calendar

Leads

Customer profiles, ROI anecdotes, win/loss reports

Competitive analysis, battle cards

Sales training archive

LOB and industry solutions

In Knowledge Directory:Full call script

Previous Next

Process

Optimization

Pain

Targets

Script

Customers

Cross-Sell

Summary

Overview

Resources

Instructions

Overview

SOA & BPM
http://portal.plumtree.com/portal/server.pt?parentname=&parentid=&spaceID=5&page=DirEditorRedirect&space=Dirhttp://portal.plumtree.com/portal/server.pt?parentname=&parentid=&spaceID=5&in_hi_userid=755069&page=DirEditorRedirect&space=Dirhttp://portal.plumtree.com/portal/server.pt?parentname=&parentid=&spaceID=5&in_hi_userid=755069&page=DirEditorRedirect&space=Dirhttp://portal.plumtree.com/portal/server.pt?parentname=&parentid=&spaceID=5&page=DirEditorRedirect&space=Dir


9/18

Process Optimization: Customers

JPMorganChase

First Horizon

GreenPoint

United Healthcare

Previous Next

Process

Optimization

Pain

Targets

Script

Customers

Cross-Sell

Summary

Overview

Resources

Instructions

Overview

SOA & BPM


10/18

Process Optimization: Cross-sell and Expansion

ExpansionThe next BPM Project

Success of the first project in a

customer is critical. Once you

have a successful project, its

time to market it to other groupsin the account.

Set up cross-group seminars for

sharing experiences

Help make your champion a

hero within the customer

Enterprise Wide BPMWith a few successful projects,

its time to work on IT to make

ALBPM the corporate standard.

Cross-sellSOA

Educate IT that business-led

BPM projects can be reeled

in with SOA which enables IT

to establish reuse, governanceand control. Leverage BEA

WWFO heavily.

User Interaction

ALUI provides a seamless

user experience across BPM

and existing intranet, extranet.

Beware of product

limitations for smooth

upgrades

Previous Next

Process

Optimization

Pain

Targets

Script

Customers

Cross-Sell

Summary

Overview

Resources

Instructions

Overview

SOA & BPM


11/18

SOA & BPM: Summary

Establish the benefits of the combination of SOA and BPM to drive

large deals of multiple BEA products led by ALBPMThe goal is to close an ALBPM deal sponsored by both businessand IT (typically IT will be the owner, but LOB contributes budget)that is much broader in scope than what a pure business-drivendeal would be.

The first deal could be a pilot or smaller project. This would be

similar to a process optimization opportunity with the differencethat you have ensured IT buy-in and that this is a step towardsenterprise wide deployment and the ELA.

Key messages

BPM enables business agility

SOA enables IT agility

Together, BPM and SOA is a powerful combination for enabling BusinessLiquidITy.

SOA & BPM

Pain

Targets

Script

Customers

Cross-Sell

Summary

Overview

Previous Next

Resources

Instructions

Overview

Process

Optimization


12/18

SOA & BPM: Understanding Pain

Standard Business and IT pain

See business pain under Process Optimization prospectingBusiness Pain, when IT adopts SOA

SOA does not translate directly into business value

so business units do not understand value of SOA and will not justifycosts

Business users need different tools to drive business agility. They are

focusing on how to optimize business processes top-down and do notcare how things are wired underneath.

SOA is not enough. It does not cure business pains by itself.

IT Pain, when business wants BPMBPM suites are nimble enough that they can be deployed with little ITinvolvement. This leads to proliferation without control.

BPM suites do not enforce SOA best practices. They can do their own

integration and circumvent standards and best practices established byIT.

By empowering line of business, BPM takes control away from IT

Previous Next

Overview

Instructions

Overview

Process

Optimization

SOA & BPM

Pain

Targets

Script

Customers

Cross-Sell

Summary

Resources


13/18

SOA & BPM: Target Audiences

Project sponsorsSenior Management (VP,Directors) of horizontalgroups (Finance, HR) andbusiness units

Senior Management (VP,Directors) of IT divisions

CIO

Enterprise ArchitectGroup (if they have thepower)

LOB/IT liaison

InfluencersEnterprise ArchitectGroup (if they dont havethe power to sponsor,they will certainly be an

influencer)

Process Experts

LOB power users

LOB/IT liaison

Previous Next

Overview

Instructions

Overview

Process

Optimization

SOA & BPM

Pain

Targets

Script

Customers

Cross-Sell

Summary

Resources


14/18

SOA & BPM: Scripts (messages to deliver)

LOBALBPM gives you the ability to create and own the very same business

processes that will be executed. There is no interpretation or separateimplementation stage by IT. You will receive immediate returns beyond justprocess automation in the form of control over the executed process anddirect visibility into the process as it runs.

Through SOA, IT is providing you with high-quality business services thatthey manage and govern to better serve you.

You are in control of creating and updating your own business processes,

leveraging the services IT provides to you.IT

ALBPM gives your business counterparts the tool they need to trulyleverage SOA and derive real business value. By deploying a serviceinfrastructure and providing your LOBs with BPM capabilities you are incontrol of how IT resources are provided, used, secured and governed. Andthe LOBs can more effectively leverage the services you provide through

SOA by being the drivers of the optimization of their business processes

Previous Next

Overview

Instructions

Overview

Process

Optimization

SOA & BPM

Pain

Targets

Script

Customers

Cross-Sell

Summary

Resources


15/18

SOA & BPM: Resources

Sales Productivity ApplicationSales Kit, Product Collateral

Legal templates, pricing configurator

Marketing programs, calendar

Leads

Customer profiles, ROI anecdotes, win/loss reports

Competitive analysis, battle cards

Sales training archive

LOB and industry solutions

Previous Next

Overview

Instructions

Overview

Process

Optimization

SOA & BPM

Pain

Targets

Script

Customers

Cross-Sell

Summary

Resources


16/18

SOA & BPM: Customers

Sallie Mae

Wells Fargo

CitiGroup

OptionOne

Previous Next

Overview

Instructions

Overview

Process

Optimization

SOA & BPM

Pain

Targets

Script

Customers

Cross-Sell

Summary

Resources


17/18

SOA & BPM: Cross-sell and Expansion

Expansion

SOA+BPM opportunities often

start with a pilot. But this should

not be reduced to a one-off. The

goal is from the beginning to

expand to a much wider

footprint.Make sure to set yourself up for

this expansion path from the

beginning.

Cross-sell

ALBPM is only the tip of the iceberg.

BPM shows business value of SOA

and thus works as a door-opener.

The revenue potential from a full-blown

service infrastructure deployment is

much larger.

Cross-sell ALSB, ALDSP, ALSR, ALES

for service infrastructure

Cross-sell WLP or ALUI for portal

Cross-sell WL family as underlying app

infrastructure if appropriate

Previous Next

Overview

Instructions

Overview

Process

Optimization

SOA & BPM

Pain

Targets

Script

Customers

Cross-Sell

Summary

Resources


18/18

Process

Optimization

SOA & BPM

Overview

Previous

Thank you

example sales training -- prospecting guide

Documents