FEBRUARY 7, 2014 EXECUTIVE CHECKPOINT Stephanie Lovett February 6, 2014 2 THIS WEEKS PROGRESS (WEEK OF FEBRUARY 3) Top business challenges by functional area o Gap identified during last weeks executive checkpoint meeting o Completed the build-out of top challenges & mapping to Use Cases
Use Case Master Spreadsheet o Completed the build out for all 45 Use Cases (applicable products, capabilities, supporting feature & benefits) o WIP = highlight differentiating features (target: February 11)
Use Case tool o Continued discussions with Carbon 8 o Projected cost & schedule due by the COB today (4:30pm EST meeting) 3 USE CASE ALIGNMENT Business challenge Use Case Capabilities Supporting features Benefits Top business challenges by functional area Use Case selling scenarios Capabilities provided by PGis solution(s) Product features that deliver capabilities Benefits realized 4 USE CASE ALIGNMENT (SALES EXAMPLE) Business challenge Use Case Capabilities Supporting features Benefits Sales: Increasing penetration into existing accounts Conduct virtual F2F meetings with clients Enables personal interaction Promotes relationship building Connects clients with subject matter experts, regardless of location Promotes meeting participant interaction Live video Personal profile cubes, links to personal apps Supports PC, Mac, iPad, iPhone & Android Active talker, video, chat Meet more frequently with more customers in a more cost efficient manner Quickly connect people with questions to people with answers Reduce travel expenses by delivering your message online Shorten the sales cycle iMeet 5 SALES TOP BUSINESS CHALLENGES New customer acquisition Increasing penetration into existing accounts Increasing sales team effectiveness & performance Improving customer satisfaction & loyalty Optimizing deal size through up-selling & cross-selling Top Challenges Identifying & quickly qualifying new accounts through aggressive prospecting activities (webinars, demos, keynote speaking engagements, Marketing generated leads, etc.) Selling additional products & services to existing customers & identifying opportunities to sell to other functional areas within existing accounts Creating a high performance sales team & deploying efficient tools / processes to maximize each sellers productivity Establishing & maintaining regular interactions with clients to maintain & nurture a strong personal relationship. Source: The Sales Execution Challenge / Qvidian (January 2014) + recruiting challenge Understanding customer wants & needs and selling across the entire portfolio of products & services. Recruiting & retaining skilled employees Finding employees with increasingly specialized skills & keeping those skills current can help organizations differentiate themselves in a highly competitive talent market. February 6, 2014 6 SALES TOP BUSINESS CHALLENGES BY USE CASE Top Sales Challenges Conduct virtual F2F meetings with clients
Conduct virtual F2F meetings with prospects Conduct team meetings with remote employees Conduct virtual F2F recruiting interviews Onboard new employees Participate in Sales / Marketing alignment and sales enablement & training calls Enable customer self-service virtual sales office
Quickly address customer service issues New customer acquisition X X X Increasing penetration into existing accounts X X X Increasing sales team effectiveness & performance X X X X X X X Improving customer satisfaction & loyalty X X X X Optimizing deal size through up-selling & cross-selling X X X X Recruiting & retaining skilled employees X X X X Use Cases Source: The Sales Execution Challenge / Qvidian (January 2014) + recruiting challenge February 6, 2014 7 MARKETING TOP BUSINESS CHALLENGES Generating awareness & driving traffic Targeting effectively Using social media to generate customers & revenue Keeping up with Marketing trends & strategies Increasing & proving ROI Top Challenges Create a higher volume of interested prospects by leveraging the various channels that are available (social networks, blogs, events, e-mail marketing, etc.) & building content that is relevant & valuable to your target audience. Identifying your target audience, understanding their unique needs, creating content that is relevant & valuable and connecting with them using their preferred channel will help you concentrate your efforts on prospects that are more likely to respond. Creating a strong social presence will help turn leads into customers by better targeting, engaging & nurturing the connections made using social networks. Companies need to engage social followers by quickly responding to messages, recognizing influential followers & personalizing conversations. Marketing is constantly evolving & Marketing organizations must evolve with it or risk being left behind. The most important thing to remember is to go where your audience goes. Source: Based 5 Major Challenges Marketers Face / Hubspot (November 2012) + recruiting challenge Measuring & understanding the value of each tactic in terms of leads, customers & revenue produced will demonstrate that Marketing is a revenue center, not a cost center. Recruiting & retaining skilled employees Finding employees with increasingly specialized skills & keeping those skills current can help organizations differentiate themselves in a highly competitive talent market. Effectively managing leads Identifying & nurturing leads throughout their lifecycle using highly targeted progression tactics will drive a larger number of qualified to the Sales organization. February 6, 2014 8 MARKETING TOP BUSINESS CHALLENGES BY USE CASE Top Marketing Challenges Conduct team meetings with remote employees Collaborate with agencies & vendors Host large promotional events Conduct focus groups with prospects & clients Conduct focus groups with sales team members Communi- cate critical information to the sales team Collaborate on creative concepts Conduct virtual F2F recruiting interviews Onboard new employees
Brief extended teams on strategy, creative direction or performance results
Generating awareness & driving traffic X X X X X X X Targeting effectively X X X X X X X Effectively managing leads X X X X X X Using social media to generate customers & revenue X X X X Keeping up with Marketing trends & strategies X X X X X X X Increasing & proving ROI X X X X X Recruiting & retaining skilled employees X X X X Use Cases Source: Based on 5 Major Challenges Marketers Face / Hubspot (November 2012) + recruiting challenge February 6, 2014 9 IT TOP BUSINESS CHALLENGES Increasing revenue Transforming the customer experience Optimizing business processes Increasing productivity Reducing operating costs Top IT Challenges Target IT as an advocate & enabler to help functional executives address their top business challenges February 6, 2014 10 IT TOP BUSINESS CHALLENGES (SALES) Top IT Challenges Conduct virtual F2F meetings with clients
Conduct virtual F2F meetings with prospects Conduct team meetings with remote employees Conduct virtual F2F recruiting interviews Onboard new employees Participate in Sales / Marketing alignment and sales enablement & training calls Enable customer self-service virtual sales office
Quickly address customer service issues Increasing revenue X X X Transforming the customer experience X X X X X X X Optimizing business processes X X X X X X X X Increasing productivity X X X X X X X X Reducing operating costs X X X X X X X Sales Use Cases Target IT as an advocate & enabler to help Sales executives address their top business challenges February 6, 2014 11 IT TOP BUSINESS CHALLENGES (MARKETING)
Top IT Challenges Conduct team meetings with remote employees Collaborate with agencies & vendors Host large promotional events Conduct focus groups with prospects & clients Conduct focus groups with sales team members Communi- cate critical information to the sales team Collaborate on creative concepts Conduct virtual F2F recruiting interviews Onboard new employees
Brief extended teams on strategy, creative direction or performance results
Increasing revenue X X Transforming the customer experience X X X X Optimizing business processes X X X X X X X X X X Increasing productivity X X X X X X X X X Reducing operating costs X X X X X X X X X X Marketing Use Cases Target IT as an advocate & enabler to help Marketing executives address their top business challenges February 6, 2014 12 MEDIAN ANNUAL SALARIES Position Median Annual Salary Median Hourly Rate Sales Representative III (6 9 years experience) $68K $32.69 / hour Marketing Manager (7+ years experience) $84.6K $40.67 / hour HR Generalist III (4-8 years experience) $74.3K $35.72 / hour Communications Manager (7+ years experience) $90K $43.27 / hour IT Manager (5+ years experience) $108K $51.92 / hour Corp. Finance Associate (5+ years experience) $120K $57.69 / hour Source: Salary.com / U.S. national averages 13 AUDIENCE-FOCUSED USE CASES (38 TOTAL) Sales S1: Conduct virtual F2F meetings with clients S2: Conduct virtual F2F meetings with prospects S3: Conduct team meetings with remote employees S4: Conduct virtual F2F recruiting interviews S5: Onboard new employees S6: Participate in Sales / Marketing alignment and sales enablement & training calls S7: Enable customer self-service virtual sales office S8: Quickly address customer service issues
Marketing M1: Conduct team meetings with remote employees M2: Collaborate with agencies & vendors M3: Host large promotional events M4: Conduct focus groups with prospects & clients M5: Conduct focus groups with sales team members M6: Communicate critical information to the sales team M7: Collaborate on creative concepts M8: Conduct virtual F2F recruiting interviews M9: Onboard new employees M10: Brief extended teams on strategy, creative direction or performance results
Corporate Communications CC1: Conduct team meetings with remote employees CC2: Plan & host corporate town hall meetings CC3: Conduct media interviews CC4: Host Analyst Relations briefings CC5: Plan & host Investor Relations events CC6: Collaborate with agencies & vendors Human Resources HR1: Leverage Virtual Job Fairs to recruit a high performance workforce HR2: Train employees on critical HR, payroll systems & applications HR3: Maintain a high performance, geographically dispersed workforce through ongoing virtual training & development HR4: Communicate benefits (inform, educate & support) HR5: Provide guidance on job definitions, team structure & compensation for new or remodeled organizations HR6: Conduct confidential interviews pertaining to employee relations HR7: Promote more personalized services with employees though virtual F2F discussions HR8: Manage the development & implementation of HR systems
IT IT1: Conduct team meetings with remote employees IT2: Conduct virtual F2F recruiting interviews IT3: Conduct one on one discussions with remote employees IT4: Plan & host IT project prioritization & governance meetings IT5: Provide superior Help Desk support IT6: Plan & host IT organization town hall meetings IT7: Conduct brainstorming / ideation working sessions
Finance F1: Host staff meetings with remote employees F2: Plan & host Finance organization town hall meetings F3: Review audit findings with Audit Committee members F4: Conduct virtual F2F recruiting interviews F5: Host financial management meetings F6: Review & manage Finance-focused IT initiatives February 6, 2014 14 NEXT STEPS Finalize plan with Carbon 8 to develop Use Case sales tool o Responsible: Stephanie Lovett o Target: February 7 Finalize Use Case Master Spreadsheet o Responsible: Joe Labriola o Target: February 11 Create proof of concept customer-facing assets for two Use Cases o Validate effectiveness with Sales leaders o Responsible: Stephanie Lovett & Jennifer Grimaldi o Target: February 14 Build audience-focused PGi.com proof of concept website designs o Responsible: Jeff Perkins o Target: 1 st week in March