Transcript CEE HQ Kick Off June 29, 2007, Kempinski Airport Hotel

Central and Eastern Europe
EPG Marketing & Sales process
- SLA
- MQP handling
Andra Calin - Enterprise Marketing Lead
September 2008
End – to - End Marketing & Sales process
Planning
Plan & Develop
Campaign
Analysis
Execution
Execute
Campaign &
Interact with
Customers
MQP follow-up;
Load MQPs for
Sales, Partner
Follow-up
Execution and
Closure on
Opportunities
Analyze
Campaign,
Pipeline and
Sales Results
Attached SmartCodes
Marketing
Marketing /Sales
Marketing /Sales
Sales
Marketing
SAW Service Level Agreement
Marketing
Sales
Partner
Services
Deliver OPPTYs at 10%
Follow up and track
Marketing generated
OPPTYs in CRM System
Follow up and track
Marketing generated
OPPTYs in CRM System
with Partner
Co-op with Sales and
Partners on OPPTYs in
CRM System
Deliver Optimize
Opportunity activities
Identify OPPTYs to
Optimize
Identify Partner OPPTYs
to Optimize
Support Sales and Partner
to Optimize OPPTYs
Work with feedback on
quality of OPPTYs and reengineer to meet
expectations
Provide feedback on
quality of OPPTYs and
provide suggestions on
how to improve
Provide feedback from
partners on quality of
OPPTYs and provide
suggestions on how to
improve
Provide feedback on
quality of OPPTYs and
provide suggestions on
how to improve
Participate in monthly
pipeline meeting / review
Participate in monthly
pipeline meeting / review
Participate in monthly
pipeline meeting / review
Process Flow for SLA – Lead generation
T – 45 days
SAW Activity
Set up
priorities,
objectives
T days
T + 3 days
Event evaluation
form
BANT criteria
Excel report with
Marketing
Prospects
event evaluation
form
T + 10 days
decides what MP
they will pick-up
yes
Siebel
Move to SS 20%
Calling report
SS 20% report
Siebel
Set up Owner
STU or PAM
Target to move
to SS 40%
Siebel
Activity/ Event
EM/BG/EPG
Set-up invitations list
Sent Invitations
Event confirmation
Owner AM
Move to SS 20%
no
Siebel
Siebel
Customer
Target List
Extract
Siebel
N+2 MP
to be entered as
opportunities in
sales stage 10%
in Siebel (CSTAR
code attached)
TMK TBD
take over the MQP
in SS 20%
no
Siebel
CG DB
yes
disengage
Process Flow for SLA – Optimize Opportunity
monthly
T days
T + 10 days
Event evaluation
form
BANT criteria
Event evaluation
Client/ AM/ STU
meeting
T + 20 days
SAW Activity
Analyze Opp in SS
0%-40% for more
than 2 months
Excel report
with event
attendees
and
evaluation
for local
events
Siebel
Siebel
Customer
Target List
Extract
Activity/ Event
EM/BG / EPG
Set-up invitations list
Sent Invitations
Event confirmation
Set-up opportunities list
to be optimized
Siebel
Move
opportunity to
next sales stage
Monthly reviews
● SAW update per customer campaign/ vertical
● review early pipe line (0 – 40%) - to optimize opportunities
● total pipeline - to generate new opportunities
● monthly review of Priorities and Objectives
● Status MTD/QTD/YTD
● New OPPTYs ACCEPT/REJECT
● Optimized OPPTYs
●
Attendees
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Enterprise Marketing
Sales Excellence
PTU leads
STU leads
CC owners
Central and Eastern Europe