Framework Overview

How do you execute the Global Cross-Arch Sales Plays?

Discover... to target

1. Discover:

Use Transform The Business Learning Map to build consistent knowledge on your account team
Use the Customer Insights view within the Global Transform the Business Tool to uncover Targeted Sales Play(s) based on qualifying data
^{* Account tier/sales level dependent}

2. Validate:

Review the Global Transform the Business Tool Target(s) & Offer Wallet Share for your Account with your team
^{* Account tier/sales level dependent}

3. Gather/Update:

Input/verify the data on your account in the Global Transform the Business Tool
^{* The approach to be taken is dependent on the segment tier in which the customer resides}

Equip... to engage

4. Plan before Engage:

Review the Digitized Sales Playbook for your Targeted Play
Leverage the Reference Architecture & Journey within the playbook (Playbook dependent)

5. Build:

Sales Play Battlecard with your account team

6. Learn/Tailor/Practice:

Review and customize the e.g. Digitize the Customer and Workplace Experience Discussion Guide, Script, and Video (example - Sales Play dependent)
Review and customize the Modernize the Workforce Experience CXO Sales Play Discussion Guide, Script, and video (example - Sales Play dependent)
Industry Use Cases & Offers (Sales Play dependent)
Practice your CXO conversation using the Guide before engaging with customer

7. Deliver:

Set up CXO meeting
Deliver conversation using guide and script
Follow-through with an Architecture Journey meeting to drive stakeholder engagement

Measure... to learn

8. Capture to Build/Refine:

Record progress with CXO discussion & relationship in Sales Engagement Status of Global Transform the Business Tool
Record customer offer engagement changes within the tool per architecture* Account tier/sales level dependent

9. Review:

Leverage the Global Transform the Business Tool Insights & Progress metrics for your Quarterly & Monthly Reviews
Use Leading Indicators (Engagement, Wallet) along with Lagging Indicators of pipeline and bookings for the Targeted Plays (Offer Wallet) to identify best practice and opportunities for improvement

What is the recommended approach for executing Customer Discovery to Target Accounts to run specific Sales Plays?

How will we track Arch Offer engagement progress Leading Indicator for targeted accounts?

GSSI FY19 Transform the Business Integrated Workflow

	Who (Primary)	When	How	Using What Tool
Customer Discovery	Acct Lead – (General Discovery) Specialists (Services, Collab, DC, EN, Security)	2HFY19 Launch – May 2019 Updates as key data changes	Ensure all Discovery questions you are responsible for are answered accurate and completely.*Remember this data impacts Wallet and Targeting	Global Transform the Business Tool
Account and Offer Wallet Review	OD & RM Arch RM Account Lead Arch PSS Service Seller	Quarterly	Analyze Share and Remaining Wallet Understand total opportunity per offer within each account as well as what has been captured to date and the remaining opportunity	Global Transform the Business Tool: Wallet Calculator
Play & Offer Target Identification	Account Lead Arch PSS Service Seller	Initial May 2019 Updates with new play rollout	Validate targeting Discuss with account lead and SE Provide updates to logic as required	Executive Review, Offer Status by Account
Play & Execution Tracking	Arch PSS (Arch Offers) Service Seller (CXLS, Advise/Implement & Optimize per Arch Offer) Account Lead (Positioning Play Delivery, CXO Engagement, Ensure team updates CXLS)	Monthly – end of fiscal week 3 *(end of fiscal week 4 for 5 week months)	Attend required trainings Execute against targeted offers for assigned accounts Update Leading Indicators/Sales Engagement Status (SES) as required	Sales Playbooks Global Transform the Business Tool: Leading Indicator Input
CXO Executive Briefing	Acct Lead	Yearly minimum	Plan and execute CXO Executive briefing yearly live or virtual Submit Briefing requests via SFDC for CXC events Plan and execute CXO briefing leveraging Industry agendas, Positioning Play Messaging etc Track final Customer CXO attendees and topics as required	Global Transform the Business Tool: Run the Business Reports CXO Engagement Status
Inspection, Insight & Action	OD & RM Arch RM	Monthly – end of fiscal week 3	Work with team to capture and share Area insights and key learnings Inspect PSS & Svc Seller progress, drive necessary tactical activities at OP and Region level w/actions required to progress Review with Area leadership	Global Transform The Business: Run the Business Reports Global Transform the Business: Transform the Business Reports Global Transform the Business: Status Reports
QBR	AVP SED Dir Strat & Arch Dir Services SP&O Lead	Quarterly	Prepare & deliver integrated Area QBR to leadership; including Sales Play progress, trends, insights & actions to improve in key areas Ensure only QBR template slides utilized	Global Transform the Business QBR View (TBD)

Who (Primary)

When

How

Using What Tool