. “The road to the future is always under construction”, this saying is very adequate for the new and rapidly expanding world of iPCM (interactive Product Content Management). EON's powerful software solutions are helping companies increase sales, communicate product functionality more effectively and decrease the cost of service, training and technical support. Many large corporations such as e.g. Office Depot, Suzuki, Dell, Lexmark, Canon, Hon, Samsung, Shimano, Audi, Nokia and Bank of America are using EON's software solutions.
As the pioneer and leading iPCM software supplier for the last five years, EON has developed not only the premier software solution but also sales techniques and ROI methods that have been used successfully with Global 1000 companies all over the world. As you set on this path of discovering the value with Eon based products and iPCM solutions, we will do our best to share the know-how and support you. We are also keen to learn more about your company and your team to create a long-term successful collaboration.
We have attached a IDC Partner activity plan that we would like to use as a guideline to develop and review the IDC activities in your region.
Please spend some time and go through and fill in the necessary information (before our meeting January 9th) where appropriate and than E-mail the information to us. Feel free to provide us with feedback or contact us if you have any questions.
Welcome Onboard!
IDC Germany activity plan
A. Sales strategy
1. Kick–Off Session - Done in Darmstadt Seminar in Nov
One hour EON introduction session that describes:
a. WHY Eon and iPCM is used by leading companies
b. WHAT is EON, product overview
c. HOW to sell EON, sales strategy
Call us today to schedule the Kick-Off session
Done
2. Workout the Prospect list
The workout aims at identifying the “low hanging fruits” among your existing customers and prospects that can benefit from iPCM. Near term focus on segments we know work!
a. Vehicles – Motorcycles – Trucks (Toyota, Suzuki, Paccar)
b. Aero (Boeing, Bombardier)
c. Ind. Components & medical (Atlas Copco)
d. Computers & Electronics (Intel, Dell)
e. Medical (Siemens)
f. Retail, Furniture (HomE Depot, OD, suppliers, duplicate other areas)
g. Building and architecture (KB Homes)
Based on these industry and market segment focus please put together a list of 20 prospects (Name, Company & contact information and assign each prospect:
a. Potential Benefit level from IPCM solution (1 low-5 high)
b. Level of contact that your have already with the prospect (1 low-5 high)
1._____________________Benefit level____ Level of contact____
2._____________________Benefit level____ Level of contact____
3._____________________Benefit level____ Level of contact____
4._____________________Benefit level____ Level of contact____
5._____________________Benefit level____ Level of contact____
6._____________________Benefit level____ Level of contact____
7._____________________Benefit level____ Level of contact____
8._____________________Benefit level____ Level of contact____
9._____________________Benefit level____ Level of contact____
10.____________________Benefit level____ Level of contact____
11.____________________Benefit level____ Level of contact____
12.____________________Benefit level____ Level of contact____
13.____________________Benefit level____ Level of contact____
14.____________________Benefit level____ Level of contact____
15.____________________Benefit level____ Level of contact____
16.____________________Benefit level____ Level of contact____
17.____________________Benefit level____ Level of contact____
18.____________________Benefit level____ Level of contact____
19.____________________Benefit level____ Level of contact____
20.____________________Benefit level____ Level of contact____
Done
3. iPCM Value Proposition – Six Golden rules
Based on the prioritized Prospect list and the document: Sales Manual- Projects (see Password protected Reseller section) we can than develop together the prospect value proposition for EACH of the top six prospects including relevant demo examples, case studies etc
1.Prospect_____________________
Step 1 - Our understanding of your business requirements
Step 2 - Our insight of what EON can do to address your needs:
Step 3 - Options around what EON can do
Step 4 - Proposed approach
Step 5 - Costs
Step 6 - Critical success factors
Done
4. Your dedicated EON resources - Done
Please specify contact information to your main assigned EON resources
Account manager 1: Name ________________ e-mail__________ Tel no________
Account manager 2: Name ________________ e-mail__________ Tel no________
Technical & support 1: Name ________________ e-mail__________ Tel no________
Technical & support 2: Name ________________ e-mail__________ Tel no________
5. Technical EON Product training - Done
You need also to schedule the Technical EON Product training with one of our EON training manager. The initial training is normally on site at your location. Try to book a few Prospects to the initial training. For training details and costs see price list.
Initial training date ________________
Done
5. Document realistic sales goals
Each region and partner has unique ability and situation that will determine the realistic sales goals. However if the principles described above are applied and proper resources are assigned it is our experience that significant results can be achieved already in the first 120 days. Based on the prospect Workout and Value proposition session you typically should close 2-3 customers averaging $30,000 per customer. Consequently, a typical realistic sales goal should $60,000 - to 90,000 for the first 90 days. Typical first year goals are $600,000 - $800,000. This includes a least one to two implementation projects
Target 90 days $________________
Target 180 days $________________
Target 270 days $________________
Target 365 days $ _______________
Done
6. Quarterly Review
This is the time for mutual review of the quarter activities.
Review 90 days $________________ Done
Review 180 days $________________ Done
Review 270 days $________________ Done
Review 365 days $ _______________ Done
Please rate EON’s suport performance, overall (1-low, 5- high) __________
EON Sales support ______________
EON Technical support __________
EON product rating _____________
Suggestions for improvements______________________________________________
______________________________________________________________________
______________________________________________________________________
Done
Please rate your performance, overall (1-low, 5- high) __________
Sales $________________
List Customer demos created ______
List Case studies created __________
List Press releases and Media coverage generated ________
Suggestions for improvements______________________________________________
______________________________________________________________________
______________________________________________________________________
Done
B. Marketing
1. Press release and PR - Done
Announce partnership with EON Reality Inc, we need your quote and text suggestion, please see our news section for inspiration.
Within the first 90 days it is important to create market awareness in your region. The best way is by showing the benefits through local companies that use EON in a pilot and are prepared to testify about the benefits. Develop early Press releases and announcements with prominent local companies.
Given the revolutionary nature of iPCM it can be useful to early get the message out there through local news papers TV other media. Example of key messages is:
a. iPCM largest revolution since CAD in the 70, redefining the way companies sell and support products
b. iPCM is the missing link in E-commerce, what was lacking in the .COM bubble and what it will take to take it to the next level
Please make a note when you plan to prepare the press release announcing the partnership with EON Reality Inc, the names of the local companies and local media you plan to apraoch.
1 Announcement partnership with EON Reality Inc ______________________ Done
2 Local companies press releases ____________________________________ Done
3 Local media press releases ________________________________________ Done
2. Update your Web site – Done?
Develop an EON section with links to Demos, ref to case studies etc. Feel free to contact us if you need any materials.
Done
3. Seminar and road show – First Done , New in June
Seminar and customer road shows are a very useful tool in building up a quality prospect pipeline with. The first is seminar normally conducted with EON support. We want to address high level “pains” and attract decision makers (VP of sales, VP of Support, CFP, CEOs etc). Consequently, typically the seminar is about the value of iPCM and less about interactive 3D. Example of Seminar topics:
- How to grow your business by reinventing your sales and content approach
- How to improve your margin by reinventing your approach to customer support, maintenance and training
Sometimes it is advantageous if the corporate Seminar can be conducted in a relaxed environment that makes the decision makers more receptive (breakfast meetings, dinner & entertainment, events, shows, sailing, golf etc)
Set time for Quarterly seminars
Q1______________ Done
Q2______________ Done
Q3______________ Done
Q4______________ Done
4. Email promotion to Known Prospects.
We recommend that you send an initial Selected E-mail campaign followed by monthly or quarterly newsletter to your existing customers and prospects. Feel free to contact us if you need any materials.
Please make a note when you plan to send the initial letter and estimate dates for the newsletters.
1 Initial E-mail campaign ______________ Done
2 Quarterly newsletter _____________ Done
5. EON monthly/ bi weekly meeting
We strongly recommend attending the EON monthly meeting. This is a monthly telephone conference that EON initiates. Typically we cover sales, marketing and product related news as well as share new sales strategies and customer success stories. You will have a chance to ask questions and learn from other partners experiences
6. Local demos and case studies
A critical aspect of our success is to be able to demonstrate customer value. You need to develop local case studies and customer demos. Feel free to contact us if you need any materials. Please list which are the top 3 customers or prospects with whom you intend to develop local case studies and customer demos for:
1______________
2______________
3______________
Done
7. Identify local Solution providers and local resellers
To widen your network it is wise to consider approaching potential resellers or solution partners in your Territory.
Targets: PR Companies, catalog companies, web and content providers, multimedia companies, system integrators, ad & marketing companies, consulting companies (engineering), management consulting companies
Identify top 5 Solution providers
1.__SAP_____________________
2._______________________
3._______________________
4._______________________
5._______________________
Identify top OEM Software partners
1._______________________
2._______________________
3._______________________
Done
8. Identify and acquire new EON leads/prospects
a. An easy way to introduce EON and iPCM is to include the presentation with one of your regional activities, user meetings or tradeshows
b. Purchase a industry specific list, or look them up on the Internet, of the top 20-50 manufacturers/dealers/retailers within your focus segment
c. Visit segment specific exhibitions, for example, furniture segment and approach manufacturers with our solution to increase their sales and reduce their costs
d. Team up with manufacturer/retail associations that are representing your primary segments. Offer them an attractive solution that can differentiate their members, in terms of sales. Reimburse them with commission or product discounts.
e. Approach local companies that sell products already existing in our library. For example, local Canon, Dell, Epson, Lexmark, Intel suppliers or Harley-Davidson and offer them existing solution to increase their sales in the territory
f. Approach local universities – offer them sponsorship and donation to set-up an ATC. Get access to their commercial network.
h. Approach your customers suppliers – for example, Office Depot has 15 suppliers, and offer them the solution to use EON internally and also for their customers
Done
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