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Dedicated Computing: Sales Workshop

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James Carlson

on 16 December 2013

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Transcript of Dedicated Computing: Sales Workshop

Sales Workshop
0 demand generation
1 qualification
2 relationship development / resource requests - prod mgmt
3 requirements definition / technical discovery - prod mgmt
4 proposal creation / technical writing
5 solution proposed / presented
6 negotiation / proof of concept award
7 develop PoC
8 closed / contract
Qualification
Relationship Development
Requirements Definition
Proposal Creation
Proposal Presentation
Negotation / Proof of Concept
Closed / Contracted
DEMAND GENERATION
Develop POC
Trade Show Information
MarComm Planning
Trello
Sales Process: Meetings, Timeline
Overview: Videos and Prezis
Introduction to Prezi
Accessing Prezi on the iPad
Exercise: Navigating Prezi
Consultative Meetings
Break
Using Video in Meetings
Exercise: Video Practice
Visual Note-taking in Prezi
Exercise: Note-taking practice
Questions / Answers
How to get help after today

What's next
PowerPoint
Prezi
Accessing Prezi
Strategy
Expectations
Schedule
One show at each application level
Customers attend, not exhibit at
Potentially exhibit
No self-assignment
Interested in attending....
Schedule Meetings
Attend Sessions
Fill out Feedback Form
Strategy
Shows that align with the Market Framework
segment and application level
Shows that customers attend, not exhibit at
Potential to exhibit in the future
Reviewing level of commitment at shows
No self-assignment
email Matt and Samantha if interested in attending a show
Schedule will be posted on the Marketing SharePoint site
Expectations
Pre-schedule Customer / Prospect Meetings
Attend Sessions
Network Events
dinner/receptions
Fill out Evaluation Form Afterwards
Schedule/Rhythm
Week One - Launch Party
Week Two - Sales Training
Week Three - Finalize Materials
Week Four - External Launch/Planning Meeting
Process For Planning
Monthly Meeting
Discuss what was accomplished and what wasn't
Lessons Learned
Review New Ideas
Review List of Previous Projects
With the person next to you:
0. Open the Beecham IoT diagram in Prezi
1. Walk through the Beecham IoT diagram on the path
2. Go off the path and explore the industry segments suggested by your partner
Syncing from the cloud
Pan, zoom
With the person next to you:
1. Explore the Prezi
2. Switch to Edit mode
3. Add notes
4. Switch to View mode and continue
Access the videos
With your partner:
1. Navigate to the video
2. Play it fullscreen
3. Resume the presentation
Assignment: 2 weeks
Share the Beecham IoT graphic
Background
Current Situation
Industry
Risks and Challenges
Value Proposition
Resolution and Measurement
Story Template:
Background:

Current Situation

Industry

Risks and Challenges

Value Proposition

Resolution and Measurement
Example:
Medical Imaging
Application
Many people today are familiar with the medical CT or CAT scan. Computed Tomography, originally known as Computed Axial Tomography, involves taking a large series of X-ray images around an axis of rotation to illustrate internal structures based on their relative ability to obstruct the beam. The X-ray data that is collected is processed by computer and depicted as a series of thin slices of the body. More modern CT imaging systems can go a step further, and compile the slice data into a three-dimensional representation of the scanned area, aiding in the visual diagnosis of abnormalities.

Customer Situation
Dedicated Computing was contacted by a major medical scanning equipment provider who faced a tight timeline to release a new high-performance CT operator console. Performance requirements and launch dates were not flexible, and their existing suppliers had unresolved quality issues.

Engagement Process
The company made a major decision: to enlist Dedicated Computing to migrate the product design, mid-program, from the existing proprietary system to a COTS (Commercial Off the Shelf) cluster model.

Design
We began designing a new custom chassis to fit the application’s requirements of short depth and quiet, cool operation. To achieve this, our engineers pioneered the use of a new Intel chipset made specifically to meet high thermal and acoustic requirements.

Solution
Our networking specialists met the challenge of this complex cluster design by implementing new serial-over-LAN system management standards in a unique, proprietary Linux environment. Their solution allowed all servers in the cluster to boot over the network with Linux while remaining within power, thermal and acoustic parameters.

The success of this project allowed the customer to dramatically change course mid-project and still meet their launch deadline with all the performance of the original specification.

Application
next-generation CT - Our next engagement with this customer involved a revolutionary CT product to be used for quick diagnosis of heart and stroke conditions and other situations in the fast-paced emergency room environment.

Customer Situation
To achieve the required display speed, every aspect of the scan had to be sped up, including the processing and display of image data from increasingly sophisticated scanning devices.

Design
The new design would use three times the power of the previous unit, while residing in the same enclosure as the previous system. These conditions required a major effort towards efficient thermal management.

Solution
Our engineers put prototype designs through a Highly Accelerated Lifecycle Testing (HALT) study. Proprietary elements of the customer’s product were integrated into our internal testing process, providing a thorough stress test under simulated production environment conditions.

When the final design was approved and put into production, the customer requested that the same product configuration be available for shipment to end users for a three-year period. This was a year beyond the market availability of many components, but through supply chain management and negotiation, we were able to achieve this goal.

The success of these projects lies in the the close interaction between companies from the initial stages resulting in an ideal product design, and in the quality engineering and manufacturing which produces higher-quality equipment and improved end-user satisfaction. Not least, the resulting products contribute to improved lifesaving patient care in hospitals around the world.
2-3 minutes of material
Create a recording
http://j.mp/dcstarterprezi
http://j.mp/dc-sales-videos
Use videos to determine general interest in the message
Send videos ahead of initial phone call to get initial thoughts
example:

Synaptics -- called customer service

Surgical Navigation
CT Images
Prospects watch videos 'passively' from website, but we tracked their views
Prospects are looking for things that make them look 'smart'
Social media conversations where the topic relates to a video
Live plays at tradeshows?
Chalk talk / whiteboard
Prezi note-taking in a walkthrough
Record quick video overview of the discussion points
Preserve knowledge within opp across prospect turnover
Establish common language internally where groups within prospect org pass same message internally to other groups
Keep awareness high--sending more information and videos to customers to keep yourselves top of mind
as you collect requirements add to the Prezi
use Prezi to review requirements in Quarterly Business Reviews with customer
Create video 'overview' of proposal contents
Place proposal text into Prezi
http://j.mp/dcstarterprezi
Q1
Q2
2013
Product Design
sadflkajsfdasdlfkjasdklj
asdflkajdsfasd
adsflkjasdf

james@bucketb.com
414-215-0215



Internet of Things and Connected Devices
Challenges - big data, security, mobility, etc
Opportunity with monitoring and managing remotely

Device Monitoring Services provides proactive component level diagnostic information that can be collected and analyzed remotely.

What DMS includes:
An agent that allows customers to monitor Dedicated Computing's device component
Enables customers to access that data via Windows Event Log for monitoring, tracking, and preventative maintenance of that device
Choices and flexibility in how you use that data (through Dedicated Computing’s Managed Services or other 3rd party tools)

What DMS doesn’t include:
Updates to hardware or software
Monitoring the entire customer device
A separate user interface to view the data
SEPTEMBER 12, 2013
How DMS fits into Dedicated Computing's Strategy?
Does your organization do any monitoring of your devices or software application?

If Yes
What are you currently monitoring?
(customer application software, middleware, device)
If No
Why not?

Do they understand the value of monitoring software and devices?
Do you know who in your organization makes the decisions about monitoring tools?
Are they in any of the targeted markets?
Focus on selling Hardware
How are you servicing your devices?

What are you doing to be more proactive about servicing your devices?
By incorporating our Device Monitoring Services into your current processes, you'll be able to get more specific component level diagnosis to help improve the uptime of your device.

Your monitoring tool is able to easily access DMS data for monitoring, tracking, and preventative maintenance of your device.

We understand you are not moving towards connecting your devices, however based on industry trends, we see this as something you may need to think about in the future.

This may be a good time to let us put the agent on your box as you update your image/start a new program. There is no cost to putting the agent on your box. When you are ready to connect and utilize the data, we can discuss pricing and configuration. We are also incorporating the data into our Quality Assurance program to continually improve our customer service.
As you know, the market trend of connecting devices is
becoming more prevalent in your industry. As you move towards device connectivity, we can help monitor those devices with our Device Monitoring Services.

DMS is part of our Managed Services solution that will not only monitor your device but will help improve performance, increase uptime and reduce service costs.


Benefits to highlight and incorporate in messaging
Eliminated service calls.
DMS monitors the health of the hardware by using predictive indicators to reduce system outages. The predictive indicators and alerts target data points relevant to the customer’s hardware platform and application, and provide alerts when a hardware component is functioning outside the application’s normal range, when something appears abnormal, or when a key part of the device has experienced a failure. It also provides notification when the activity has come back to a “normal” state or if it has escalated to a failure.

DMS monitors and alerts on the following hardware components:
CPU Temperature
Hard Disk Drive
Fan Speed
RAID
Performance Monitoring (Processor, Network, Memory, and Disk
Utilization)
Board-level hardware monitoring through IPMI


Improved uptime by shortening the service cycle.
Should the device have a hardware issue, DMS identifies the component that caused the problem without extensive troubleshooting and immediately notifies your team.

Reduced service costs.
A shorter service cycle reduces technician time and other costs associated with fixing an out-of-service device.

Reduced inventory costs for spare parts.
Information from DMS will provide valuable information to you or your customer – including what hardware components tend to have problems in specific circumstances. This allows you to make more strategic decisions on what spare parts will be needed and where they should be maintained.

Monitored 24x7x365.
Your customers will not encounter a potential issue for the first time when they start to use a device at the beginning of their day. Instead, they (or their service team) would have been informed right away –even in the middle of the night – if a critical component was deemed at risk. This helps ensure the device is ready to perform whenever your customers need it, again reducing the amount of downtime for the device.


What's New 2.0
Implementing
Pricing
Marcomm Activities
1. New video
Feedback
2. Three email templates to send out the video and introduce DMS
Customers already using a monitoring tool
Customers not currently using a tool, but fit in targeted application
General version if you don't know if customer is using a tool or not
3.Updating Sell Sheet and product web page
Reviewing text is accurate and consistent
Demo
DMS On Every Box
A silent installer that assigns a serial number and generates a new license key for each device
A modified agent to pull a device’s serial number, capture performance (metrics) data, and handle new job requests or configuration changes
A new DC Admin Console to capture related performance data for each device

Enhanced Monitoring
Send alarm strings based on a schedule
Filter IPMI SEL Events
Track SMART values to determine drive failures


Requires customer consent
Concern from customers right now (security implication)
Requires min of 4-6 hours of development to configure for each product and customer
Need to identify what we can monitor, what extent and configure
Example of two customers with similar machines, 4-6 hours first customer and few hours for second customer (learning curve)
Deploying: with new image, through customer’s field technicians, via Dedicated Computing's Managed Service's Solution

$25 per device, annual subscription
Includes access to data via Windows Event Log
A minimum number of devices are not required
Additional fees may apply (ex. configuration, additional features)
Includes adding the agent to any new images
AGENDA
Assignment
Launch Overview and Activities
Device Monitoring Services Tune Up
Launch Overview
http://prezi.com/qnahne-qw8qz/edit/
If Yes
If No
If No
If Yes
If No
Try to find the right contact
If Yes
Recap
Key take aways?

how will DMS effect customer's device
video demo - tune up tools
metrics and outcomes 30/60/90 days out










Sales Proposal Sample for DMS
X
1.0, 2.0, 3.0
1.1, 1.2, 1.3
X
this is sent by marketing on behalf of AEs
Demo video for release - explain features
internal/external

templates for sales to use
think about third - option
activities being worked on but not timed with release...?
beta testing and check points

add data prior to 90 days
alpha passed example
Feedback on Prezi Design:
Best practices:
Less Is More
No more than 7 words on a slide or stop point
No more than 7 seconds on a slide or stop point
More motion means less reading and more listening
Do not use rotation
Whenever you have more than one thing in your frame, treat it like a Table of Contents and be sure to zoom into the subtopics as you talk about each one--thus you are controlling what people see instead of allowing them to look around at whatever they want and thus be distracted from what you are saying.
*Never* look at the projected image--only the people in the room and your own screen. This is a hard habit to break but one of the most important things you can do to improve your skills as a presenter.
When you have content within a frame, zoom into that content; don't just zoom to the frame and stop.
Unlike powerpoint, it's completely acceptable to have a prezi with 100s of stops on the path, and to then stop on each point only for a few seconds.
When you have content with subtopics, zoom to each subtopic. So for example if you have a map at a hospital, zoom to each part of the map while you talk about the hospital.
When you steal pictures from the internet, because you're zooming you need to ensure that the pictures are large in order to make them look sharp when you zoom in. Get the highest resolution images you can.
When doing a prezi along the path, use the arrow keys to navigate instead of the mouse. This will save you aiming the pointer.
When you have a slide full of text in a bullet point list, your listeners are no longer listening to you as they start reading. So, when you have text, break up each bullet into a separate point and focus on each one at a time.
when you have multiple text points, put them in a horizontal line and make the path go from one point to the next; this creates the animation of text sliding off screen from right to left.
look i break my own rule

• CPU Temperature
• Hard Disk Drive
• Fan Speed
• RAID
• Performance Monitoring (Processor,
Network, Memory, and Disk Utilization)
• Board-level hardware monitoring
through IPMI

Our Device Monitoring Helps You focus On Your Business
Device Monitoring Services gives you more control.

• Establish performance thresholds
• Schedule auto-alarm strings
• Monitor multiple Dedicated Computing platforms
without disrupting pre-established parameters
and thresholds

FAN
DRIVE
TEMPERATURE
realtime
We provide proactive component level diagnostic data that you can remotely collect and analyze.

It helps you
Reduce service costs
Increase customer satisfaction
It Means Being in Control of your Hardware
What DMS can do for you video
An agent that allows customers to monitor Dedicated Computing's device components
Enables customers to access that data via Windows Event Log for monitoring, tracking, and preventative maintenance of that device
Choices and flexibility in how you use that data (through Dedicated Computing’s Managed Services or other 3rd party tools)
DMS includes....

DMS Proposal
Reference Materials
Pricing
$25 per device, annual subscription
Includes access to data via Windows Event Log
A minimum number of devices are not required
Additional fees may apply (ex. configuration, additional features)
Includes adding the agent to any new images
FAN
DRIVE
TEMPERATURE
realtime
Device Monitoring Services
MANAGED SERVICES
PROACTIVE MAINTENANCE
PATCHES AND UPDATES
REMOTE TROUBLESHOOTING
Connected. Secure. Complete
www.dedicatedcomputing.com
1. Introduction
a. Purpose of Meeting
b. Market Launch and Checklist
2. Strategic Positioning Process
3. DMS Training Recap / Sales Expectations
a. Survey Discussion
b. DMS - Complete List of materials
c. Matrix
d. Measuring Success
e. Role Playing
4. DMS Summary/Closing
5. Upcoming Events
a. Negotiation Training
b. December Sales Off-site
c. Other - Trade Shows, Conferences, etc.
We sell 3 Products and 2 Services
Products
Servers - Embedded computers
Racks-several embedded computers provisioned in an integrated fashion
Containers - Several racks provisioned in an integrated fashion
Services
Development
Application Development
Service System Development
Monitoring
Stack
*Device
System

Systems - Our customers' products being sold to the end user

3 Teams
Team One -Andy S, Bob J and Mark
Team Two - Elizabeth, Don G and Wade
Team Three - Bob C, Andrew H and John
15 Minutes to review Prezi and practice messaging
5 minutes each - present DMS message to Team
Email Templates
The Machine-to-Machine (M2M)World is here to stay, and organizations are leading the charge in wanting to connect their devices and trying to understand how to use the information, provide services to their end users, reduce costs, and ultimately increase their revenues.
As a leading edge developer of xxx, you already know the value those connections have to your business. But what if you could do even more?

Dedicated Computing has a solution in monitoring your solution and providing your customers with improved uptime and reliability.

Dedicated Computing’s Device Monitoring Services complements your existing processes and provides you specific component level diagnostic information. The data from Device Monitoring Services is easily accessible through the Windows Event Log and will help improve the uptime of your device with monitoring, tracking, and preventative maintenance information.

To learn more visit our webpage or view the video on DMS.

Better Solution/Second Source
Awareness
Adoption
More and more sensors, devices, and computers are being embedded into cars, streetlights, roads, factories, medical devices, and industrial environments. Monitoring the reliability of these connected devices brings greater value to your customers.

Dedicated Computing is uniquely positioned to build on our core strengths as a quality manufacturer of custom hardware to provide end to end solutions to our customers. Device Monitoring Services provides proactive component level diagnostic information that can be collected and analyzed remotely.

DMS is a part of Dedicated Computing’s Managed Services solution that delivers additional services such as proactive maintenance and remote troubleshooting and software patching. As a result, equipment is more productive and cost less, customer productivity increases, and the risk of security breaches and data loss are dramatically reduced.

To learn more visit our webpage or view the video on DMS.


More and more sensors, devices, and computers are being embedded into cars, streetlights, roads, factories, medical devices, and industrial environments. As these devices are connected to each other and to the internet, monitoring the reliability becomes an important tool in providing customer service.

Dedicated Computing is uniquely positioned to build on our core strengths as a quality manufacturer of custom hardware and provide end to end solutions to our customers. Device Monitoring Service (DMS) is a purpose built solution that will help improve your operational efficiencies and customer satisfaction. Real time system monitoring & diagnostics will generate machine performance data to maintain the longevity and quality of your hardware.

DMS can complement your existing monitoring services by adding key component-level performance and productivity information. Or utilize DMS with Dedicated Computing’s Managed Services solution to reduce service and support costs with proactive maintenance and remote troubleshooting and software patching.

To learn more visit our webpage or view the video on DMS.


Six new opportunities or advance existing opportunities per Rep by end of Q1 2014.
Two opportunities need to be at proposal level by Q1 2014.
Review recommended customer/prospect list

1. Definitions --We sell 3 Products and 2 Services
Products
Servers
Application-Ready products
Re-branded/Disti/Parts sales
Partnership reference solutions
Existing portfolio at edge level

Racks-several embedded computers provisioned in an integrated fashion with other critical accessories
Containers - Several racks provisioned in an integrated fashion
Services
Development
Application Development
Catalyst - optimizing customers' software capabilities
Firmware development
Software image development and optimization

Service System Development
Whitelisting
Virtualization
Cloud computing
DataVault
ThingWorx

Monitoring
Stack
Device
System
Agenda
where we left off - Samantha
- launch what it is
-checklist wasn't done
- dms launch and developing template
not fully trained last time
course correction...
what had been done last 30 days
- Strategic Positioning - Don
- bullet on bran mark...?
- additional DMS materials - Catie
Retrain/Relaunch - Catie
-expectations
-tools - how to use - Matrix
- role playing
Launch Summary - Samantha
- feedback
- recap of what a launch is
-

Introduction
Strategic Positioning

TERMS - Common Language
Application Framework - Overlays
Demo video of DMS
DMS Training Recap / Sales Expectations

Standard monitoring components
Expectations - Metrics
Survey Discussion
Matrix - Sales Process
Role Playing Exercise
1. Introduction - Samantha
- What is a Launch/Checklist
- Purpose of meeting
2. Tune Up - Last 30 Days
- Strategic Positioning - Don
- Finished Materials/Tools - Catie
- List of materials
- Matrix overview
3. Retrain/Relaunch - Catie/Matt
- Expectations - Matt
- Prospect identification
- Survey Discussion - Catie
- Matrix - Catie
- Role Playing - Matt
4. Summary/Closing - Samantha
- Recap
- Feedback

DMS Summary
Upcoming Events
PDF - Sell Sheet
List of Materials
n/a
a. Other - Trade Shows, Conferences, etc.
ASHG (Genomic) - Oct 23-25, Boston, MA
Medical Device Connectivity Conference - Nov 21-22, Herndon, VA
RSNA - Dec 1-6, Chicago, IL
I/ITSEC - Dec 2-5, Orlando, FL

b. Negotiation Training
October 14 and November 5
c. December Sales Off-site


DMS Operational Manual
The Dedicated Computing Device Monitoring Services provides proactive component level diagnostic information that can be collected and analyzed remotely to maintain the longevity and quality of your hardware.
DMS Overview Description
Qualifying Questions
October 10 , 2013
November 6
November 30
December 31
January
February 14
March 31

MILESTONES:
Complete Customer Profile
Complete Onsite Meetings
Complete Needs Assessment
Develop Proposals
Present Proposals
ACTION ITEMS:
Talk with appropriate contact
Fill out system profile
Demonstrate knowledge of message


Identify target contacts
Distribute email with video
Schedule meeting to complete needs assessment using qualifying questions
Update Autotask
Update target account list


Schedule onsite meeting
Modify prezi / demos based on needs assessment
Coordinate with Catie
Update Autotask
Develop customer proposal using template
Coordinate with Catie
Update Autotask
Schedule meeting to present proposal
Coordinate with Catie
Update Autotask
NEED FROM US
they decide/we decide
how do they find the right contact
training on profile
when can they contact customers


schedule profile training -



schedule nov 6th training -
agenda for both
role playing Nov 6th training

System Profile and expectations
system profile
expectations
Full transcript