GEOGRAPHY WORKS FOR SALES @DELL

HOW WE TUNNED OUR GO TO MARKET STRATEGY TO GAIN REVENUE,

MARGIN & CUSTOMER SATISFACTION

RADEK BUSZAN

SALES DIRECTOR PA GEO & GLOBALS @DELL

PERSONAL BIO

AGENDA

WHO WE ARE & WHAT WE DO GEO GO TO MARKET KEY TAKE AWAYS

DELL LARGEST END TO END IT

SOLUTION PROVIDER •  CLIENT SOLUTION

•  ENTERPRISE

•  SOFTWARE

•  SERVICES

TECHNOLOGY LEADER •  LEADER IN 21 GARDNER MAGIC

QUADRANDS

•  74B $ REVENUE ANNUALY

•  OPERATING IN 180 COUNTRIES

WORLD LARGEST START-UP •  PRIVATELY OWNED

•  MARKET CONSOLIDATOR

WHO WE ARE & WHAT WE DO

WHERE WE SELL MARKET SEGMENTATION •  PUBLIC

•  LARGE INSTITUTION

•  PREFERED ACCOUNT

MARKET APPROACH •  DIRECT

•  CHANNEL

KEY SUCCESS FACTORS •  GENERATED REVENUE

•  GROSS MARGIN

•  PIPELINE

•  CUSTOMER SATISFACTION (NPS)

WHO WE ARE & WHAT WE DO

HOW WE SELL ACCOUNT TEAM ROLES •  ACCOUNT EXECUTIVE

•  INTERNAL SALES REPRESENTATIVE

•  SOLUTION EXECUTIVE

CUSTOMER SETS •  DIRECTLY DRIVEN

•  NAMED ACCOUNTS

FACTORS THAT MATTERS •  BID – PROJECT

•  RUNRATE

•  CLOSING RATIO

•  CUSTOMER VISITS

•  TALK-TIME

•  WEEKLY FORECAST

WHO WE ARE & WHAT WE DO

PREVIOUS GO TO MARKET •  800+ CUSTOMERS (120+ PER ACCOUNT TEAM)

•  5 ACCOUNT EXECUTIVE TEAMS IN WARSAW,

•  1 ACCOUNT EXECUTIVE TEAM IN CRACOW

•  1 ACCOUNT EXECUTIVE TEAM IN WROCLAW

•  OPEN ACCOUNT SETS

•  CHANNEL DRIVEN

•  61M$ REVENUE

•  NPS - 36

GEO GO TO MARKET

CURRENT GO TO MARKET •  245 CUSTOMERS (35 EACH)

•  5 REGIONS: •  WARSAW (3 TEAMS)

•  CRACOW

•  WROCLAW

•  POZNAN

•  GDANSK

•  CLOSED ACCOUNT SETS

•  DIRECTLY DRIVEN CUSTOMER APPROACH

GEO GO TO MARKET

WHAT WE’VE ACHIEVED (2Y) •  NPS INCREASE BY 31% TO 61%

•  REVENUE GROWTH BY 4M$ TO 65M$

•  DOUBLE PROJECT PIPELINE FOR NEXT YEAR

•  DIRECT RELATIONSHIPS WITH KEY CUSTOMERS

•  GAIN ADDITIONAL 5M$ IN CHANNEL INCREMENT

GEO GO TO MARKET

3 KEY TAKE AWAYS

GEO GO TO MARKET

•  SAME AMOUNT OF CUSTOMER VISITS PER ACCOUNT EXECUTIVE GENERATED MORE REVENUE & PIPELINE DUE TO ITS BETTER QUALITY

•  ON AVERAGE EVERY VISITED CUSTOMER SPEND 40K$ MORE A YEAR

•  CUSTOMERS ARE MORE HAPPY TO WORK WITH LOCAL FOLKS (NPS)

3 KEY TAKE AWAYS FOR HIGH LEVEL B2B’S SALES ORGANIZATIONS

DIRECT APPROACH GEO FOCUS

THANK YOU