Functional and Industry Solutions February 17th, 2015

Transcription

1 Functional and Industry Solutions February 17th, 2015 Mike Fahner Director, Solutions & Enablement Dan Brault - Solutions Marketing Manager

2 Agenda Introduction - Industry Solutions Team What is a Qlik Solution? Solution Content Solution Enablement Ecosystem Demos Global Solutions Programs Q&A

3 Industry Solutions Enablement Webinars Topic Date Audience Functional and Industry Solutions Feb Internal & Partner Selling to SALES function (GSP Update) Feb Internal & Partner mtoolbook+ - Qlik s Sales Performance Feb Internal Healthcare Feb Internal & Partner Financial Services Feb Internal & Partner Retail & Services Feb Internal & Partner Communications, Energy & Utilities Feb Internal & Partner Public Sector / Government Mar Internal & Partner Manufacturing & High Tech Mar Internal & Partner OEM Mar Internal & Partner How to locate and leverage Customer Reference materials (30 minutes) Mar Internal & Partner mtoolbook+ - Qlik s Sales Performance (Qlik Sales tool for Partners) Mar Partner Selling to SUPPLY CHAIN function (GSP Update) Mar Internal & Partner

4 Industry Solutions - Mission Drive repeatable customer success through industry and functional led messaging, solutions, programs and thought leadership Qlik s Market Development team is comprised of global industry experts who average 20+ years of industry and LoB experience. The team has held industry leadership roles at software companies such as IBM/HP/MicroSoft/BMC/SAP as well as prior C-level executive roles within their respective industries. The team is an example of Qlik commitment to growth, enterprise go-to-market business plan and focus on customer success. Qlik s new Solution Programs team is responsible for defining, creating and overseeing the execution of Global Solution Programs that support Priority Solution Areas aimed at enterprise and named accounts

5 2015 Industry Solutions Org Global Group Leads (player / coach) Mike Saliter FUNCTION (HORIZ.) INDUSTRY MARKET DEVELOPMENT (VERTICAL) Manufacturing & Service Industries (Global Lead) David Telford Retail & Services (Americas) Scott Jennings Regional / Sector / Functional Leads Global Industry Solutions Retail & Services (EMEA) Paul Winsor Manuf. & High Tech (Americas) Tom Haas Communications, Energy & Utilities (Global) Niall Gallacher OEM / Software (Global) Paul Hoy Manuf. & High Tech (APAC- Japan) Financial Services (Global Lead) Duncan Ash Financial Services (Americas) Paul Van Siclen Financial Services (APAC) Stuart Ward Public Sector & Health Sciences (Global Lead) David Bolton Functional Solutions & Enablement DATA SVC Global Solution Programs Data Services Josh Boyle Amy Budd Mike Fahner Healthcare (Americas) Chris Christy Functional Solutions Daniel Brault US Gov t (Americas) Heather Gittings Solution Readiness 2015 PROGRAMS Global Solution Programs Joe Kaszynski Solution Programs 2015 Healthcare / Gov (APAC Australia) In Place Already in 2015 in Planned place Planned 2H 2014 Hires KEY 2015 Updated: January 2015

6 What is a Solution?

7 Think about the last time you hired a contractor Option 1: Option 2: Which one would you go with and why?

8 Why care about Industry / Functional Solutions? Why it s important: - More than just a tool - Business level conversations - Competitive differentiation - Replicate solution sales - Speak the customer s language The anticipated result: - More pipeline - Expand deal sizes - Increase revenue - Additional references

9 What are we positioning? so lu tion səˈlo oshən/ Proven and repeatable use cases Leveraging best practice demo apps Expertise within Qlik and our Partners Productized apps with their own pricing

10 Solution Content

11 Qlik Solutions by Function Finance IT as a User Human Resources Financial Planning & Analysis Expense Management Revenue & Profitability Cash-Flow & Balance Sheet Risk & Compliance Workforce Management Total Rewards Recruitment Helpdesk Management IT Infrastructure Software & License Network Governance Marketing Operations Campaign Performance Customer Segmentation Web Analytics Production Efficiency Operational Risk R&D and Innovation Customer Service/Call Center Supply Chain Sales Procurement Inventory Logistics Sales Representatives Sales Management Q2 Q Global Solution Programs

12 Qlik Solutions by Sector / Industry Manufacturing Financial Services Retail Supply Chain Sales & Marketing Insights Plant Operations Risk Management Customer Intelligence Cost Reduction Store Operations Merchandise & Supply Chain Customer Intelligence Healthcare Life Sciences Clinical Excellence & Outcomes Operational Effectiveness Finance & Performance Improvement Sales & Marketing Effectiveness Clinical & Operational Excellence Profit & Productivity Improvement Q3 Communications / Media Public Sector Energy & Utilities Customer Intelligence Customer Self Service Profitability & Revenue Analysis Government Spend Analysis Workforce Performance Crime Analysis & Intelligence Operational Efficiency Smart metering Billing & Revenue Analysis 2015 Global Solution Programs

13 Existing Solution Kits Functional (Cross-Industry) Sales Function Procurement Function Salesforce Human Resources Function IT as a User Function Marketing Function Finance Function Industry (Vertical) Retail: Omni-Channel Analytics Retail Store Performance Manufacturing & High Tech: Plant & Production Insights Sales Optimization and Pipeline Insights Telecommunications: Credit & Collections Analytics Asset Management Customer Experience Management Life Sciences: Pharma Sales Healthcare: Population Health Financial Services: Credit Risk Risk Management Public: Police Operations Federal Human Resources Energy & Utilities: Credit & Collections Analytics Asset Management Customer Experience Management

14 Solution Kit Components o Internal/External Slide Deck o Sales Guide o Data Sheets o Sales Slides o Customer Case Studies o Solution Demos Scripts o Other Additional Assets: o o o o o o o Videos Brochures Chalk & Talks White Papers External Marketing Assets Infographic Campaign Materials Internal Location: Q Central, SFDC Content Partner Location: Partner Portal

15 2015 Initiatives Global Solutions Programs Sales Performance (Q1) Supply Chain (Q2) Healthcare (Q3) Qonnections, April Bi- Annual Enablement Webinars Mtoolbooks (for both employees and partners) Solution Whitepapers and Campaigns Increased Social Chorus and Blogs Functional & Industry Solution Kits and Content Approx. 1 new kit per Sector/Function in 1H 2015 (6-8 total)

16 mtoolbook+ Qlik Sense, Sales Performance, & Supply Chain Key content in one place Access from any device online or offline Leverage before and during customer meetings Includes: General messaging guides & presentations Customer facing assets and videos Industry strategy and perspectives Common data sources and competitive briefs Conversation tracks by personas and target opportunities Sales tools and enablement resources (ROI Benefits, data sheets, videos, etc.) Public and internal solutions demos

17 What s In It For Me? v You will save time looking for content while ensuring you have the latest materials v Access Qlik videos that concisely explain key messages when you need them v Quickly find Sales tools such as presentations, customer success stories, demos, industry solution kits and other reference materials

18 Solution Enablement Ecosystem

19 Enablement Ecosystem Qlik Q SFDC Access Point External Explore QlikView Self-service (new employees) Content Sales Tools App YouTube channel QlikCommunity Departments (industry/function pages) My Reference Home Account Profiles 3rd-party blogs QlikMarket Company Chatter Partner Portal People Enablement Resource Library Qollaborate Partner Access Demos Confluence

20 Internal Enablement Ecosystem Join Qlik Solutions and Industry Chatter Groups!

21 Partner Portal Library

22 Where to find Customer Reference Materials WHAT ARE YOU LOOKING FOR? SFDC REFERENCE SYSTEM ACCOUNT PROFILES APP QLIK.COM CUSTOMER LISTINGS Request Sales Reference Call/Visit Yes No No Case Studies Yes No Yes Customer Videos/Webinars Yes No Yes Press Release/Coverage Yes No Yes Marketing Event Presentation Yes No No Name Drop Yes Yes Yes Solution Profiles (internal & external) Yes Yes No Search on all Qlik Customers No Yes No QLIK.COM CUSTOMER LISTINGS Search hundreds of public references easily filtered by function, industry, and region on qlik.com. References often include success story, snapshot, or videos, as well as brief solution detail. *limited references

23 Sales Customers Public Mircosites Cross-Industry Public Sector Retail & Services Life Sciences Communications Healthcare Financial Services Manufacturing & High Tech Energy & Utilities

24 New Qlik Blog Quick 3-5 read per blog Continuous weekly effort by Qlik leaders and experts Latest trends, best practices and stories Other resources including analyst reports, e-books, videos, whitepapers, and more Browse by topic and authors Easy to share socially!

25 Demos

26 There s a solution demo for that demo.qlik.com sense-demo.qlik.com Qlik Market (market.qlikview.com)

27 Internal Demo Servers Qlik2Go

28 Salesforce Mashup

29 Global Solutions Programs

30 The Role of Global Solutions Programs Going forward, marketing is focused around: Solutions Installed Base Transactional Global solutions programs will help us: Grow our enterprise/named account business Increase our average opportunity size within those accounts Accelerate the sales process and improve win rate Key Named Accounts Enterprise Mid Market Small Business

31 What will global solutions programs be at Qlik? How are they different? üintegrated and coordinated set of activities across multiple channels around key prioritized solutions üoptimized for the key personas in buyer s journey üintended to help drive from initial interest through to an opportunity within our named accounts üwill run globally for months. it s a sustained effort! The sum of the parts is what will make this successful!

32 2015 Global Solutions Programs Q1: Sales Performance Q2: Supply Chain Q3: Healthcare Aligns all field channels: Marketing, Sales, Presales, Services, Hub, Partners Integrated tactics: Content, Website, Industry Events, AR/PR, Lists, Evangelism, Advertising, BDR PowerPlays, Webinars, etc

33 Your input is needed! Please share feedback:

34 #Qonnections

35 Q&A

36 Thank you!