PRODUCTIVITYTime is the currency of sales – use it wisely

CEOs are under more pressure than ever to accelerate growth and keep it trending upward. Boards and shareholders want results and they want them now. Qvidian works across your entire organization to improve the day-to-day activities for sales pros, saving them considerable time and making selling teams more productive; delivering real value to your buyers.

EFFECTIVENESSDeliver value and meaningful results

Equally as important as growing the top line is reducing ine�ciencies in the organization and driving down costs, while at the same time increasing CRM user adoption. Sales leaders have peace of mind that reps are doing the right things and using the right resources to satisfy buyers and close more business. Selling e�ectively translates to increased sales velocity and forecast accuracy; guiding your sales team to repeatable wins.

SCALABILITYGrow your pipeline and your team easily

Reducing turnover in sales means hiring costs go down. Disruption – i.e. change of output, organizational growth, etc. – slows rep ramp up and has negative e�ects on your quarter and your year. With Qvidian, your sales processes are consistent – helping your lead development, sales, account maintenance and implementation processes to remain repeatable and scalable; improving rep ramp up and time to revenue.

“Qvidian gives us exactly what we need to know and what we need to do within each stage of the sales process. It makes Splunk

– Bart Fanelli, Splunk, Inc.

DIGITAL PLAYBOOKS CONTEXTUAL DELIVERY & GUIDED SELLING

Optimize Sales Execution with Digital Sales Playbooks

• Increase sales cyclepredictability

• Make the sales processmore prescriptive, scalableand repeatable

• Gain visibility into what’sworking and what’s not

• Increase sales forecastaccuracy and consistency

• Provide coaching to managers& reps on a deal by deal basis

• Find out what in your salescycle helps you win or makesyou lose and �x it quickly

Qvidian Quali�cations

• Experts in the sales executionbusiness for over 20 years

• 1,200+ customers in 17countries

• Award winning, innovativetechnology

SOLUTION BENEFITS

Prospects are 57% of the way through their decision process before they contact a salesperson.

Prospects are far more educated today than they were even �ve years ago. They’ve done their research. They may have already eliminated certain vendors. Because of that, your reps are already playing “catch-up.”

Your reps need to provide not just the right information, but consistent information. Your prospects have done the research. What if you’re rep doesn’t have the right message or the right information to align with what your prospect already knows? You could be eliminated before you know it. And just like that, your quarter is in danger.

Companies that follow a de�ned sales process improve win rates by 28%. And in a dynamic process, you can add another 14%.

A sales process isn’t a methodology, it’s a step-by-step process from initial prospect engagement until a decision is made, good or bad. Everyone has a sales process whether they know it or not. But is it consistently used by your sales team?

When your sales team follows a prescribed process, it increases their chances of winning. However, for sales people to follow the process, they need to have it front of them in every single opportunity at work. Qvidian makes sure it’s front and center in every Salesforce.com opportunity. Moreover, each prospect is likely to be interested in di�erent products and services. Qvidian monitors Salesforce.com in real time so the sales process adapts dynamically to what’s going on with the prospect during the sales cycle.

Move the middle. Increase sales rep performance.

Hiring new reps takes money and time. Many reps take nine months or more to become quota productive. What if you could ramp them up in half the time? What if you could take the reps you already have and increase their performance?

60% of the average sales teams perform at 60-80% of quota. Middle performers are usually well-informed and motivated. They just need more guidance to become top performers. Qvidian gives them what they need.

IT’S NOT JUST FOR OUTSIDE SALES

Sales Management

Just like salespeople, managers need coaching and content to make sure that reps can get deals over the line.

• Have better insight into deals

• Improve forecast accuracy with better oversight

• Focus on critical deals and spot trends that can delaydeals

Account Maintenance

Fact: It’s cheaper to maintain current customers than add new ones. Never miss a contact point.

• Stay in contact with your customers right inSalesforce.com

• Increase customer retention

• Spot customer issues quickly and r esolve them before itputs their business at risk

Implementation Teams

Your implementation team has a process for getting new customers trained and up to speed.

• Reduce implementation time

• Increase ramp up time for implementation sta�

• Reduce calls to support with consistent implementations

Lead Development

Lead development reps need to produce. Sales is a make it happen or move on world. Qvidian gives them the right process for the right lead to deliver the message and materials a lead needs in order to turn into a viable prospect.

• Ensur e more quali�ed leads

• Reduce staf f turnover

• Have better adoption of lead and marketing automationtools

Sales Ops

Sales Ops are tasked with formulating a plan of action and leading their teams to success. But they can’t succeed without a smooth sales process.

• Streamline CRM

• Ensur e accurate and up-to-date data

• Improve rep ramp up

Inside Sales

Highly transactional sales need the right message and right information and they need it now.

• Increase transaction sizes

• Improves cross-sell upsell

• Sell mor e products & services

Sales Engineers

Sales Engineers are vital to keeping the sales process on track and preventing delays.

• Salespeople instantly know what an SE is doingwith prospects

• SE’s approach to prospects is in alignment withthe salespersons

• Access to coaching and information is at their�ngertips

resulting in increase transaction sizes of over 50% through consistent upsell/cross sell initiatives.

Better Data, Better Business DecisionsTo run your business e�ectively, you need data. Data needs to be accurate and it needs to be granular. Qvidian gives you more insight into each opportunity than you’ve ever had before – both individually and collectively. You can spot trends and react quickly. Your forecasts will be as accurate as ever and can now be based upon where each opportunity actually is in the process. What’s contributing to competitive wins or what’s causing sales to slow or go to “no-decision.”

Qvidian Improves ROI throughout the Company• Improve Salesforce.com adoption by the sales team, so you get more out of your existing investment in

Salesforce.com.

• Accelerate rep ramp up by reinforcing best practices and spoon feeding sales reps only the data they need,dynamically, and in the context of the deal at hand, addressing unique buyer needs while improving theoverall customer experience.

• Better salesfor ce adoption, means better all-around data for you to make business decisions.

• Sales pr ocesses can be designed around your marketing e�orts. You’ll be able to extend the bene�ts of yourinvestment in marketing tools like Eloqua, Marketo, Pardot, ConstantContact and more.

• Over 50% of marketing content goes unused. That’ s a lot of time and wasted e�ort by your marketing sta�.Qvidian can help you determine what marketing content and collateral is useful in winning deals, so you canput more e�ort into initiatives that win more business.

• Do you use LinkedIn, Hoovers, OneSour ce, BigMachines or other tools in the sales process? Make sureyour salespeople use those when needed. Track their usage and get better adoption and return on yourinvestment.

Implement Qvidian in As Little As 30 DaysYou can’t a�ord to wait. Start seeing measurable results in the �rst quarter after implementation.

• 30 minute install using the Salesfor ce.com Managed App Exchange Package

• Extr emely minimal involvement from your IT sta� and Salesforce Administrator.

• Content stays and lives wher e it is today. No moving or loading extra content or collateral.

• Quick lear ning curve by sales as our product lives in Salesforce.com.

• All data collected by Qvidian is pushed back into Salesfor ce.com, so you can use Salesforce’s dashboard andreporting tool. No additional learning curve.

QUICK. SCALABLE. EFFECTIVE.15_01123as

Find out how Qvidian can help your sales organization con�dently engage prospects & win more often.

www.qvidian.com | 800-272-0047 | +44 (0) 870-734-7778