© 2015 ClearEdge Partners, Inc.

Date: Friday, April 24, 2015Timing: 8:30 a.m. - 3:00 p.m.Cost: $175

Raising Awareness4 Sales Targets & Tactics4 Meet Your Counterpart4 Managing Leverage & Uncertainty4 IT Services Sales Strategies4 Executing Complex ELAs4 Controlling the Negotiation

Building Skill Sets4 Controlling the Compelling Event4 Enterprise Software Bootcamp4 Internal Alignment Workshop4 Deal Planning Workshop4 IT Services Workshop4 Category Workshops

Developing Leadership4 Battling Supplier Incumbency4 V.A.L.U.E. Guide Fundamentals4 IT Services Best Practices4 Deal Readiness: Turtles to Tigers4 V.A.L.U.E. Guide Best Practices

ClearEdge Education Program

Key Topics DiscussedSales MethodologiesStrategies employed by supplier sales teams

Pricing FactorsUnderstand factors that determine the price

Leverage CreationTactics to build leverage over sales teams

Strategy DevelopmentComponents of a deal strategy and playbook

NegotiationHow to negotiate against the sales team

Best Practices For Deal Set-Up and Negotiation

Counter-acting Strategic Selling enables IT and business professionals to develop comprehensive strategies to maximize the value their organizations capture in transactions with incumbent suppliers. This strategic training significantly improves your odds of winning the Pricing Game by providing a new deal-making process, scorecard and game plan to align internal decision-makers with immediate and long-term financial goals.

Attendees will gain visibility into key spending events by identifying key players on both sides, understanding motivations, discovering key buying and selling information and knowing how to create and use leverage during buying campaigns. Buying organizations will be equipped to evaluate their deal-making position using the V.A.L.U.E. Guide Methodology to address the business and personal motivations of each decision maker and define and execute the optimal game plan for any deal.

Counter-acting Strategic Selling gives organizations a common process and language for pursuing savings opportunities, an early warning system to avoid traps set by incumbent suppliers to gain control and a framework for allocating time, energy and resources to maximize financial leverage.

COUNTER-ACTING STRATEGIC SELLINGDeveloping Effective Buying Strategies for Supply Chain and IT Professionals

“I was able to immediately put the methodology to use in developing a buying strategy for a large investment with a key supplier. Counter-acting Strategic Selling helped to align the efforts of several internal groups to minimize the influence of the incumbent sales team and capture value we had left unclaimed for years.”

SVP of IT, Financial Services

Continuing Education Hours (CEH): 6

Location:NTT America, Inc8300 E. Maplewood Ave, Ste 400Greenwood Village, CO 80111

© 2015 ClearEdge Partners, Inc.

¡ Role playing exercise pitting teams in pairs in a high stakes negotiation ¡ Buyers and sellers are prepared with individual motivations and goals ¡ Lessons leaned discussion about why each team yielded individual results ¡ Overview of the buyers’ and sellers’ motivations for a deal ¡ Case study based on of previous workshop results, and discussion on the reasons why

variation of pricing exists and results of each outcome

¡ Overview of the peaks and valleys in the days and careers of sales professionals ¡ Sales professionals are hired for specific traits, attitudes, and competencies ¡ How McClelland’s Needs Theory defines the hiring criteria for sales teams ¡ Top 20 rules by which all strategic sales professionals operate ¡ Motivations used by sales management to ensure success and deal certainty ¡ How sales management designs and inspects compensation packages

¡ Introduction to the Pricing Game and Value-Based Pricing Systems ¡ Sales teams reinforce a deliberate lack of transparency in IT Pricing ¡ Supreme Court Case example of Value-Based Pricing Systems at work ¡ Theory behind the value of sales targets within buying organizations ¡ Sales strategies drive new marketing strategies to support supplier’s unified efforts ¡ Sales training and sales systems provide extremely high ROI

¡ Incumbent suppliers are actively focused on eliminating competition from accounts ¡ Unchallenged technology standards eventually become high value franchises ¡ Sales teams evolved from hunting for new business to nurturing high value accounts ¡ In order to drive best-in-class pricing buyers must align their efforts around a cohesive

deal strategy that preserves and utilizes leverage ¡ Effective and credible stories must be created and delivered to sales teams to secure

supplier concessions, deep discounts, and favorable terms & conditions

Meet Your Counterpart:Understanding the World Through the Eyes of Sales Professionals

Negotiations Workshop: Understanding and Controlling Critical Information

$12M Pipeline(20% close rate)

$2.4 M Goal

40 opportunities ($300k average deal size) 320 total visits (1/8 visits produces an opportunity)6 visits per week  (320/52 weeks)90 prospecting phone calls per week(15 phone calls / 1 visit)18 prospecting phone calls per day(6 visits * 15 phone calls)

SALES TARGETS & TACTICS

© Copyright 2013, ClearEdge Partners, Inc. Confidential & Proprietary Information. Do Not Distribute.

The Pricing Game

“Our job is to figure out what we have to bid to win the deal. No magic here.”— Oracle CEO Larry Ellison, testifying In U.S.A. vs. Oracle Corporation

ORACLE CUSTOMER EXPERIENCE

Average Discount 73%

90%

100%

80%

70%

60%

50%

40%

30%

Discount Level

Oracle

Building Franchises

Technology

Sales Targets & Tactics:How the Other Side Plays the Pricing Game

Lunch:

9:30 - 11:00 am

8:30 - 9:30 am

11:00 - 12:00 pm

12:00 - 1:30 pm

1:30 - 3:00 pm

PRICING OUTCOME

ROADMAP

VALUE BASED PRICING

FRANCHISES

Battling Supplier Incumbency:Managing Supplier Franchises Inside the Pricing Game

COUNTER-ACTING STRATEGIC SELLINGDeveloping Effective Buying Strategies for Supply Chain and IT Professionals