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Kevin FlanaganSenior Director – Inside Sales EMEA

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Agenda

Introduction

Sales 2.0 - Inside Sales– The “What” - Is Inside Sales– The “Why” - Inside Sales – The “How” - Inside Sales works

The EMC Inside Sales Journey

Q&A

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Kevin Flanagan – My background Finance & Operations

Sales & Marketing

Inside Sales

ConsultingSales

Inside Sales

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The What?

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What is Inside Sales ?

Inside sales is “remote sales”

It is NOT telemarketing

It is NOT customer service

Inside Sales is professional sales done remotely

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Inside Sales & TelemarketingTelemarketing Inside Sales

Sales Quota € No Yes

€ Volume None/Small Med / Large

Demand Generation Yes Yes

Scripted Yes No

# of Calls Single Multiple

B2B / B2C B2C B2C / B2B

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Inside Sales as a “new” concept?

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Inside Sales Industry Growth

Source: BLS & 2013 Market size Study

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Inside Sales by Selected Vertical

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Sales Team Composition

Source: BLS & 2013 Market size Study

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Business Awareness - Media Use

Source: BLS & 2013 Market size Study

High

Low

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The Why?

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Why? The new empowered buyer

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Why? An Internal Perspective

Productivity Inside Sales as a measureable and effective route to market, ability to drive consistency and higher ROI

Coverage Inside Sales will cover a significantly higher amount of accounts and revenue opportunities than the field organisations

Cost Inside Sales costs are far lower than the cost of deploying a field sales resource

Modernise Inside sales can be the leading technology users within an organisation – implementing social media and sales process tools is comparatively easier to introduce

Talent Inside Sales allows an organisation to grow its people from within and provide very concise career paths

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Why Inside Sales for EMC ?

EMC Led

Datacenter Application-Led Dept. / ROBO

Channel Led

Hosted

GlobalAccounts

Enterprise

Mid-Market

SMB

Enterprise Select

Inside Sales

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The How?

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Outbound Dialing

Qualification

PositioningQuoting

Closing5

1

4

3

2

The role of Inside Sales in the Sales Cycle

Revenue Generation

Lead &Opportunity Generation

Secondary Role

Primary Role

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The Era of the Empowered Seller………….

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GTM Analytics

0 1,000 2,000 3,000 4,000 5,000 6,000 7,0000%

5%

10%

15%

20%

25%

30%

35%

40%

PredictedAverage

Accounts

Pu

rch

ase

Pro

bab

ilit

y

1,000 2,000 3,000 4,000 5,000 6,000 7,0005,000 10,000 15,000 20,000 25,000 30,000 35,0000

HIGH-LIKELIHOOD TO PURCHASE

LOW-LIKELIHOOD TO PURCHASE

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Tools Used by Inside Sales

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EMC – Our Inside Sales Journey

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Many possibilities....but what makes most sense for You?

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The Key Considerations & Questions for EMC............

1. Considerations1. How strong is our Brand in the target segments?2. How strong is our Channel?3. How technically complex are our products/ is the Sales Cycle?

2. The Questions1. What is the role & charter of Inside Sales in EMEA ? 2. What segments will we support?3. What is the Location strategy?4. What is the engagement model with field and channel sales ?5. How do we measure for success (KPIs)?6. Which countries will we cover?7. What is the Funding model?

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Graduate Talent Strategy

GradRec

CampusRelations

Co-opRec

Grad Ire&

AHECS

Tale

nt P

rogr

essi

on

Dem

and

Gen

erati

on

Reve

nue

Gen

erati

on

Cros

s Fu

nctio

nal

Alig

nmen

t

Inside Sales EMEA

Modernise the Selling Process – Operational ExcellencePre-Sales Support Marketing Sales Operations

Our Charter...

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EMC Going Social

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Modernize our Selling Process1. Conduct rich, digital dialogues

with a ‘concierge’ approach to service

2. Guide customers in their buying process

3. Leverage multimedia to improve our interpersonal connection with customers

4. Take a data-driven approach for a more robust understanding of our customers

5. Leverage analytics to determine buying patterns and build future pipeline

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Global Inside “Virtual” Sales

Modernized Sales Force

Better Serving the New Empowered Buyer

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Final though

ts

• Clearly define the role you want IS to play to support your GTM

• Ensure you have clear alignment with Key stakeholders• Define “what good looks like”

• Identify the critical success factors for your IS function

• Set and track KPIs

• Drive for operational excellence

• Understand how your customers want to buy

• Get the right people and invest relentlessly in their development

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THANK YOU