MHIRI CSO Insights Presentation_Com

CS2.O Insights

The Transformation of MHI Research Institute

© MHI Global, Inc. All Rights Reserved. 2

Our research, data and expertise help sales leaders create and execute strategies to find more, win

more and retain and grow more business.

© MHI Global. All Rights Reserved. 3©MHI Global. All Rights Reserved.

SALES ORGANIZATION

Sales ManagementChannel/Region/Segment

Sales ManagerFrontline, Quota Bearing

SalespersonField/Inside/Channel

Chief Sales OfficerRevenue, Expense, Marketshare

SalesPerformance

Sales OperationsTerritories, Metrics, Comp, Quota

Sales TrainingProcess, Skills, Product, New Hire

Sales EnablementContent, Knowledge, Message, Tools

Sales TechnologySFA, Apps, Platform. Mobile

InfrastructureProductivity


CSO INSIGHTS

About Us:CSO Insights is dedicated to improving the performance and productivity of complex B2B Sales organizations. We measure and analyze the behaviors, metrics and strategies behind world-class sales performance, providing our members with the research, data and expertise required to build and execute strategies for sales performance improvement. With over 20 years of sales research experience, the CSO Insights team is comprised of respected analysts with decades of success as sales practitioners and sales executives. This unique perspective, along with our wealth of sales performance metrics and benchmarks, gives us the exceptional ability to collaborate directly with sales leaders around the world to explore the best practices, strategic trends and next generation capabilities driving sales performance.

Our research, data and expertise is applied by sales leaders to create and execute strategies to find more, win more and keep and grow more business. CSO Insights annual sales and marketing effectiveness studies have become industry standards for sales leaders seeking operational metrics, data and analysis, most notably: the Sales Best Practices Study, Sales Performance Optimization Study, Lead Management and Social Engagement Study as well as many others.

www.mhiresearchinstitute.com


CSO INSIGHTS

Published Weekly Sales Leadership Sales Operations Enablement/Training Sales Technology

20 years of CSO Insights Operational Data

12 years of MHI Sales Best Practices Study Behavioral Data

Jim Dickie Barry Trailer Joe Galvin Tamara Schenk Pat Lynch Tom Chamberlain Anne Petrik Kim Cameron Laura Andrus

Research Data Expertise

www.mhiresearchinstitute.com www.csoinsights.com

Research, Data and Expertise Sales Leaders Respect and Trust Globally.

http://www.mhiresearchinstitute.com/

http://www.csoinsights.com/


RESEARCH

BLOGSMonday-Wednesday-Friday

Open Market

Research Reports8/year

Research NotesTuesday & Thursday


DATA

ICBC Bank: I’d like to see Sales turnover, for Banking, last 4 years


EXPERTISE

Regional Briefing½ day Sessions

CSO Summit1½ day Event

CSO Invite¾ day Session

INVITE ONLY


EXPERTISE


The Product

Digital MembershipResearch: All notes, reports and other digital research assetsData: TBD – metrics and industry data from all research studiesExpertise: Questions are encouraged, 30 minute answersExpertise: Regional Briefings/Virtual Round Tables

Advisory MembershipResearch: All components of Digital MembershipData: World-Class Sales Performance Gap Analysis, custom data requestsExpertise: 60 minute customized analyst advisory interactions

Research ServicesSEA-PSP Skills AssessmentsWorld-Class Sales Performance Studies and CSO data benchmarks Keynote – WorkshopCustom content, Events or Webinars


The Market: Competitors

CEB Enterprise access to research library2 Regional ForumsConferenceNo Questions

$30-$55k annually

Sirius Interface access to research libraryMultiple Regional ForumsAdvisory

$30k, Mostly bundled w/ Mkt


The Market: Target Audiences

VendorsOrganizations looking to influence and sell to the CSO/Sales Leader

Content and data to support/promote their value/brand

Market Insights, Intelligence and Strategy

UsersSales Organizations seeking to improve performance and productivity

Best practices, maturity models, frameworks, data

Strategies, initiatives, trends, benchmarks


The Market: Target Segments

VendorsBig Brands: Salesforce, MSFT, SAPSegment: CallidusCloud, Savo, TeleverdeSmalls: Strategy and positioning

Users• Existing MHI Research Institute members

Complimentary through 12/31 Introductory membership rate for 2016

• MHI Clients: SC accounts, Sales VP accounts, active opportunitiesBenchmarking as part of DiscoveryLead with Digital MembershipDigital Membership leads to Advisory programs, benchmarking

• Open MarketNon MHI Clients CEB Research MembersOther subscription research services and budget

14© MHI Global, Inc. All Rights Reserved.

Product Day

August 31, 2015


The Path to CS2.0 Insights

Define CS2.0: Right nowClarify roles and alignmentDefine objectives for product day: August 31Strategy validation

Align the Team: July - AugustSpecify roles and alignmentDevelop financial modelUpdate The I – brand transitionCreate sales motion for target markets Research alignment

August 31: Product DayLaunch CSO Insights to all marketsUpdated web siteResearch production cadenceUnleash salesReady to on-board members


2H Action!

August 28: Launch party for ISCs, Sales VPs and all distribution partners

August 31: Product Launch day

September 1: Open for Business!Launch of the 2016 Sales Best Practices StudyLaunch of Sales Performance Optimization Study

September 15-18: Dreamforce in San FranciscoBarry and Joe to Co-Present

- part of SFDC Sales Visionaries trackBarry presents as part of Women in Sales trackCustom Client interactions

Sept/Oct/Nov: In the fieldOct 12: Sales Management Association in AtlantaVarious regional briefings, partner summits, vendor events and

conferences around the world


CSO INSIGHTS











Barry Trailer

https://goo.gl/aYgHzs

@barrytrailer


Research Studies


Dec

‘01

Dec

‘02

Dec

‘03

Dec

‘04

Jun

‘02

Jun

‘04

Jun

‘030

200

400

600

800

1000

1200

“A” $Rev Quota “B” $Rev

Dec

‘10

Dec

‘11

Dec

‘12

Dec

‘13

Jun

‘11

Jun

‘13

Jun

‘12


Levels of Relationship

vendor

preferred supplier

consultant

contributor

partner



vendor

preferred supplier

consultant

contributor

partner

trust = credibility

access

# of contacts

knowledge of cust’s business

repeat business

referrals

references

total time


vendor

preferred supplier

consultant

contributor

partner

# of competitors

tclose

price sensitivity

barriers

significance of any feature or function



vendor

preferred supplier

consultant

contributor

partner

# of competitors

tclose

price sensitivity

barriers

significance of any feature or function

trust = credibility

access

# of contacts

knowledge of cust’s business

repeat business

referrals

references

total time



25

vendor

partner

consultant

preferred supplier

have a good product/service

understand organizational issues

understand customer's industry

understand customer's business

understand applications/functionality

contributor

Levels of Contribution


CSO Insights Sales Relationship/Process Matrix™


A

B



Predictability



CSO Insights 2015 Sales Relationship/Process Matrix™


Sales Relationship/Process Matrix™ Trends


Sales Relationship/Process Matrix™ Results


2015 CSO Insights Sales Performance Optimization

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CSO INSIGHTS











Look for resources on www.mhiresearchinstute.com

Attend Educational Webcast in August

Ask Customers if they are going to Salesforce; invite to have session with CSO Insights

Identify customers with research memberships with CEB, Sirius or others to position Digital Membership in the fall.

Use research and data to have better conversations and develop deeper relationships.

CSO INSIGHTS: ACTION COMMITMENTS

http://www.mhiresearchinstute.com/

CS2.O Insights

The Transformation of MHI Research Institute

MHIRI CSO Insights Presentation_Com

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