FIRST QUARTER REPORT
USER ACTIVITY First Quarter Report
Ja pa n
ia
d In
110 100 90 80 70 60 50
Erika Traylor
Number of Total Sessions Number of Total Asset Views Number of Total Showcase Shares 1
Mildred Smith
16
Johnnie Stetler
Kevin Rhodes
1 1 1
1
0
5 5
10
Brandon Wilson
14
Ada Bishop
10 10
12 12 10
10
10 10 10
20
17 16
22
25
30
25
37
40
Andreas Williams
Jim Cox
N th or
p ro Eu
A
Arnold Swinehart
Michael Pace
1
0 0 0
0 0
1
0
0
0
3
5
5
12
20
22
40
60
a
ic
er
m
e
Ronald Dunn
Mark Amato
Kimberley Lindsay
Samuel Escudero
2
USER ACTIVITY First Quarter Report
User Content Updates Content update information per user. User
Up to Date
Ada Bishop
March 12, 2018
Yes
Brandon Wilson Erika Traylor Mildred Smith
March 12, 2018 March 12, 2018 March 12, 2018
Yes Yes Yes
Johnnie Stetler Kevin Rhodes Andreas Williams Jim Cox
March March March March
2018 2018 2018 2018
Yes Yes No Yes
Ronald Dunn Arnold Swinehart
March 12, 2018 March 12, 2018
No Yes
Michael Pace Mark Amato Kimberley Lindsay
March 12, 2018 March 12, 2018 March 12, 2018
No No Yes
Samuel Escudero
March 12, 2018
Yes
Content Up to Date Content Not Up to Date
3
Update Request Delivery
12, 12, 12, 12,
MARKET ACTIVITY 810 780 750 720 690 660 630 600 570 540 510 480 450 420
390
390 360 330 300 270 240
190
210 180
170
150 120 90
70
60 30
10
Newspaper
10
Commercial
Packaging
Number of Total Asset Views Total Asset View Time Spent in Minutes 4
MARKET/PRODUCT ACTIVITY First Quarter Report 1% –
Newspaper
4%
Top three viewed products. Color Control & Web Inspection System Digital Ink System 95%
Register Guidance System
Commercial Top three viewed products. Instrument Flight
29%
Color Control System
58%
Register Guidance System 13%
Packaging
1% –
– 3%
Top three viewed products. Color Quality Solution Web Viewing System Inspection System 96%
5
Newspaper
10% 4%
Top three engaging products. Color Control & Web Inspection System Digital Ink System
86%
Register Guidance System
Commercial Top three engaging products. Color Control System
32% 46%
Color Control & Web Inspection System Register Guidance System 22%
Packaging Top three engaging products. Autotron 2600
35%
35%
Color Quality Solution Web Viewing System 30% 6
CONTENT ACTIVITY First Quarter Report
Top Five Most Viewed Presentations In all markets. 50
50
Color Measurement System_English.pdf Autotron2600_English.pdf ColorQualitySolution_English.pdf
40 30
DataCentral_German.pdf InspectionSystem_Agent_English.pdf
20
20
10
10
10
10
100
100
Top Five Most Engaging Presentations Total minutes all markets. 500 Color Measurement System_English.pdf ColorQualitySolution_English.pdf PDFVerification_English.pdf
400 300
300
InspectionSystem_English.pdf Web Viewing System_English.pdf
200 100
7
200
200
Top Five Most Viewed Videos In all markets. 50
50
Inspection System.mov Color Measurement System_1.mov Color Measurement System on Film.mov
40 30
30
Color Quality Solution.mov Color Measurement System Film_1.mov
20
20
20 10
10
Top Five Most Engaging Videos Total minutes in all markets. 500 Inspection System.mov Color Measurement System_1.mov Color Measurement System on Film.mov
400
400
300
Color Quality Solution.mov Color Measurement System Film_1.mov
200 100
100
100
100
100
8
RECOMMENDATIONS First Quarter Report
Presentations Overhaul to incorporate four buyer types into one presentation. There is a need to include more advanced and visual components in presentations. This feedback was initially captured from several sales reps and reflected in user data among certain regions of the globe that require an understanding of technical aspects of the products. • Use the Simplicity Seeker (SS) presentation as the base model for the high level overview and keep the first five sections (Opening, Fit, Performance, Qualifications, and Impact) the same • Incorporate Relationship Based (RB) language and wording into the SS presentation as it exists now • After each ,“Feature,” set of bullet points that is indicated in the existing SS presentations, incorporate accompanying slides that will discuss the Fact Based (FB) aspects of that particular, “Product Feature,” giving very detailed explanations of the products • This FB series of slides will be followed by the Show Me (SM) aspect of that, “Product Feature,” consisting of screenshots, image comparisons, and existing diagrams of products on press
Translations Translate presentations into five languages. Presentations within the app need to be translated in five major languages in sales regions. This would increase relevance of the brand in foreign markets and enable sales to share content from the app with leads and rest assured that the content is displayed in a language legible to that customer. It is recommended that presentations be translated into the following languages once they are redesigned as suggested above: • Chinese • Japanese • Spanish • French • German
9
Forms Incorporate Qualifying Questions forms into the platform. Integrating Qualifying Questions forms into the Sales Enablement Solution would create flexability to update and fill out forms for both sales reps and customers. Having this feature will also allow a member of the sales team to capture data on whether or not a customer shared or downloaded a form to fill out in real-time. • Enable sales to capture measurable analytics based on who is utilizing these forms and to what capacity and context • Establish whether or not a client is a good fit for a product from an equipment standpoint to quickly qualify urgency • Allow sales reps with the ability to submit fillable PDF forms on behalf of clients, or distribute forms to clients directly online • Decrease the turnaround time for Qualifying Questions form submission and content updates.
Peer Training Videos Turn high performing users into coaches. Break ground on a program that encourages high performing sales leaders using the Sales Enablement Solution to share tips on how they get the most out of the tool and use it to close sales faster. • Allow for sales leaders to create their own content and submit to administrator for inclusion into the Sales Enablement Solution training videos • Cultivate a collaborative sales environment where all users coach one another and improve sales across the board • Increase the level of innovation across the sales funnel
10