Future Of Sales Wireframes
Victor, Sales Exec with ValueChem © 2013 SAP AG or an SAP affiliate company. All rights reserved.
Internal
2
My Sales Apps"
Based on a combination of structured & unstructured data (Historical, News, Sales profile and Match Maker), deals are predicted and pushed to the Sales Rep – Right Customer attracted!
NEWS FEED
Malaria Hits Vietnam HealthTrex Opportunity | 1.5M | 80% Opportunity with HealthTrex From CNN.com
Success chance
Deal Finder"
1 M"
70 k"
Contacts"
80%
80 k"
$
12
2M"
40%
M"
Total size"
Expected close date
20% Sep 1"
Sep 15"
Oct 1"
Oct 15"
Nov 1"
Today’s Activities"
3" 3"
Calls"
Notes"
Discuss chemical deal" Kixo LLC."
Meetings"
9am
10!
Nov 15"
11!
12!
1!
2!
3!
4!
5pm!
Dec 1"
Dec 15"
Documents"
Deal Finder QTD Quota"
Total Size"
$ 100%
12M"
Q4 Revenue Forecast" 780k to go"
$
94%"
10M"
Success chance
No More Hunting! 80%
Company"
80K"
HealthTrex"
Pipeline shows existing deals and Potential new prioritized deals pushed to the Sales Rep
1.5M"
Existing + Prioritized deals
60%
Company"
80K" Another
40%
Company"
Company"
45K"
78K"
Company"
44K"
A Company"
50K"
20%
0% Oct Š  8
Expected close date 2013 SAP AG rights2reserved. 19or an SAP affiliate 26 company. AllNov
9
16
23
30
Dec 7
14
21 Internal
284
31"
Deal Finder QTD Quota"
Total Size"
$ 100%
12M"
Q4 Revenue Forecast" 780k to go"
$
94%"
10M"
Success chance
80%
HealthTrex"
Company"
1.5M"
80K" Tactile & Direct Manipulation to funnel your attention to most important deals based on:
60%
40% Company"
45K"
Company"
-
Risk Potential
-
Revenue
-
Time of Year
-
Personal Preferences
80K" Another Company"
78K"
Company"
44K"
A Company"
50K"
20%
0% Oct © 8
Expected close date 2013 SAP AG rights2reserved. 19or an SAP affiliate 26 company. AllNov
9
16
23
30
Dec 7
14
21 Internal
285
31"
Deal Comparison
X"
3 Selected"
HealthTrex Opportunity"
Big ChemStock Deal"
Gentech Opportunity"
HeathTrex"
ChemStock"
GenTech"
Add to Forecast"
76%
68%
65%
Revenue"
1.5M
1.3M
900k
End Date"
10/30/13
Confidence"
Predict Confidence based 11/02/13 on Historical Data
12/01/13
Decision Makers" Paula
Commission Gain" Things to Consider"
Johnny
Tim
8.9k Estimated delivery in 10 days
Geoff
Kai
3.5k
4.4k
Tight budget
Tight budget
Competitors"
Compuware
Galaxy
ZiffCorp"
Locations" © 2013 SAP AG or an SAP affiliate company. All rights reserved.
Compuware
Galaxy
ZiffCorp"
Compuware
Galaxy
ZiffCorp"
Allow Consumerized deal comparison to make informed decisions Internal
6
"
Deal Summary
Vietnam Malaria Medicines 1M
Aug 1, 2013 – Oct 30, 2013!
HEALTH TREX
85%
645k USD
3429 Hillview Ave, Palo Alto,
EXPECTED REVENUE"
CA 94040
CONFIDENCE"
OPPORTUNITY"
LEAD"
July 27" 2 phone calls" 1 appointment" 2 tasks"
Today!
develop value proposition"
preparation"
Activity Timeline in context of deal progression to visually depict positive or negative correlations + prediction on estimated close datedeal" + deal velocity
negotiation"
Jul 21……….. 28 .…Aug 1..……… 8 …..…… 15 ……..…. 23 ……..… 30 ...Sep 1…..…… 8 ……..… 15 ……..… 22 …..…… 29 ….Oct 1 …..….. 8 ……..… 15 …..…… 22 …..…… 29"
Key Contacts
2nd!
Paula" Johnny Doe" Decision Maker" Influencer"
+
Suggestions of key contacts, decision maker, influencers, and mutual connections to help facilitate relationship based selling
2nd!
Deborah C" Pre-Sales"
2nd!
Charles S" Product Expert"
? ? + Logistics Specialist"
Pre-Sales"
Competitors
Products Malaria Vaccine
Malaria Vaccine support chemical
Product ID V20120903XJS05 Product Category General Vaccine
Product ID V20120903XJS05 Product Category General Vaccine
Sales Team
logo"
Chemxxx"
logo"
logo"
+
SilverChem" ValueHealth"
Actions
"
Key Contacts Palua Shaw
is a decision maker in
SVP of Procurement 2nd!
7 deals" and influences 5 deals"
Accomplished technology executive with global experience in leading Operations, Product Development, Professional Services, Support and IT organizations"
HealthTrex
View more" Care about the malaria in Vietnam #Vietnam, need to provide vaccines there! Bless! 2 h ago"
work +1 3928192938
Connected with D.L. James Chen 4 h ago"
Does vaccines really work the way we thought? 10 vaccines you need to have… 2 h ago" LATEST UPDATES
paula@healthtrex.com CONTACT
GROUPS IN COMMON"
SIMILAR TO PAULA
2nd!
Jack Smith
2nd!
Jeff Chen
1st!
Jeff Williams
2nd!
Liang KIm
1st!
Kerry Ko
Help People with diseases
North American Medical Group
Association of new doctors and medical professionals
Stanford University, Medical School
EXPERIENCE" SVP, Procurement HealthTrex. LLC
LOGO
Feb. 2012 – Present ( 1 year 6 months ) Contrary to popular belief, Lorem Ipsum is not simply random text. It has roots in a piece of classical Latin literature from 45 BC, making it over 2000 years old. Richard McClintock, a Latin professor at Hampden-Sydney College in Virginia, looked up one of the more obscure Latin words, consectetur, from a Lorem Ipsum passage, and going through the cites of the word in classical literature,
VP, Procurement HealthTrex. LLC Feb. 2009 – Feb. 2012 ( 3 years)
LOGO
"
Key Contacts Palua Shaw SVP of Procurement 2nd!
HealthTrex
is a decision maker in
7 deals" and influences 5 deals"
Accomplished technology executive with global experience in leading Operations, Product Development, Professional Services, Support and IT organizations" Shows a mix of internal and
external data about the key contacts DEAL HISTORY
Sell Vaccine to Singapore 2013.04 – 2013.06 Product: Malaria Vaccine CONTACT Deal Size: 35k USD
Sell Vaccine to Singapore
KEY TOPICS OF INTERESTS
Lorem
Lorem
Health
HealthCare
Lorem
Lorem
Medicine
Lorem
LATEST UPDATES
Lorem
TOP INFLUENCERS
2013.04 – 2013.06 Product: Malaria Vaccine Deal Size: 35k USD
2nd! Joan Van Ness"
2nd! Joan Van Ness"
2nd! Charles Zhang"
2nd! Debbie Lim"
1st! Jim Smith"
EXPERIENCE" SVP, Procurement HealthTrex. LLC
LOGO
Feb. 2012 – Present ( 1 year 6 months ) Contrary to popular belief, Lorem Ipsum is not simply random text. It has roots in a piece of classical Latin literature from 45 BC, making it over 2000 years old. Richard McClintock, a Latin professor at Hampden-Sydney College in Virginia, looked up one of the more obscure Latin words, consectetur, from a Lorem Ipsum passage, and going through the cites of the word in classical literature,
VP, Procurement HealthTrex. LLC Feb. 2009 – Feb. 2012 ( 3 years)
LOGO
Key Contacts Deal History! Aug. 2013
Sell Vaccine to Singapore 2013.04 – 2013.06 Product: Malaria Vaccine Deal Size: 35k USD
Sell Vaccine to Singapore 2013.04 – 2013.06 Product: Malaria Vaccine Deal Size: 35k USD
Sell Vaccine to Singapore 2013.04 – 2013.06 Product: Malaria Vaccine Deal Size: 35k USD
People Involved
1st!
1st!
1st!
1st!
1st!
1st!
Eric Stark John Smith Eric Stark John Smith Eric Stark John Smith
People Involved
1st!
1st!
1st!
1st!
Eric Stark John Smith Eric Stark John Smith
People Involved
1st!
1st!
1st!
1st!
1st!
Eric Stark John Smith Eric Stark John Smith Eric Stark
Jul. 2013
Sell Vaccine to Singapore 2013.04 – 2013.06 Product: Malaria Vaccine Deal Size: 35k USD
Sell Vaccine to Singapore 2013.04 – 2013.06 Product: Malaria Vaccine
Sell Vaccine to Singapore 2013.04 – 2013.06 Product: Malaria Vaccine Deal Size: 35k USD
People Involved
1st!
1st!
1st!
Eric Stark John Smith Eric Stark
People Involved
1st!
1st!
People Involved
1st!
1st!
Deal history in context of Key Contacts to visualize successful or failed deals and potential reasons why
1st!
1st!
1st!
1st!
Eric Stark John Smith Eric Stark John Smith Eric Stark
"
Key Contacts
Spiral of Influence
Elegantly visualized Archimedes spiral of influencers who can help make first contact and facilitate deal closure
1st! Eric Stark"
Integration with LinkedIn, Facebook, Twitter…etc
2nd! Joan Van Ness"
2nd! Charles Zhang"
2nd! Alex Draper"
2nd!
Paula!
1st! Debbie Lim"
1st! Jim Smith"
Filters allows to zero in on the right set of connections. Beautiful animations and transitions make the experience enjoyable + informative
All
Employees
Contacts
My Connections
Other…
After he’s introduced, Victor calls Paula to understand her needs. © 2013 SAP AG or an SAP affiliate company. All rights reserved.
Internal
12
‌
Integration with Evernote‌ & other tools commonly used by Sales Rep.
Call with Paula from HealthTrex
Meeting with Jane
Notes for my Manager The deal size: 70 k, potential risk: 60%
Initial Meeting with Jane
Post meeting, Victor reviews his pre-constructed Deal Playbook © 2013 SAP AG or an SAP affiliate company. All rights reserved.
Internal
15
Deal Playbook Time to close/deliver"
Revenue"
$
Commission"
Chance of success"
5/10 days" 60%"
1.5M"
Recommended Paths"
Fastest"
?
Lowest Risk"
$
35K"
Successful Recipes = Paths to Success!
Predictive Playbook Most Commission" displays recommended paths a Sales Rep may take to close the deal.
Most Revenue"
Match Me!" 87%
85%
98% 80% Phan
Eric Paula
75%
65%
Victor
$$
70%
Andy
Š  2013 SAP AG or an SAP affiliate company. All rights reserved.
Identified gaps can be filled via smart recommendations of people or resources gathered from theSam Match Maker
HealthTrex
Internal
16
Match Maker 88%!
75%!
50%!
65%!
43%!
28%!
2nd! 2nd!
Phan Ng!
Jim Wong
Summary Phan Ng Logistics Manager 2nd!
AlkaPharm
2nd!
Fanny Pan
2nd!
Steve Joe
2nd!
2nd!
Shan Le
98%
-
Skills &
-
Persona
2nd!
John Smith
-
Deal his
-
Recomm
Peter Doe
Response Rate
Delivery Rate
90%
perfect match for your requirements and work style!
on auto-po informatio maintained
99%
View more" work +63 2120002902 email phan@alkapharm.com
LATEST UPDATES Care about the malaria in Vietnam #Vietnam, need to provide vaccines there! Bless! 2 h ago" Connected with D.L. James Chen
4 h ago"
Does vaccines really work the way we thought? 10 vaccines you need to 2 h ago"
SKILLS & EXPERTISE (60% match)
PERSONALITY (84% match) formal
informal
structured
unstructured
Chemical supply Southeast Asian chemicals Supply delivery
competitive
cooperative
individual achiever
group achiever
EXPERIENCE (79% match) Logistic Manager, Supply Chain AlkaPharm. LLC
LOGO
Feb. 2012 – Present ( 1 year 6 months )
Hello, Victor
Add to Favorite
Contact
Match Maker 88%!
75%!
50%!
65%!
43%!
28%!
2nd! 2nd!
Phan Ng!
Jim Wong
Summary Phan Ng Logistics Manager 2nd!
AlkaPharm
2nd!
Fanny Pan
2nd!
2nd!
2nd!
Steve Joe
Shan Le
98%
-
Skills &
-
Persona
2nd!
John Smith
-
Deal his
-
Recomm
Peter Doe
Response Rate
perfect match for your requirements and work style!
on auto-po informatio maintained
Delivery Rate
90%
99%
View more" DEAL HISTORY
Sell Chemical to Singapore 2013.04 – 2013.06 Product: Malaria Vaccine Deal Size: 35k USD
RECOMMENDATIONS Eric Stark
John Doe
Business Consultant at 1st! ValueChem Phan is great about response and delivery, when managing the southeast
1st!
Business Consultant at ValueChem
Phan is great about response and delivery, when managing the southeast
PEOPLE SIMILAR TO PHAN
Chemical Q3 sales 2013.04 – 2013.06 Product: Malaria Vaccine Deal Size: 35k USD
2nd!
Jack Smith
2nd!
Jeff Chen
1st!
Jeff Williams
2nd!
Liang KIm
1st!
Kerry Ko
EXPERIENCE (79% match) Logistic Manager, Supply Chain AlkaPharm. LLC
LOGO
Feb. 2012 – Present ( 1 year 6 months )
Hello, Victor
Add to Favorite
Contact
Match Maker 88%!
75%!
50%!
65%!
43%!
28%!
2nd! 2nd!
2nd!
Phan Ng!
Jim Wong
Fanny Pan
Summary Logistics Manager 2nd!
Steve Joe
Shan Le
AlkaPharm
Skills &
-
Persona
-
Deal his
-
Recomm
Peter Doe
Response Rate
perfect match for your requirements and work style!
-
2nd!
John Smith
98%
Phan Ng
2nd!
2nd!
2nd!
on auto-po informatio maintained
Delivery Rate
90%
99%
HOW YOU’RE CONNECTED TO PHAN
RECOMMENDATIONS Eric Stark
John Doe
Business Consultant at 1st! ValueChem Phan is great about response and delivery, when managing the southeast
1st!
Get Introduced
Business Consultant at ValueChem
Phan is great about response and delivery, when managing the southeast Phan Ng! Eric Stark
PEOPLE SIMILAR TO PHAN
Joe Doe
And 3 more…
2nd!
Jack Smith
2nd!
Jeff Chen
1st!
Jeff Williams
2nd!
Liang KIm
1st!
YOU!
Kerry Ko
EXPERIENCE (79% match) Logistic Manager, Supply Chain AlkaPharm. LLC
LOGO
Feb. 2012 – Present ( 1 year 6 months )
Hello, Victor
Add to Favorite
Contact
People Comparison
3 Selected"
Phan Ng"
Jim "
Steve"
Logistic Manager" AlkaPharm"
Logistic Manager" PharmX"
Logistic specialist" ChemStock"
Add to playbook"
92%
87%
76%
Response Rate"
98%
94%
95%
Delivery Rate"
98%
78%
76%
Personality Match"
80%
78%
86%
OVERALL MATCH "
Experience" Match"
informal, cooperative, unstructured, group achiever
informal, cooperative, unstructured, group achiever
90%
informal, cooperative, unstructured, group achiever
80%
60%
Vietnam, medical supply, HealthTrex
medical supply, south Asia
Medical supply, HealthTrex
Eric Stark, Kai Smith, and 3 more…
Kai Smith, Irving Caesar and 2 more…
Dan Aaron, Jane Samuel, John Burroughs
People In Common"
Compare best recommendations and take your pick!
Locations" Steve"
© 2013 SAP AG or an SAP affiliate company. All rights reserved.
Jim"
Phan"
Internal
20
Deal Playbook Revenue"
$
1.5M"
Time to close/deliver"
Commission"
Chance of success"
5/10 days" 90%"
Recommended Paths"
Fastest"
?
Lowest Risk"
$
Most Revenue"
35K"
Most Commission" The Winning Team is formed!
Match Me!"
Paula
Playbook + Match-Maker work seamlessly to predict, recommend and advise users.
Phan
Eric
$$
Victor
HealthTrex
Andy Sam Š  2013 SAP AG or an SAP affiliate company. All rights reserved.
Internal
21
Victor makes his Proposal based on multiple simulated paths, with a strong recommendation of the optimal path.
Victor Meets Paula Face-to-Face Š  2013 SAP AG or an SAP affiliate company. All rights reserved.
Internal
22
Paula agrees this approach is best.
Š  2013 SAP AG or an SAP affiliate company. All rights reserved.
Internal
23
Paula has the peace of mind knowing where the goods are at all times.
Š  2013 SAP AG or an SAP affiliate company. All rights reserved.
Internal
24
Malaria Numbers Decline
Š  2013 SAP AG or an SAP affiliate company. All rights reserved.
Internal
25
Everyone is Rewarded for their Contribution
And, ValueChem’s “brain” continues to grow… © 2013 SAP AG or an SAP affiliate company. All rights reserved.
Internal
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We make the world run better.
Š  2013 SAP AG or an SAP affiliate company. All rights reserved.
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