Pivot It, Inc.

www.pivot-it.com

SaaS Platform for Solution Selling Automation

Five Steps to Faster Sales Cycle and Improved Partner Interaction

April 2013

Solution Selling Cycles Are Long For Complex Technical Products

0%

Time & effort spent (6-18 Months)

Content/knowledge/expertise sharing, action requests, Q&A, joint collaboration, prioritization Negotiation, pricing, establishing value, agreements 10%-20%

100%

Establish customer contact

Needs analysis, customization

10%

70%-80% Subject Matter / Technical Expertise Required Relationships, Soft-skills Required

Proposals, response to RFQs

Partner / ecosystem & Putting the pieces together

Demonstrations, webinars, application use cases

Scheduling, planning

Value analysis, ROI

Evaluation

Other Selling Challenges

Limited

Scarce

Limited High

Customer Face Time

Subject Matter Expertise

Customer Needs Change

Partner Awareness

Security & Privacy

Lot Of Sales Management Systems But

Sales Management

Selling automation

Cloud-based enterprise selling automation platform

Needs Analysis

Selling Tools

Differentiation & Value Adds

Subject Matter Expertise

NDAs & Confidentiality

Multi-Company Collaboration

Pivot It Solution Has Five Steps

Create
(One-time solution material creation across multiple teams)

Clone and Customize

(Change the pitch, retarget value, add new partner solutions)

Invite Customers
(To simultaneously collaborate with multiple parties)

Collaborate
(Easy collaboration with customers, partners, resellers)

Fit to needs
(Finalize appropriate solution that fits customer needs)

Save Effort & Time

Be More Effective

Better Customer Qualification

Be More Efficient

Higher % of Winning

Pivot It Solution Example: High Density Server VM (with Acceleration + AutoCache)

Create
(One-time solution material creation across multiple teams)

Clone and Customize

(Change the pitch, retarget value, add new partner solutions)

Invite Customers
(To simultaneously collaborate with multiple parties)

Collaborate
(Easy collaboration with customers, partners, resellers)

Fit to needs
(Finalize appropriate solution that fits customer needs)

Reseller

Customer
Reseller Customer

LSI team + Proximal Data sales team LSI sales pitch & material + Proximal pitch Pivot Its solution creation wizard (with needs analysis)

Who

Add (+) reseller partner

Add (+) potential customer and their experts Reseller sends email invite to target customers Pivot Its invitation and tracking module

Add (+) new team members as required Confidential under NDA collaboration, Q&A, and more Pivot Its secure collaboration & needs analysis tools

Add(+) new team members as required Articulate the right fit solution for customer Pivot Its selling tools, value-add & differentiation tools

Add (+) reseller materials about their services Pivot Its cloning and customization wizard

How

What

Efficient Sales Cycle = Faster Time To Revenue

60 50 13 40 5 Weeks 30 20 10 0 5 6 7 7 6 3 Today

Time saved*

~25%-35%

13 2 4 2 4 5 5 2 Using Pivot It

Human factors Planning process Proposal process Partner engagement Fit, value analysis Needs analysis Evaluation Sales pitch

Faster time to revenue

More than 35% savings in time & effort, estimated

Customers get more visibility in one place

Managers measure & improve response to customers

(*) Estimates based on customer feedback and interviews

Effective Partner Selling = More Time Available For Tier 3 Customers

Average revenue per customer

Pivot It expands channel reach & visibility

Address needs of more customers with same headcount

Customers classification by revenue

Tier 1 House A/Cs

Tier 2 Channel A/Cs

Tier 3, 4, and 5 No mans land accounts

Resellers engage more customers, faster

Managers get better visibility of customer interaction

Executives monitor health of ecosystem

Demo setup LSI + PD -> Juniper

dv@pivot-it.com koen@pivot-it.com
Domain: www.pivot-it.com Supplier (LSI Inc.)

Demo Pivots
Domain: www.ipfani.com Customer (Juniper)
Domain: www.pivotit.co Software Partner (Proximal Data)

dv-ip@ipfani.com

dv-pco@pivotit.co

Demo setup LSI->Channel

PIV
Domain: www.pivot-it.com LSI Inc.

Demo Pivots

IP

Domain: www.ipfani.com Channel Partner

PCO

Domain: www.pivotit.co End Customer

LSI Accelerated Solutions Division

2-tier and 3-tier channel & direct sales process Disti

OEMs
Direct Data Centers Disti VAR/SI

Direct

Questions and Next Steps

Cloud-based solution selling automation platform

Needs Analysis

Selling Tools

Differentiation & Value Adds

Subject Matter Expertise

NDAs & Confidentiality

Multi-Company Collaboration

Pivot It, Inc.

www.pivot-it.com

Subramanyam Dronamraju DV dv@pivot-it.com 408.836.9314