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Driving Sales & Marketing Alignment as a True Business Imperative,[object Object],Heather Loisel,[object Object],Senior Vice President Marketing,[object Object]
Agenda,[object Object],Who is JDA,[object Object],Why do We Care About Sales & Marketing Alignment,[object Object],The Beginning,[object Object],The Middle,[object Object],The Future Ahead,[object Object]
JDA at a Glance,[object Object],EMEA,[object Object],18%,[object Object],Americas,[object Object],65%,[object Object],Asia Pacific,[object Object],17%,[object Object],GLOBAL PRESENCE,[object Object],6,000+ customersin 80 countries,[object Object],3,200+ associatesin 38 offices,[object Object],Serving customersfor 25+ years,[object Object]
The Supply Chain Company,[object Object],Revenue & Head Count,[object Object],IPO,[object Object],First Public,[object Object],Retail SW,[object Object],Company,[object Object],MANU ,[object Object],Acquisition,[object Object],I2Acquisition,[object Object],Strategy,[object Object],Change : Add,[object Object],Manufacturing,[object Object],Execution of Growth Strategy,[object Object]
Agenda,[object Object],Who is JDA,[object Object],Why do We Care About Sales & Marketing Alignment,[object Object],The Beginning,[object Object],The Middle,[object Object],The Future Ahead,[object Object]
Why do we care about Sales& Marketing alignment?,[object Object],Target,[object Object],Suspect,[object Object],Probable,[object Object],Acknowledged,[object Object],Potential,[object Object],Wins,[object Object],Current pipeline status,[object Object],90,[object Object],90,[object Object],16,[object Object],6,[object Object],2,[object Object],2,[object Object],100+,[object Object],14,[object Object],8,[object Object],2,[object Object],0,[object Object],0,[object Object],We are connected!,[object Object],Historical View of Actual Flow in the Pipeline,[object Object],* Includes new targets added to original list,[object Object]
Target,[object Object],Suspect,[object Object],Probable,[object Object],Acknowledged,[object Object],Potential,[object Object],Wins,[object Object],It’s a new worldAnd it’s not going back,[object Object],The Hidden Sales Cycle,[object Object],* Includes new targets added to original list,[object Object]
Agenda,[object Object],Who is JDA,[object Object],Why do We Care About Sales & Marketing Alignment,[object Object],The Beginning,[object Object],The Middle,[object Object],The Future Ahead,[object Object]
Sales & Marketing ProcessWe Wrote It Down,[object Object],Marketing activities generate marketing responses (MR),[object Object],Direct marketing, email campaigns, webinars, JDA.com, press, events, etc.,[object Object],Responses that must be contacted (follow up) are passed on to BD as Marketing Interests (MI),[object Object],Business Development MI Process (24 – 48 hours),[object Object],Open,[object Object],Assigned,[object Object],Contacted,[object Object],Converted,[object Object],Sales Opportunity Process,[object Object],Won,[object Object],Lost,[object Object],No Decision,[object Object],Open,[object Object],Assigned,[object Object],Acknowledged,[object Object],Suspect,[object Object],Potential,[object Object],Probable,[object Object],Firm,[object Object],[object Object]
Usually very short
Phases managed by BD with multiple interactions to move the account along building the case to budget or until client says “I need someone onsite.”
Phases led by Sales to bring an opportunity to fruition.  BD may still be involved in a supporting role.,[object Object]
Agenda,[object Object],Who is JDA,[object Object],Why do We Care About Sales & Marketing Alignment,[object Object],The Beginning,[object Object],The Middle,[object Object],The Future Ahead,[object Object]
12,[object Object],The Middle of the Story,[object Object],STAY,[object Object],GO,[object Object]
My Philosophies,[object Object],“All people want to be successful”,[object Object],and if they aren’t, then there is something I don’t know,[object Object],“It’s my obligation as a leader to create an environment where people can be successful”,[object Object],[object Object],“Bad news doesn’t get better with age”,[object Object],“Great ideas come from everywhere”,[object Object],[object Object],But there were really forces in the background that I didn’t know about…,[object Object]
Driving Sales & Marketing Alignment as a True Business Imperative
Where we are now?,[object Object],169%YTD,[object Object],106%YTD,[object Object],Marketing Generated Opportunities,[object Object],Marketing Responses,[object Object],2011,[object Object],YTD,[object Object],2010,[object Object],2010,[object Object],2011,[object Object],YTD,[object Object]
Things we are doing now that we weren’t doing before,[object Object],Global campaigns,[object Object],Solution guides to support sales cycles,[object Object],Marketing of JDA Services,[object Object],Market research for new initiatives,[object Object],Sales Kick Off meetings with track ,[object Object],PR visibility measurement,[object Object],Presenting KPIs & ROMI at the CEO & EVP levels,[object Object],Internal portal updates,[object Object],Tweeting,[object Object],Prospect newsletters,[object Object],Web site editorial meetings,[object Object],Content syndication programs,[object Object],Attending Sales business reviews,[object Object],Targeted Eloqua programs,[object Object],Event shared services,[object Object],A new Web site,[object Object],Analyst newsletters,[object Object],Global PR content sharing,[object Object],Analyst competitive pages,[object Object],Sessions & customer speakers,[object Object],Focus on unifying the Brand,[object Object],HR Linked in support,[object Object],Social media,[object Object],Creative shared services,[object Object],Executive Powerpoint support,[object Object],Customer newsletters,[object Object],Transportation vertical marketing,[object Object]
Agenda,[object Object],Who is JDA,[object Object],Why do We Care About Sales & Marketing Alignment,[object Object],The Beginning,[object Object],The Middle,[object Object],The Future Ahead,[object Object]
The Future Ahead,[object Object],Future,[object Object],[object Object]

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Driving Sales & Marketing Alignment as a True Business Imperative