The Sales Plan for Service Providers in IoT and Telecom

1. Sales Strategy in Americas
High level overview of Sales Plan for
IoT and Telecom for Service
Providers
North America
Chamath Kodituwakku.
02/12/2015

2. Sales Strategy

3. Go to Market Plan… Achieving the
Sales objectives
• Prepare a Go to Market, a Business Plan to
address the given Territory. …..

4. OVERVIEW OF GTM PLAN - FOR IOT
AND TELECOM –AMERICAS
• Business Summary: High-level overview of the business plan.
Business Summary will address the core business drivers behind
Service Provider to sell solutions, will highlight the key performance
indicators to use to measure success, and identify primary
competitors along with the differentiators to focus on to compete
in defined markets. This is to develop mature sales plans to include
detailed forecasts and specifics about market behaviors.
• Achieving the numbers : The Selling Strategy: The selling strategy
plan is to detail the solutions Service Provider will pursue in
Americas and key potential customers , with bundling plans, special
or other attachment strategies that will help sell the products—
including upselling and cross-selling to both new and existing
customers. The specifics includes differentiator offerings, channel
partnership offerings and counter competitor offerings and build a
sales funnel, with a strong sales pitch to win business

5. GTM plan continued ..
• Channel Strategy: Will identify the primary channels that
—both to sell solutions and to educate and support
customers—along with the resources, training, and
incentives that will drive channel performance. Can be
complex channel organizations, products and offers may
differ from one channel to the next, playing on the unique
advantages of specific channels, such as direct sales teams,
based on SWOT analysis and online portals. OEM partners
• Marketing Strategy: Activities use to drive awareness and
generate leads, both in identified markets new sales and
within Service Provider existing customer base. This is
participation in Events, Symposiums, publications joint
marketing efforts with OEM partners, channel partners.

6. GTM PLAN continued …
• Analyzing Technical Requirements: Technical
requirements needed to support the client
requirements, channel sales requirements, SI
requirements. These requirements,, may include
branding client. partner-facing portals, and
integrate sales and provisioning systems with SI
vendors, or channel partners, or third-party
resources
• Establish The Revenue numbers for the Region :
Volume of sales, anticipated, Direct sales, in
Specific Channels sales.

7. GTM PLAN continued…
• Customer Experience: Include the anticipated
customer journey—either at a high level
Exploring this journey helps to identify any “fall-
off” points
• Timeline and Execution: Need to identify the
timeline for execution, including next steps, the
critical path for decisions, key milestones, and
plans for reviewing and fine-tuning the GTM plan.
Good GTM plans are not static, but evolve with
the Sales expectations.

8. Time Line Proposal
•Sales Strategy
•Account Segmentation, Lead generation,
•Identify Channel ..Channels Management
•Identify SI vendors SI Vendor Management
•Sizing & Structure and Pricing , Sales
Phase 1- Design
(Q1)
•Key Account Management ..
•Talent Management ? Sales Force
•Sales Process, Sales
•Territory Design, Quota Setting
Phase 2 - Build
(Q2)
•Key Account Management
•SI Management . Sales Force ,
•Territory Design, Quota Setting & Compensation Planning
•Sizing & Structure
•Channel Management
•Lead Generation, Sales
Phase 3 - Momentum
(Q3/Q4)
•Key Account Management
•Sales Management, Lead generation
•Sales
Phase 4 - Success
(Q4)
•Lead Generation, Sales Performance Management, SalesPhase 5 - SOP
(Q4 – Future)

9. Achieving the numbers: The Selling
Strategy – Proposal
• Establish a Sales funnel for the territory, Create a SWOT for
Each opportunity. Competitive assessment; establish value
proposition based on differentiators .
• Based on a SWOT Identify the sales funnel Top 3- 5
customers for each Country
• Based on Region Deal size / Margin, Strategic importance.
solution feasibility, Credibility, Importance of customer,
knowledge, Time to market etc.
• Customer pre-study, understanding the needs, ROI and
Business Case, Consultative sales, Differentiation from the
competition, Why Service Provider ? …
• Based on the market Sales Potential and funnel achieve
organic growth in Sales force. Regional Sales Planning

10. Achieving the numbers: The Selling
Strategy – Proposal
• Research industry markets and the customers
• Interview executives and management to
understand customer requirements.
• Establish Channel Partners…Device
Manufacturers, OEM vendors
• Establish SI vendors and Prime Integrators to
work with…
• Establish Pricing models, Develop Business
Models SaaS, PaaS

11. Sales Strategy –Establish target
Metrics
• Achieve $??MM in current revenue by end
year 2016
• Achieve $?? growth in revenue from new
business by end year 2016
• Improve EBITDA ?% by end of 2016 (from ?%
to ?%)
• Improve Customer Experience (in top 50%? for
CSI etc)

12. Telecom Trends …DM
• DM Market Consolidation
• Cloud Momentum
• Adding IoT, M2M
• the convergence of social, mobile and cloud IT
infrastructure. "Mobile endpoints are a logical
extension of the cloud“
• Increased need for Policy and Security

13. Telecom Trends …
• Digitization of the core business
• Offering network infrastructure and related
services to other players
• Monetize assets by opening up their
infrastructures and extending their business
strategy.
• Building digital ecosystems
• Converging on IoT

14. Telecom Trends –Cloud SaaS continues

15. IoT Trends
• Machina Research: Consumer Electronics M2M connections will top 7
billion in 2023, generating $700 billion in annual revenue.
• On World: By 2020, there will be over 100 million Internet connected
wireless light bulbs and lamps worldwide up from 2.4 million in 2013.
• Juniper Research: The wearables market will exceed $1.5 billion in 2014,
double its value in 2013
• Endeavour Partners: As of September 2013, one in ten U.S. consumers
over the age of 18 owns a modern activity tracker. More than half of U.S.
consumers who have owned a modern activity tracker no longer use it. A
third of U.S. consumers who have owned one stopped using the device
within six months of receiving it.
• Navigant Research: The worldwide installed base of smart meters will
grow from 313 million in 2013 to nearly 1.1 billion in 2022.
• Morgan Stanley: Driverless cars will generate $1.3 trillion in annual savings
in the United States, with over $5.6 trillions of savings worldwide.

18. latest Hype Cycle for Emerging Technologies. Last year, big data reigned supreme, at
what Gartner calls the “peak of inflated expectations.” But now big data has moved
down the “trough of disillusionment,” replaced by the Internet of Things at the top of
the hype cycle.