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Post on 17-Feb-2017
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David Harrington
Sales Development Rep
Mid-Market, Americas
Opportunity Generation Report:
Q3 2014
Access to Decision Makers
Simplified Buying Process
Growth = Need for Scalability
Mid-Market Overview: Opportunities
Mid-Market Overview: Challenges
Limited Resources
“Noise” in SalesForce
Lack of Education
Facility construction, operation and maintenance
Based out of Atlanta, GA, 850 Employees, $43 Million/year company
Been providing full range of facility services & solutions since 1948
100 Technicians, Core +
McKenney’s, Inc.- Overview
Contacts:
Jeff Birch, Operations Manager
Danny Woodham, VP of Field Operations
Mark Windom, VP and GM
Field Operations
Operations Manager
VP-Decision Maker
McKenney’s, Inc.- Getting In
VP of Field Operations Operations Manager VP & General Manager
• Efficiency in dispatch
& scheduling
• Easy-to-use systems
& interface
• Technician KPIs
• Systems integration
• Dashboards &
Reporting
• Providing world-class
service
• Contract
Management
• Leveraging SFDC
McKenney’s, Inc.- Role Motivations
Business Motivations
• Provide best-in-class service
• Eliminate multiple inefficient systems
• Improve Contract Management
• Dashboards & Reporting
ServiceMax ROI
• Improved customer service
• Single system of record for service
• Improved contract management
• Reporting to improve KPIs
Discovery
• Emphasize leveraging SFDC
• Focus on lack of reporting/visibility
• Efficiencies gained by eliminating multiple systems
• SMAX customer satisfaction case studies
McKenney’s, Inc.- ROI & Discovery
Probe until prospect needs = SMAX strengths
Validate business case w/ KPIs if possible
Align ROI w/ prospect’s values
Stalled in Stage 2, Demo went poorly
McKenney’s, Inc.- Takeaways
HVAC, Heating & Plumbing
Serving greater Atlanta area w/ 3 locations
Previous opportunity (2013)
100 Technicians, Core
Coolray- Overview
Contacts:
Ryan Hutchinson, IT Manager
Evan Ehlenbach, EVP of Operations
Hall Smith, COO
IT Manger
EVP of Operations
COO
Coolray- Getting In
IT Manager EVP of Operations COO
• Reliability of systems
• Mobility with iPhones
& potentially iPads
• Increase productivity
in the field (additional
calls)
• Eliminate Paper
Processes
• Improve overall level
of service & customer
experience
• Reporting on KPIs
Coolray- Role Motivations
Business Motivations
• Increase efficiency through elimination of paper processes
• Increase level and quality of service offered to customers
• Reporting on KPIs such as tech utilization
• Mobile capabilities
ServiceMax ROI
• Elimination of paper
• Visibility into service history for techs resulting in better service
• Dashboards and Reporting on utilization
• Device agnostic on mobile
Discovery
• Emphasize complete solution with reporting
• Focus on ROI from elimination of paper
• How do we engage higher level decision makers on a meaningful level?
Coolray- ROI & Discovery
Starting w/ IT not necessarily a bad thing
Play to our unique strengths (end-to-end, reporting)
Utilize Events
Stalled in Stage 2, no Demo as of this time
Coolray- Takeaways
Questions?
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