© 2017 SPLUNK INC.© 2017 SPLUNK INC.

Windsor, June 7, 2017

MEDDICC

2nd Executive Partner-Summit

Frankfurt 18. Januar 2018

Martina Blum

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Modus Operandi

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1. Pipeline generieren

2. Projekte entwickeln

3. Champions aufbauen

Am liebsten gemeinsam!

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1. Selbe Sprache sprechen

2. Wiederholbarer Prozess

3. Vereinfachung

4. Wie vs Warum?

5. Bewusst kompetent werden

6. ”Richtiger Weg” vs “Einfacher Weg”

Warum heute MEDDICC?

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Wie qualifizieren wir heute ein Projekt?

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3 Fragen

1. Warum soll überhaupt etwas gekauft werden?

2. Warum Splunk?

3. Warum jetzt?

Projektqualifizierung

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Wie wird ein Projekt bei Splunk entwickelt?

•M

•E

•D

•D

•I

•C

•C

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• Metrics

• Quantifizierbare und messbare Ergebnisse die der Kunde als valide für seine Projekte / Initiativen wahrnimmt (Kostenreduktion, Umsatzsteigerung, Profitsteigerung, Zeitersparnis, Qualitätssteigerung) und für einen Business Case/ROI Betrachtung genutzt werden.

MEDDICC

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• Economic Buyer

• Die Person im Unternehmen die final ja oder nein sagen kann.

MEDDICC

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• Decision Making criteria

• Detaillierte Beschreibung der technischen Entscheidungskriterien.

• Möglichst den Kriterienkatalog mit gestalten

MEDDICC

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• Decision making process

• Umfaßt die verschiedenen Entscheidungen, die der Kunde trifft – vomInvestitionsprogramm, der Grundsatzentscheidung, überhaupt investierenzu wollen, der Auswahlentscheidung bis hin zur eigentlichenKaufentscheidung.

• Wieviele Instanzen sind zu durchlaufen (z.Bsp. Flow Diagramm)

MEDDICC

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• Identification of pain

• Gibt es einen Veränderungsdruck (Compelling event), Handlungsbedarf.

• The impact of doing nothing (time/cost/risk/revenue)

MEDDICC

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• Competition

• Wer ist der Mitbewerb, wie ist seine Strategie und wie könnenwir darauf reagieren.

MEDDICC

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• Champion

• Die Person im Unternehmen die unsere Lösung unbedingt haben will.

• Die Person die darauf achtet, daß unsere Lösung im Kriterienkatalogangemessen begünstigt wird.

• Ein Champion verteidigt unsere Lösung gegen Mitbewerbslösungen.

• Wir brauchen einen Plan für unseren Champion, unser Champion ist bereitim inneren Kreis der Entscheidungsfindung für uns zu sprechen (IVA, BVA)

MEDDICC

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Just a reminder…

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• Es wurde noch nie ein Projekt ohne Champion gewonnen

• Unser Mitbewerb hat einen Champion.(auch wenn er nicht in Erscheinung tritt)

• Handlungsbedarf, keine Chance diesen ohneChampion zu verstehen

• Zugang zum EB schwierig, kaum möglich ohne Champion

• No planning, no champions

Warum brauchen wir Champions bei unseremKunden

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Coach Champion

Informant

Födert / unterstützt Dich

Eigene interne Interessen werden durch Splunk Lösungunterstützt

Stärke durch internen technischen Respekt

Beeinflusser

Ermöglicht Zugang zum Economic Buyer

Interner Verkäufer für Splunk

Hat interne Macht (full furnished with Power)

Hat politischen internen Einfluß

Champion vs. Coach

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▶ A Coach is…

• A person who trains a person or team in sports

• An instructor

• A person who gives private lessons to somebody, often to prepare THEM

▶ They are NOT in the battle, but on the sidelines

▶ Will always be your friend, but they will always go missing when it gets rough

▶ They will not go the extra mile

▶ YOU WILL FORGET THEM

▶ THEY WILL FORGET YOU

Champion vs coach

Champion

▶ A Champion is...

• Defender of a cause

• A person who has defeated all rivals in a competition

• A person who fights for a cause on behalf of someone else

▶ Doesn’t have to be a friend, but someone who wants you to win

▶ They call you back

▶ They call you first with bad news

▶ You plot together

▶ You are aligned with the TIME the deal will close

▶ YOU NEVER FORGET THEM

▶ You can ALWAYS call them

Coach

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• You are wishing, hoping and praying

• You are counting on price as your only differentiator

• You are planning to give the business to the competition

• You are leaving money on the table

Without a champion

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Four steps to create a champion in your customer

BUILDFIND TEST KEEP

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▶ Look for them! Be Consciously Competent

▶ Research previous projects (Google)

▶ Research LinkedIn, profiles are getting more detailed

▶ Initial caution/distrust!

▶ They listen and take note of what you say

▶ Plan to ask people in the organization

Find

▶ Political awareness

▶ Influence

▶ Runs key projects

▶ Main man in a meeting(reaction when walks in room)

▶ Can guide and get access

▶ Is an agent for change

▶ Has strength of character and high emotional IQ

▶ Someone people turn to in times of need

Characters traits How to spot them

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▶ Look for them! Be Consciously Competent

▶ Get to know them and ask

Find

▶ Fear

• Keep job (beat internal competitor / look good)

▶ Greed

• Promotion (ego)

• Money (bonus)

Personal wins How to spot them

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▶ Be honest and have integrity

▶ Educate them on 3x whys

▶ Think about how they measure success

▶ To spot the problems ahead of time, inform your champion and then giving your champion the plan to overcome

Build

▶ Align your objectives

▶ Do they know your lines? Can they sell for you (3x whys?)

▶ Can they defend you? Your product? Your business case – without you there?

▶ Get to know them to understand their strengths and weaknesses

Develop them Ideas

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▶ Can they articulate the 3x whys without your guidance?

▶ Can they take you to a meeting (EB/FD) and run the meeting for you?

▶ Do they return your call?

▶ Do they call you?

▶ Do they start sharing the emotions of the deal?

▶ Are they interested in you?

Test

▶ You need to ensure that they can perform when you are not there

▶ Do they know YOUR lines

How to check them Ideas

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▶ Could work back from a date with them

▶ Access to the EB at all times

▶ They give you the competitors information

▶ They give you the name of the ENEMY

Keep

▶ Make sure you know how and when you want to use them

▶ Ensure that you don't forget them and they don't forget you

How to keep them Ideas

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• Be CONSCIOUSLY Competent or become it

• If you don't plan you will NOT ACHIEVE

• To be repeatable and to grow at scale we need a Process

• The Process is the Science, but it needs Art

• You are the Art

Summary

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Review the champions in your key deals to understand if you have REAL champions

Call to Action

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© 2017 SPLUNK INC.

Account Rep Use Case Deal Size Fc Stage Closed Date

EAA 3.5M ML Sep

Status Comments

ChampionDowe haveaChampion? DoestheChampionhave accesstoEB?HastheChampionsuccessfullyledavendorinvestmentbefore?WhyChampionwantsSplunkandsellsinternally?What’sChampion’spersonalwin?Howdidwetestour Champion?

Pain/InitiativeWhydotheyhavetobuy?Isthereadesiredtimeframeforimplementation?Whathappensiftheydonothing?Whoorwhatsuffers?Isthereacompellingeventorcompellingreasonforthecustomertoactnow?

MetricsWhatisthebusinesscaseforSplunkthatwilldrivethedeal?IstheROIWithin6-18Months?Isitquantified?DoestheChampionbuyintoit?

DecisionCriteriaWhatisimportantfortheChampiontoconfirmbeforemovingforwardwithSplunk?Whatarethefinancialandtechnicalcriteria?Dowehaveanopportunitytoinfluencecriteriawith Splunkdifferentiators?

Decision ProcessDoweunderstandthetechnicalandfinancialdecisionprocesses?DowehaveaChampionwithinfluenceontheDecisionProcess?Havewevalidatedourunderstandingwithmultiplefunctions?

CompetitionWhoisthecompetition?Whatistheirstrategy?Whoislisteningtothem?Whoisthecompetition'schampion?Whosechampionisstronger?Whattrapshaveweset?

EconomicBuyerDoweknowwhotheEBis?Havewevalidatedwithmultiplepeople?DoestheChampionhaverelationshipwithEB?WasEBbriefedontheprojectanditscost?HavewemettheEB?Whatisthevalueproposition/metricstotheEB?

© 2017 SPLUNK INC.

For each deal over 100K build a deal sheet and review it together with your Manger, SE (manager) and anybody else that is relevant (Channel, PS, Specialists, CSM, ….)

Call to Action

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Modus Operandi

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Thank You!