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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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GOR Presentation (1)

  • 1. David Harrington Sales Development Rep Mid-Market, Americas Opportunity Generation Report: Q3 2014
  • 2. Access to Decision Makers Simplified Buying Process Growth = Need for Scalability Mid-Market Overview: Opportunities
  • 3. Mid-Market Overview: Challenges Limited Resources “Noise” in SalesForce Lack of Education
  • 4.  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
  • 5.  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
  • 6. 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
  • 7. 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
  • 8.  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
  • 9.  HVAC, Heating & Plumbing  Serving greater Atlanta area w/ 3 locations  Previous opportunity (2013)  100 Technicians, Core Coolray- Overview
  • 10.  Contacts:  Ryan Hutchinson, IT Manager  Evan Ehlenbach, EVP of Operations  Hall Smith, COO IT Manger EVP of Operations COO Coolray- Getting In
  • 11. 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
  • 12. 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
  • 13.  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