30 60 90 day plan example from Emerald Technology

1. Emerald Technology
Where people and technology click

2. Your Next “Key Hire” EMEA
+44 (0)870 889 0300 Info@emerald-technology.com www.emerald-technology.com

3. Why me
• Experience, Background & Credibility in Market – W, X, Y, Y – All Enterprise
• Varied Sales Leadership Positions but remains a “Direct Sales Professional
• Passionate about making a difference & Culture Fit
• I mitigate Risk – Self Sufficient, Resourceful, I know what works & make
informed decisions & results driven
• Well Connected – Enterprise Customers, Eco System
• Strong Leadership & Discipline around pipeline, deal reviews & forecast
accuracy
• Big Impact – Small Investment
+44 (0)870 889 0300 Info@emerald-technology.com www.emerald-technology.com

4. Observations
• Company X can have the same disruptive impact as Company Y had to
compute virtualization in data centers.
• Whilst smart/game changing technology is key, this is CxO level
conversation and requires sponsorship.
• EMEA business is strong & interest levels high but execution, repeatable
Enterprise wins are imperative.
• Hired well, not classic storage sales reps but EMEA Team of 10 require day
to day leadership, Coaching & Development
• Appointment of Enterprise Sales Lead now will accelerate growth and build
solid foundation for future
• Hiring the best talent early is proven – A Class leaders Hire A Class sellers
+44 (0)870 889 0300 Info@emerald-technology.com www.emerald-technology.com

5. Running the Business
• My Approach:
– Maximize time with Customers/Prospects – 80/20 Rule
– Weekly Pipeline/Forecast calls with sellers – Rolled up to X
– Set/Maintain Clear Goals with Team & Review Weekly/Monthly
• # of technical validations completed
• # of CxO Level Business Case Proposals Submitted/Approved
• # of early stage prospects 3X Quota base on ACV
– Own Commercial & Contract execution with team to grow deal size & win new logo accounts
– Bring best practice to the team – Accountability, Sales excellence, Mutual Respect
– Performance Management – regular reviews & feedback 1:1
– Leverage “Special Forces” contacts to build pipeline & scale sales foot print
– Support / Present Customer facing events/Demand Gen activities in EMEA
– Always Hiring – Build Pipeline of future candidates & leverage my own network
+44 (0)870 889 0300 Info@emerald-technology.com www.emerald-technology.com

6. 90 Day Plan – High Level
30 Days
People – Connections - Priorities
60 Days
Engagement - Analysis - Impact
90 Days
Execution – Progress - Long Term Plan
• On-Boarding / New Hire Setup completed
• Learn/Practice/Deliver Corporate Presentation,
Value Proposition Deck & Messaging.
• 1:1s with Leadership Team – understand
business priorities for FY15.
• Meet 1:1 with my Team – understand Who they
are, Development, Risks, Top Talent
• Review Immediate opportunities for Q3/Q4 & Set
weekly pipeline calls with team to review
• Target 10 Customer/Partner meetings myself
/Joint meetings with each Seller.
• Set regular cadence for deal reviews with team
• Understand sales reporting and sales
methodology used and adhere to best practice
• Take ownership of Enterprise KPIs for team and
ensure goals are meet.
• Weekly Check-Ins
• Set time aside for Personal Development –
Understanding wider business.
• Target 15 customer meetings – Discovery/Pipeline
Building/Early Prospects.
• Refine/Review Pipeline for current quarter +3
quarters.
• Review with team – Top 10 “MUST WIN” Deals &
execute
• Review/Develop Close Plans with Team 1:1 if not
already in place.
• Increase # of Technical Validations/POC and
Business Case sign offs.
• First monthly 1:1 with team to review performance/
development & support needed.
• Understand & Input into Demand Gen activity for
EMEA.
• Follow up to previous months meetings and agree
next actions.
• Follow up meetings with wider stakeholders to gain
support for my success
• Identify 1-2 new case studies from previous wins that
we can reference sell, build pipeline of customer
evidence
• Month 1 review – Are we on Track?
• Set time aside for Personal Development –
Understanding wider business. What questions do I
still have?
• Target 15 customer meetings – Follow up &
New
• Looking back do we have enough pipeline,
conversion rate to POC – Refine, Increase &
Maintain.
• Weekly & Monthly cadence in place and
working
• Expectations set and being meet by me and
my team.
• Exceed/On Track Revenue Goals 1st quarter
• Second 1:1 with my team, Flag and put
corrective performance measures in place if
required.
• “Special Forces” Meetings with key
stakeholders – How we scale
• Hiring Plan for FY15
• Month 3 review
* Not in priority order and will refine once I have joined, but provides an outline
+44 (0)870 889 0300 Info@emerald-technology.com www.emerald-technology.com

7. Customer Impact
• Sample Reference Customers
• A -Mitsubishi - MR A - Executive Director, IT Strategy – ELA $1M Citrix Z –
• MR Z Group CIO - ELA $2M VMware
• Y – MR Y, Exec Director – ELAs at Both Citrix & VMware $1M+
• X – Outsource Home Office - Stafford Bond, CTO- ELA $.5M RES Software
• Personal References
• Mr X - VP Sales - Company x
• Miss Y - VP Channels Company y
• Mr Z – VP Channels – Company z
+44 (0)870 889 0300 Info@emerald-technology.com www.emerald-technology.com