The new MIT: A case study of marketing, sales and IT collaboration at Motorola Solutions by Eduardo Conrado
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How can marketers prove that their company can help customers solve their toughest challenges? From new platforms to new solutions to enhanced use of sales enablement tools, a new outlook on how marketing and IT can collaborate with sales can transform the organization. In this session, you will learn: • How marketing, along with IT, can transition a company from being a provider of products to being a solver of problems. • How messaging that links marketing and sales addresses customers’ business challenges. • How new tools, when jointly created with sales, lead to better conversations with customers and improved selling strategies.
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The new MIT: A case study of marketing, sales and IT collaboration at Motorola Solutions by Eduardo Conrado
- 12. PRINT ONLINE EMAIL PR/IAR SOCIAL INTERACTIVE PRINT ONLINE EMAIL SOCIAL INTERACTIVE EMAIL ONLINE SALES CALLS WHITE PAPER INFOGRAPHIC EDMS BYLINE/ARTICLE WEBINARS SURVEYS VIRTUAL TOUR WHITE PAPER INFOGRAPHIC ADVERTISING EDMS POV TOOLS BRIEFS PPT AWARENESS PERCEPTION INQUIRY MQL SAL SQL CLOSED ! Proceed With Intelligence ! Manage the Complexity ! Connect With the City ! Develop Solution-based Content And Promotions ! Leverage In-House Database to Identify Sales Opportunities ! Distribute Qualified Leads to Sales ! Point of View Sales Messaging ! Tools, Templates, and Techniques ! Training for field marketing and sales
- 18. ` Information 1932 PS Radio 1990 MDT Car 2012 First PS Smart Devices Voice Data Int. V + D Cit + Crim Safety Efficiency Transparency` 2000 First Cell Phone
- 21. KNOWLEDGE, RESOURCES AND TECHNIQUES FOR ROBUST CUSTOMER CONVERSATIONS RELEVANT, TIMELY, TARGETED KNOWLEDGE MAPPED TO THE CUSTOMER BUYING
- 22. KNOWLEDGE, RESOURCES AND TECHNIQUES FOR ROBUST CUSTOMER CONVERSATIONS COLLABORATE WITH PEERS, CROSS- FUNCTIONAL TEAMS AND SUBJECT MATTER EXPERTS Presen t-Soln Presen t-Prod CVI Tools Brochu res Trainin g Guides Case Stud Videos Spec Sheets SW Trainin g 6/27/2013 67 77 25 12 50 37 26 5 28 16 7/4/2013 49 46 16 15 31 31 14 4 12 13 7/11/2013 62 49 38 38 36 34 26 22 20 19 average 59.33 57.33 26.33 21.67 39.00 34.00 22.00 10.33 20.00 16.00 59.33 57.33 26.33 21.67 39.00 34.00 22.00 10.33 20.00 16.00 0 10 20 30 40 50 60 70 80 NumberofDownloads
- 23. Callidus top 5 clients saw 27% repeat use after 18 months Spanning multiple Verticals and Solutions
- 25. SUMMARY EACH LEVEL OF MESSAGING, FROM PLATFORM DOWN TO SOLUTIONS, REINFORCES WHAT WE CAN OFFER OUR CUSTOMERS AND HOW WE CAN HELP THEM FACE THEIR TOUGHEST CHALLENGES.
Editor's Notes
- FOR TRUSTED ADVISOR, PLEASE INCLUDE AN ALTERNATE IMAGE FROM NRF. Amy will track alts down from Liz Kirk or Dave Carlson.Speaker Notes:This process led to a total revamp of how we sell, how we message, and how we help our customers.But 1.0 to 3.0 is not just a sales journey, it’s a journey for marketing and in fact, our entire company
- FOR TRUSTED ADVISOR, PLEASE INCLUDE AN ALTERNATE IMAGE FROM NRF. Amy will track alts down from Liz Kirk or Dave Carlson.Speaker Notes:This process led to a total revamp of how we sell, how we message, and how we help our customers.But 1.0 to 3.0 is not just a sales journey, it’s a journey for marketing and in fact, our entire company
- FOR TRUSTED ADVISOR, PLEASE INCLUDE AN ALTERNATE IMAGE FROM NRF. Amy will track alts down from Liz Kirk or Dave Carlson.Speaker Notes:This process led to a total revamp of how we sell, how we message, and how we help our customers.But 1.0 to 3.0 is not just a sales journey, it’s a journey for marketing and in fact, our entire company
- Change Lower Left Text Box to “WHAT’S RIGHT FOR ME?”
- SPEAKERS NOTES:These messaging platforms and pillars are the manifestation of our brand promise to the customer. We innovate to mobilize and connect people in moments that matter. There will always be three pillars because of those three promises to our customer. It is what we do…DNA. We connect the front line worker to constituents and colleagues. We mobilize retail associates and first responders to make informed decisions when they are on the job. We innovate to empower IT to implement and better manage the new technologies that enable and connect the worker. The solutions are our answer to the end user customer’s real needs and problems. Products are the building blocks of the solutions.So marketing’s role increasingly becomes more about equipping you to have better conversations with your customers! It’s not just a new way to sell; it’s a new way to solve our customers’ business challenges.
- FOR THE PLATFORM SLIDE, PLEASE USE A PLACEHOLDER IMAGE WITH “THE EXPERIEINCE IS EVERYTHING” AND/OR “SAFER CITIIES. THRIVING COMMUNITIES”.SHOW THE PLATFORM RATHER THAN SIMPLY DESCRIBING IT.
- Speaker Notes:WE’VE DONE THIS WORK TO TELL A BIGGER, MORE COMPELLING STORY TO OUR CUSTOMERSWe’re not just sharing our new approach through marketing; we’re developing specific tools and assets to help you tell this story to your customers.Because the more customers see us as the best resource for solving business challenges, the better prepared you’ll be to make sales.For the first time, our Sales, Product Development, Services and Marketing teams have come together – upfront – to define the business objectives of our clients and present MSI’s point of view.
- Speaker Notes:MESSAGING MAPPED TO THE MIS SALES WAY… AND YOUR CLIENT CONVERSATIONS
- INCLUDE FULL SCREEN SHOT VIEW. AMY TO PROVIDE UPDATESpeaker Notes:MESSAGING MAPPED TO THE MIS SALES WAY… AND YOUR CLIENT CONVERSATIONS
- Update with Safer Cities campaign images instead of LEX LTE
- CHANGE TO “FROM PLATFORMS TO SOLUTIONS TO SALES ENABLEMENT TOOLS”