2. OntoQuad SPARQL
RDF Store
Structured data
sources like CSV,
XLS, RDBMS
Unstructured text
document sources like
HTML
Extraction and
conversion tools
“LinkEASY”
Data storages
LOD Cloud
SPARQL endpoint Datasets
RDBMS
BI, Reporting,
Analisys
OntosMiner / Eventos
3. Sales Process
Phases
(Roles)
Key
Activities
(*Required to
move to next Phase)
Result
Identification
(Sales/PS/BSPM/Reg. Mktg.)
Qualification
(Sales/PS)
Cover-the-Buying
Center
(Sales/PS/Services)
Proposal
(Sales/PS)
Qualified OpportunityAppointment Obtained
at the Right Level
Personalized
Proposal Submitted
Relationships with all
BC-Members
Order/Contract Signed
and Booked
PHASE 1
Decision
(Sales/PS/Services)
o Proposal presented to
all key members of the
Buying Center
o Evaluation committee has
recommended us
(formal)
o Build trust and credibility
within top mgmt.
o Solicit feedback from
influential Buying Center
members
o Closely observe and
respond to competitors
activities
o Restate value propositions
o Decision-maker says
we have won (formal)
o All business and legal
issues resolved
(Approvals obtained &
date set for contract
signing)
o Perform win/loss analysis
(with customer)
PHASE 2 PHASE 3 PHASE 4 PHASE 5
o Collect information and
organization chart about
customer (Internet, Annual
Report)
o Target clients defined
based on Target
Customer Profile
o Identify other sources of
new opportunities (contact
list, by customer, by
partner, ..)
o Define the best procedure
to contact
this prospect (cold call,
letter, exhibition, …)
o Obtain appointment
o Prepare meeting agenda
o Prepare appointment
o Execute initial visit
(Michelin structure)
o Identify opportunities and
check with PQP to identify
strengths and concerns
- Strong need/pain
- Feasibility
- Budget
- Management support
- Competition/USP
- Decision criteria
- Timeframe
- Buying Center
- ROI
- Turnover vs. effort
- Reliable Coach
- Joint Action Plan
- Cross validation
o Define strategy (use
Opportunity Roadmap if
project size requires)
o GO/NO-GO Decision
o Set up OIAG Team selling
after GO-decision (if
applicable)à („YES“
decision)*
o Gain access to all roles
in the Buying Center
o All Technical issues
resolved (Bus. Req.
identified)
o Understand individual
- Degree of influence
- Perception of urgency
- Business and
personal goals
- Decision criteria
- Opinion
o Identify at least one Coach
o Define a win:win solution
and convincing value
propositions
o Select reference site (if
necessary)
o Lobbying at the right level
o Understand and
neutralize competitors
o Submit preliminary contract
(if appropriate)
o GO/NO-GO decision
(„YES“ decision)*
o Personalized
presentations based on
individual needs
o All technical issues
resolved or proof step
completed (final
review)
o Develop proposal
(value proposition,
solution) - Team
o Validate proposal
contents and ROI
statement (final review)
with coach
o Fix date for
presentation of
proposal
o T&Cs submitted
o Solve open questions
o Monitor activities of
competitors
o Evaluation Committee
has recommended us/
Decision maker says
we have won (verbal)
Note:
Go to Qualification & Cover
the Buying Center if project is
identified late
Project submitted to Pipeline Project submitted to Forecast
(‘Mandatory’ Activities in bold print)
8. LDP Orchestration Framework
Object Link
DiscoveryOntology mapperMiner / MiniDix
Ontology to RDB
mappings
Ontologies LOD Discovery
Results
Meta Information Database
OntoQuad
RDF Database
Ontology
Editor
Ontologyto
RDBMapper
Instance
Editor
SPARQL endpoint
D2RQ/R2RML
Automatic Link
Discovery
Manual Editing
and Correction
External
Relational
Database
WWW
Download Ontologies
Create and
modify
Ontologies
Edit RDF Objects
Open Data Set - 2
Open Data Set - n
Open Data Set -1
Link RDF
Database
Objects to
Open Data
Set Objects
Map Ontology
to RDB and
generate RDF
dataset
OntoQuad plays role of
the central Storage for
the collected triplified
RDF data
LDP Orchestrierung “Vision”