S K I P B L A C K B U R N

C E O , B I T S O L U T I O N S , L L C

S E P T E M B E R 1 0 , 2 0 1 5

Technology &

Sales

Agenda

Introduction

Collaboration success

Tracking Information

Can you explain Predictive Analytics?

Comments / Questions

Introduction

Greybeard

Experience

20-30 years of direct experience in various environments

Small – Gestalt, Netcom

Medium – Sarcom, TCS

Large - Accenture, IBM, SAIC

1-year 2-years 30 days

Capture Executive

Federal Sales Management Cycle

Typical Capture Progress Stages

Account Manager

The Opportunity Process

Proposal Manager

Collaboration Success

Keep Capture Software up to date at all times! Painful, not helpful to ME, too much time, not intuitive, so why do it?

Executives are asked on a regular basis… When will these deals close? What is chance of winning? What have we done there lately? When can we expect revenue? How much revenue?

This month? This quarter? This year?

This information comes from three places Capture Executive Software reports Weekly meetings to review deals Updates from Capture Execs

Collaboration Success

Who else needs to be in the loop? Division Capture team

Knowledge is power

Best (Worst) team mates

Industry whispers

Contracts team

Need to know size of team for workload

NDA status

TA agreements, promises

SubK work allocations

Finance team

Budget requests

Status of usage

Additional requests or returns

Collaboration Success

So How do we collaborate properly? Call/Meet directly if significant events occur Good or Bad As a Capture Executive, you are the eyes and ears of the company. You

know more about your deals than anyone in the company. Everyone needs to know significant changes. There is only a limited amount of budget allocated for Account & Capture

Management activities Includes

• Your time • Technical SME’s time • Travel OOP

There are always more deals than money It’s bad business to spend money on deals you are not likely to win It’s bad for the Capture Execs reputation

It’s the Capture Execs job to determine, ASAP, what your likelihood will be on each deal

What technology?

Phone/Text home

Update the Capture Executive software

Meet with Management for informal updates

Updates during group meetings

Be honest during your Gate Reviews

Don’t oversell your Pwin

Tracking Information

Did you know?

Only 9% of underperforming teams/companies update sales information from a mobile device?

91% don’t communicate well and the capture suffers

Tracking Information

What should you track?

All data collected in single source

Call Plan

Deal info

Dates

Answers to questions

Gate Reviews

Documents, files, ‘Power Map’

Teaming progress & contract status

Competition knowledge SWOT

Budget information

Key Personnel details

Account Power Map

11

Executive Dir

Greg Garcia

Sr. Enlisted

MSG Lester Long

Deputy Exec Dir

JB Barthiaume

Business Admin

Cathy White

Brenda Todd

Enterprise Mgmt

Joel Cassell

Debra Bouslog

Operations

Maria Levesque

Dan Batelka

Ops Support Div

Cedric Jackson

Support Services

Bill Barber

Ops Projects

Glen Kreher

Asset Mgmt

Leland Price

Transport Div

James Busby

Customer Care

Kay Sclater

David Shaddrix

Engineering

Gerald Reed

George Krenik

Enterprise Info

Darren King

John Meditz

Chief Technology

Tom Sasala

Enterprise Eng

Eric Cole

Voice

Nina Kelly

Core Eng

Marina Ibrahim

Deputy CIO/G6

Mike Krieger

Tech Controls

Bill Cook

Executive Dir, Resource

Pgms

Gerry O’Keefe

Clash

SSB

SSB Stated SSB

Assumed SSB

Dir, Architecture

Integ. CIO/G6

Ron Bechtold

Had Discussions

0

1

2

3

4

Doesn’t like us

Good relationship

Don’t know yet

Have met once

Knows who we are

Eng Management

Ilsa Aymar

Application Eng

Maurice Pierce

Rising Power

4

4

4

4 4

3

3

3

2 1

1

1

2

1

1

Network

Maurice Sutton

Video

Katrina Cummings

2

Tracking Information

How do you track all this information now? Emails Excel PPT Notebook C-drive folders, folders, folders In your head!

What software systems do you use? Excel – Single User PowerPoint – Single User Deltek – CRM only Octant – CRM only Pipelinedeals – CRM only Pipedrive – CRM only SalesForce – Custom $$’s Oracle – Custom $$’s Dynamics – Custom $$’s CaptureExec – Executive, Collaborative, Interactive

Tracking Information

What kind of Software do Capture Executives need/want?

Capture Executives

Collects the all right data

Measures how I am progressing on every deal

Tells me WHAT questions to ask and WHEN

Automates reporting and internal Gate reviews

Keeps data at my fingertips

Reminds me to update information

Easy to use

Tracking Information

What kind of Software do Executives need/want?

Management

Measures Activity/Productivity of Capture/Account Mgrs

Helps decide opportunities NOT to continue with

Manages accumulation of knowledge

Manages documents, information, process

Automates manual tasks for sales team

ISO-like repeatable process for new sales people

Transparent for all activities

Helps manage my business

Grades each Capture so I know what deals are working

Tracking Information

If you could GRADE each deal,

what deals would YOU bid on?

Predictive Analytics

What is Predictive Analytics?

Data mining to display trends in the past to predict the future

A Management tool to help miss holes and scale mountains

It Helps project Sales information into correct forecasts It’s all about using technology to better run your business

Whether you are a public company managing the Street on a 90-day cycle or a Small Business owner hiring new employees

Predictive Analytics

Predictive analytics can help improve sales

Focused Opportunity Management

Focus on opportunities most likely to close

More Accurate Forecasts

Executives deliver more accurate forecasts

Next Best Action

Prediction of successful outcomes to recommend next best action

Close

So, what should you do?

Use technology to keep everyone updated

Use Phones and Tablets

Use Software that tracks ALL your needs easily

Attend meetings in person or remotely

Make certain Management is always kept updated

Comments / Questions