siebel marketing update

Siebel SalesSiebel SalesMarketing Update – 11/22/02Marketing Update – 11/22/02

Chuck Drake - Dir. of Marketing - Siebel Sales Chuck Drake - Dir. of Marketing - Siebel Sales Siebel SystemsSiebel Systems

TopicsTopics

Key Accomplishments

Marketplace Update: What’s Working Best Practices Messaging Sales Leadership Series Analyst Relations

Q4 Activities and Q1 Priorities

Overview – Key Marketing Accomplishments-to-DateOverview – Key Marketing Accomplishments-to-Date

Recent Major Accomplishments: 40 Sales Leadership Series Events to-date! User Week – tremendous success! Gartner MQ Review – terrific meeting this week/provided

solid Demo, Content and References! Recognition: Our Best Practices approach is now the

standard across all Product Lines! Thought Leadership: Growth in Outbound activity

surrounding our Best Practices: Monthly BP Newsletters to all Prospects, Customers Bi-Monthly Analysts Newsletters in EMEA Over 20 Sales BP’s in-process with CRM Strategy Team

Continued effort behind creation of new BP’s: Telesales UAN in a Sales Environment

2002 Big Picture: Significant Shift in Siebel Marketing Model 2002 Big Picture: Significant Shift in Siebel Marketing Model

BrandingAnd Corp Prospecting

•Advertising•PR•Analyst Relations•Exec Programs•Tradeshows•Sports Marketing

CustomerMarketing

• User Week• User Groups• Hospitality Programs

• Case Studies• Collateral

• Customer Microsites• Direct Mail

• Email• Newsletters

• Product Microsites• Telemarketing

Q1

Partner-Led Marketing Programs

Q2: Shift in Focus to Lead Generation and Pipeline GrowthQ2: Shift in Focus to Lead Generation and Pipeline Growth

Partner-Led Field Marketing Programs



CustomerMarketing






ClosedSales

Lead Maturation

PipelineDeal

SupportTargetedProspecting

• Teleprospecting• Web Seminars• Roadshows

• Solution Workshops• Technical Workshops• Exec Roundtables

• Siebel eDays• ROI Proposal• Exec Briefs • Customer References Program• Sports Marketing• VIP Programs

• Install base eDays

Q2 Added Field Marketing




CustomerMarketing






ClosedSales

Lead Maturation

PipelineDeal






Q2/Q3: Added Sales Best Practices into the Marketing PipelineQ2/Q3: Added Sales Best Practices into the Marketing Pipeline

Added “Sales Best Practices” Content

Embedded Best Practices

IndustrySpecificCRM

Strategic Shift in Siebel Messaging: Best Practice Business ProcessesStrategic Shift in Siebel Messaging: Best Practice Business Processes

MultichanneleBusiness

Marketing Automation

Internet

CRM

CSS

SFA

1990 1995 20021998

Increase in CRM, Business Process and Industry-Specific Domain Expertise

Lower Risk, Deployment Time, and Cost

Q4: Infusion of Best Practices throughout the Marketing PipelineQ4: Infusion of Best Practices throughout the Marketing Pipeline




CustomerMarketing






ClosedSales

Lead Maturation

PipelineDeal






Q4: Infusion of “Best Practices” Content

Implication: Deeper Best Practice Content Focus Moving ForwardImplication: Deeper Best Practice Content Focus Moving Forward

Sales Management Sales Execution Sales Fulfillment

Sales Planning Lead Management Quote Management

Pipeline Management

Account Management Order Management

Performance Management

Opportunity Management

Compensation Management

FORMAT

Messaging Delivery: Thru a Variety of Content Form FactorsMessaging Delivery: Thru a Variety of Content Form Factors

Sales Management Sales Execution Sales Fulfillment

Sales Planning

Lead Management

Quote Management

Pipeline Management

Account Management

Order Management

Performance Management

Opportunity Management

Compensation Management

Thought LeadershipAnalyst Communications

Collateral Outbound PR

Corp. Mktg. Programs Scripted Demo’s

Customer References

Pain PointsKey ChallengesSiebel Lessons LearnedBusiness ProcessesSiebel SolutionValue PropositionCustomer ROI

Selling Presentations

Sales Best Practices

Lead Generation Initiative: Sales Leadership SeriesLead Generation Initiative: Sales Leadership Series

Program Summary:

40 Field Marketing Events delivering our Best Practices messaging 20 Tier 1: Targeting DM’s Top Accounts 20 Tier 2: Targeting Prospects $1B> in Annual Rev > 80% Events completed thru 11/19 ½ day Best Practices Seminar with Golf Events spread over Q3/Q4 Target audience: VP/Dir of Sales, CIO/Dir. of IT

Global Initiative:

US: Chicago, Dallas, Houston, Tampa, NYC, DC, Cleveland, Milwaukee, Tampa, Atlanta, Columbia, Baltimore, San Diego, Bay Area, Los Angeles, Seattle, Rochester, Boston, Chicago, Pittsburg, St. Louis, Minneapolis, Denver, Winston-Salem

RoW: London, Munich, Paris, Sydney, Singapore, Hong Kong

Lead Generation Initiative: Sales Leadership SeriesLead Generation Initiative: Sales Leadership Series

Program Summary:

Theme: “Driving Revenue in Tough Times: Best Practices Across Sales Organizations” Sales Best Practices: Pipeline Management & Forecasting, Sales Force Adoption MCS Content: interactive guided diagnostic exercise: audience assesses unique

Sales challenges (focused on “pain points”) Microsoft: co-sponsor and presenting case study of their internal success using Siebel Call-to-action: engage Siebel to solve business problems using Sales Best Practices

Content Execution: Siebel Sales Outbound BD Team: Jeff Summers, Chuck Dunham, Steve Philips,

Chris Parkin, Jason Fiala, George Ahn Local MCS Partners Microsoft Regional Enterprise Sales BDP’s Siebel Sales Outbound Marketing Team: Mike Kendrick, Chuck Drake

Sales Leadership Series - Driving ResultsSales Leadership Series - Driving Results

Strong Initial Program Results:

Registrations, Attendance and Initial Prospects Identified: Registrations: over 820 highly interested in Best Practices content

Tier 1: 328 Tier 2: 495

Attendance: over 440 received Best Practices messaging/positioning Tier 1: 175 Tier 2: 268

Initial Prospects: over 60 on their way to become Opportunities Tier 1: 25 Tier 2: 36

Strong Feedback from Participants: Avg. content rating by Audience: 4.5 out of 5 (very high) Best Practices content resonating with Target Audience

Sales Leadership Series - Driving ResultsSales Leadership Series - Driving Results

Over $25 M in Oppty Revenue influenced by Best Practices Messaging

Over $11M in Oppty Revenue is already Forecast

Momentum: only approx. 20% of post event call-backs complete to-date

Sales Leadership Series - Opportunity Influence

$0

$5,000,000

$10,000,000

$15,000,000

$20,000,000

$25,000,000

$30,000,000

Optys $25,272,589 $11,612,589

Pipeline Forecast

Q3 Results According to EBiz:

Sales Leadership Series - Driving Results Sales Leadership Series - Driving Results

Sales Leadership Series - Opportunity Influence

$0

$2,000,000

$4,000,000

$6,000,000

$8,000,000

$10,000,000

$12,000,000

$14,000,000

$16,000,000

$18,000,000

Pipeline $750,000 $6,690,000 $15,675,000 $106,750 $600,000 $1,450,839

Forecast $0 $100,000 $9,355,000 $106,750 $600,000 $1,450,839

1-Sales Dev 2-New Lead 3-Pipeline 4-Upside 6-Committed 7-Closed

Q3 Results According to EBiz:

Over $7 M in New Oppty Revenue identified as a result of Sales Leadership Series

Examples: Agilent IDT Conexant

Over $1.4M in Revenue Closed in Q3 Warner Bros. Home Video Bally’s Gaming Cisco

Q4 Analyst RelationsQ4 Analyst Relations

4 Gartner MQ briefings this quarter:1. CRM Sales Suites2. Direct Sales3. Incentive Compensation4. CRM Suites for Mid-size Business

Target publish date: 1Q 2003

Positive briefing with Joe Galvin Nov 20 Continued leadership in Direct Sales Significant progress in Incentive Compensation References and customer knowledge is KEY

Midmarket survey / refs due Nov 27

Inaugural A/R Newsletter features Sales Best Practice content Goal of newsletter: proactive updates, hot news Target audience of >250 analysts worldwide Target delivery Nov 22

EMEA Analyst Day Oct 29

Presentation Ken RudinJeff SummersSteve ApfelbergRich Reimer

Demo Jeff KreutzNatalie Poon

References Chris ParkinEileen DiehlChuck DunhamSteve PhilipsJohn JerrehianChristine Lee

Survey Jenae GrafStratton LloydDaniel ChangAldona Clottey

Content Erik LindquistChris HarrickJohn Garrish Paul StaelinMartin Debono

Thanks to the ENTIRE TEAM for a great collective effort!

What it’s all about: Industry LeadershipWhat it’s all about: Industry Leadership

Gartner Research: Managing Sales Opportunities:Second Half 2002 Magic Quadrant 15-Aug-2002

W. Close, B. Eisenfeld, J. Galvin, T. BergCompleteness of VisionCompleteness of Vision

PivotalPivotal

PeoplesoftPeoplesoft OracleOracle

SAPSAP

OnyxOnyxSalesLogixSalesLogix

FirepondFirepond

Amdocs/ClarifyAmdocs/Clarify

Abi

lity

to E

xecu

teA

bilit

y to

Exe

cute

SaratogaSaratoga

E.piphanyE.piphany

BaanBaan

JD EdwardsJD Edwards

Salesforce.comSalesforce.com

Gartner Review Criteria

Siebel Rating

Ease of use / Screen appeal Great

Core OMS Features Great

Integrated features for field and telesales beyond OMS

Many

Telesales / telemarketing features

Great

Mobile OMS sales features Great

Ability to produce positive OMS references

Great

Vertical OMS Solutions >20

Q4 Marketing Activities/Q1 PrioritiesQ4 Marketing Activities/Q1 Priorities

Q4 Activities:• 19 Sales Leadership Series Events• 5 Web Seminars featuring Sales Best Practices• 4 Recorded Product Demo’s• 3 Analyst Activities• 1 Trade Show• 1 User Week• 2 Best Practices Created

Q1 Priorities:• Content Creation: new Best Practices in Sales & IC• Content Delivery: new forms via new channels• Lead Generation: via Web Seminars, Field Events• Analyst Relations• Sales Summit – launch v7.5 IC to Sales Force• Finalize Occam positioning/messaging & launch

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