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WCBF Presentation: Developing a 360 Degree Sales Force

WCBF Presentation: Developing a 360 Degree Sales Force

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Published by tiran
In the first quarter of 2007, NBC Universal’s Strategic Initiatives & Analysis (SIA) in conjunction with Ad Sales Commercial Excellence Team launched a major transformation initiative to streamline sales processes across eight cable, TV and digital properties. Recognizing new market needs, NBCU’s new strategy and resulting capabilities created a strong platform for growth and a shared vision across a traditionally silo organization. In this sales operations case study we will explore the cultural challenges facing SIA and the use of simple yet powerful process improvement tools and methods to drive ground-breaking change. Furthermore, we will share some of the strategic changes that NBCU is making to transform its advertising sales models to create new value for its customers and the required cultural, organizational, and process changes that are underway to unlock future commercial opportunities.
In the first quarter of 2007, NBC Universal’s Strategic Initiatives & Analysis (SIA) in conjunction with Ad Sales Commercial Excellence Team launched a major transformation initiative to streamline sales processes across eight cable, TV and digital properties. Recognizing new market needs, NBCU’s new strategy and resulting capabilities created a strong platform for growth and a shared vision across a traditionally silo organization. In this sales operations case study we will explore the cultural challenges facing SIA and the use of simple yet powerful process improvement tools and methods to drive ground-breaking change. Furthermore, we will share some of the strategic changes that NBCU is making to transform its advertising sales models to create new value for its customers and the required cultural, organizational, and process changes that are underway to unlock future commercial opportunities.

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Published by: tiran on Oct 29, 2008
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06/16/2009

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Developing a 360
o
Sales ForceDeveloping a 360
o
Sales Force
John Sabino, SVP -Ad SalesTiran Dagan, Director –Strategic Initiatives & Analysis
 
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 About The Presenters
Tiran Dagan
Director/Engagement Leader
Strategic Initiatives & Analysis
Responsible for executing thedeployment of processimprovement efforts and digitalstrategies across Media Works,News & Studio Operationsbusiness units.
Six Sigma Master Black Belt & Certified Agile PM Scrum Master
Prior roles in strategy,operations & technology infinancial services & healthcare
MBA from Tel-Aviv University,B.Sc. In Artificial Intelligence & Mathematics from SUNY 
John Sabino
Senior Vice President
Commercial Excellence & Operations
Responsible for simplifying salesand operational processesacross all distribution platformsand for the creation & deployment of enterprise salesinitiatives across NBCU Ad Sales.
Prior roles at GE Energysupporting corporate initiatives,marketing, and sales.
MBA from the Marshall School of Business at USC, B.Sc. fromWest Point Military Academy.
Junior Officer LeadershipProgram after serving five yearsin the U.S. Army as an ArmorOfficer.
 
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Joint Venture -GE (80%)/Vivendi (20%) Ad Revenue $6b (2007)Over 15 cable & TV propertiesStrong digital presence (iVillage,NBC.com, MSNBC.com, CNBC.com, Hulu)Siloedactivities & communicationchannels
 About NBC Universal (NBCU)

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