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Business Integration - BDR Prospecting Call Guide

Last Updated December 7th, 2006


“CAO Prospecting Model”

Business Process Management Prospecting Guide

I. Introduction

Why BPM?
LOB

Apps
IT

SOA
Conclusion

Why BEA?

II. Defining the Prospect – Whom to Call?


What Accounts?
Company Size and Affinity:
Larger company needs…
SMB needs….
Tell-tale horizontal signs
Tell-tale vertical signs
What Contacts inside the Companies?
General Pain Points

Get to specific pain points as soon as possible.

Customer service, etc.

Infrastructure Agility

Infrastructure Rationalization

Mergers and Acquisitions

New regulatory compliance

Inter-enterprise integration

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Business Integration - BDR Prospecting Call Guide
Last Updated December 7th, 2006
“CAO Prospecting Model”

Key benefits
What smells like a BPM deal

“bureaucracy”

Manual steps

When Business says “I can’t get IT to do…”

When IT says “Business is always asking us to do too much”


Sniffing for competitors

Most BPM deals are uncontested. Do not introduce competitors.

Listen for mentions of IBM, Adobe, PeopleSoft, Documentum, Filenet, Oracle, SAP – those will be the
most common.

If a niche competitor is present, type A opportunity


Directing the conversation on our core differentiators

SOA+BPM

Collaborative BPM

All-in-one

BPM is more than just product

Services

Training

Building on the Base – platform

III. Successful Prospecting: What and How to Ask?


Sample Voicemail/Email Elevator Pitch:
Qualifying Questions for live contact:
Initial Qualifying Questions:
Next level – Drilling down into use case business drivers:

Infrastructure Agility

Infrastructure Rationalization

Mergers and Acquisitions

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Business Integration - BDR Prospecting Call Guide
Last Updated December 7th, 2006
“CAO Prospecting Model”

New regulatory compliance

Inter-enterprise integration

IV. What to Offer?


High Interest:
Mild Interest:
Low interest

Successful Prospecting: What and How to Ask?

Where to Go for Help

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