First 100-Day Game Plan

19 Oct 2015

Confidential!
Game Plan Outline
 First 100-Day Objectives
 Learning
 Initial Account Plan
 Prospect Visits
 Pipeline Generation
 Paving way to success
 More to contribute
100-Day Objectives
 Orientation - key sales, presales and support
staff
 Learn target addressable market, sweet spots
and prospects as currently positioned
 Learn what not to do! Don’t waste valuable time
and energy!
 Learn sales process and policy
 Qualify and shortlist 3 major potential
accounts /partners. Stay focus!!
 Get in front of prospects/customers
 Paving way to closing deals!
Learning
 Learn product/solution and service portfolio
 Understand value propositions, sweet spots, success
stories and don’t forget to manage or eliminate the
weaknesses in the equation!
 Competitive Analysis
 Understand forecast methodology, pricing policy and
structure as well as delivery policy and capability
 Understand the support structure and capability
 Develop sales pitch specific to major potential
accounts/partners
 Utilization of all marketing and presentation
materials, white papers and etc
Initial Account Plan
 Qualify the addressable market, sweet spots and real prospects
 Evaluate and identify 3 major accounts/partners
 Company “T”
 CE2.0 RFP (kill the idea of MPLS-TP Interworking)
 Y.1731 activation End-to-End and introduction of SLA Portal
 Replacing redundant leg of existing Packet Subsystem (alien wavelength is
supported) in order to provide non-service affecting software upgrade for packet
traffic, i.e. upgrading one vendor equipment at a time
 Company “G”
 DCI, End-to-End Service Management with SLA Portal and etc
 Long selling cycle due to the current Galactus ON and Data RFP
 Huawei, ALU, Coriant (ON only) and ECI/Juniper (Data only) have been shortlisted
and are currently doing POC
 Greater China:
 PCCW (expansion opportunity), STEC (Utility & Oil and China Unicom), Digital China??
(DCI), Unihub?? (DCI) and etc
 Thailand:
 Inet: 2 existing Data Centers in Bangkok. Upgrade opportunity from existing Cisco
Router over Dark Fiber to Intelligent Cloud Connect Solution
 Understand the “pain points” of customers and identify solutions /
workarounds to resolve their issues or minimize the impacts
 Utilize existing contacts, inside personnel and company lead system
Prospect/Customer Visits
 Get in front of prospects ASAP
 Understand a prospect’s business, who
makes the decisions and what are the “pain
points”?
 Expand on relationships/contacts
 Educate prospect – make thing simple!
 Use of available reference accounts
 Focus on solutions and customer satisfaction
 Listen to the voice of customers/partners
 Understand the gaps from
 PCCW (Strong in DCI but weak in Tier 1 market)
 STEC
 Test water with customers in Malaysia
Requirements of Company “A” as an
example
 DCI transport should be router/switch alike, high
capacity, cost effective and P2P is good enough
 Normally the traffic per single data center is
1.6Tbit/s but fiber cabling at site is a big pain point
 Cisco, Huawei, and Infinera have already been
approaching them for blade DWDM talks
 Planning for blade DWDM POC in Q4 2015 - allow to
be performed in vendors’ lab in China
 High volume of 100G port requirements due to
10G/25G server wide deployment plan
 Cisco advocated the lowest power consumption per
100G
Pipeline Generation
 Qualify each prospect early on
 Conduct opportunity assessments
 Align with the decision makers
 Plan next steps with decision makers’ input
and agreement
 Stay on top of all opportunities
 When exploring new markets and territories,
“Encircled the Cities from the Rural Areas”,
i.e. win the villages first and then cover the
cities!
Paving way to success
 Properly counter any objections and eliminate the
following requirements:
 OTN Switching: Overcome by smarter planning
 GMPLS Control Plane: GMPLS is too complex!
 ROADM of up to 4-Degree: Workaround? New product?
 Limited MPLS features: Enough to fulfill the needs of customers
 MPLS-TP: No advantage - similar price level as MPLS
 Fiber Channel Certifications?
 Sell Value and great support services
◦ Why OpenFlow/SDN can succeed where GMPLS fails?
◦ Why NFV?
◦ Why IP/MPLS over OTN Transport/Multiplexing is enough for
DCI market?
 Be confident, aggressive and persistent!
More

to contribute
Good track records in selling and managing services business
 Currently managing a very profitable service business of ~USD15M @>45% margin.
Product/Service mix is 67%/33%!
 Received Top Sales Performer Awards: Year 1995 and Year 2009
 Grew product and service annual revenues in China from ~USD2M to USD20M+
between 1999 and 2001
 Build highly efficient and cost-effective service model – Outsourcing and yet with Full
Control!
 Conclude the first Virtualization of Network Management System (NMS) professional
services deal to save 3rd party software and server cost for customer by using
customer’s own Cloud services in Malaysia in Q3 2015. A win-win deal!
 Conclude a Managed Services deal, including 3 rd Party Equipment like ECI and Huawei,
with Company “G” in Q3 2015 (2 years of long selling cycle!)
 Capacity Planning
 Service Provisioning
 24 x 7 NOC Manning with SLA based on ITIL (soft launching during the first 4 months for
SLA baseline measurements.
 About to conclude a multi-years ~USD4.5M service support deal, including ITIL
workshop, within Q4 2015
 ITIL Practitioner and Certified Trainer
 Up sell the concept of IT Service Management (Best Practice)
 SLA Management
 Incident Management
 Problem Management
 Sell end-to-end performance monitoring of customers’ networks with agreed SLA
based on ITIL Best Practice
THANK YOU!