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Vertical Market Sales Playbook for Enterprise Portal Company

Vertical Market High Technology
Target Audience Internal Sales Force
Client Challenge · Training the sales force on its new Enterprise portal product

· Articulate the business reasons for implementing an enterprise portal product in its major vertical markets.

· Educate the sales force on the vertical markets it sells to

· Validate customer need for an Enterprise Portal solution.
Solution Created a set of sales force education material called "playbooks" that reviews the concepts of an Enterprise Portal to its core vertical markets (e.g., Financial Services, Healthcare, Manufacturing, Telecommunications and Government).
Tactical Deployment

· Explain the basic product features and key messages

· Educate sales force on particular industry market drivers, industry segments needs for an Enterprise Portal.

· Utilize a solution selling methodology based on scenarios and market drivers for the identified vertical markets

· Create a detailed opportunity analysis for each industry's market segments.
Key Deliverables · Sales Playbook - Selling Enterprise Portals to Financial Services

· Sales Playbook - Selling Enterprise Portals to Telecom

· Sales Playbook - Selling Enterprise Portals to Healthcare

· Sales Playbook - Selling Enterprise Portals to Government

· Sales Playbook - Selling Enterprise Portals to Manufacturing
Results Customer now possesses capability to train new and existing sales force on how to position the Enterprise Portal product to its core vertical markets.

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