Multi Tech

Trianz eCommunity High Tech Perspective

Trianz eCommunity High Tech Perspective

In spring 2008, Trianz will be launching an eCommunity focused on sharing high tech perspectives around three focus areas: sales and channels operations, finance operations, and service business management.

The goal of this community is to foster the creation and consumption of thought-provoking information that is germane to executives leading organizations across these functions.

These high tech perspectives will be generated by a professional community comprised of executives from Trianz, leading high tech companies, and a network of industry experts. There will be a quarterly update cycle with for the three key focus areas, providing four updates per area throughout the year. The perspectives will be delivered via an interactive web-based platform to facilitate collaboration and mindshare. Due to the rapidly changing nature of the high tech industry, companies must proactively reinvent themselves to stay relevant and competitive. This requires formulating and executing strategies that account for key consrations such as industry trends, competitor dynamics, and evolving customer needs. As many high tech companies go through their short and long term strategic planning cycles, they leverage industry perspectives from the likes of Gartner, McKinsey, and IDC to help them drive their strategic go-to-market focus and supporting investments. These industry-level perspectives provide foundational and macro views around emerging technologies such as VOIP, IPTV, SaaS, Web 2.0, Mobility, and Virtualization, which can disrupt a given industry segment’s structure. Since its inception in 2001 as a management consulting and IT services firm, Trianz has been helping companies in the high tech industry operationalize their business strategies through an a results-oriented execution framework that is anchored in developing a deep understanding of each client's business operations. Realizing the goals outlined within a strategic plan requires more than a foundational understanding of industry trends, it also requires a deep understanding operational considerations that enable successful execution of strategic initiatives.

Trianz has developed operational business perspectives within the high tech industry that span multiple functions. The functions where we have developed the greatest depth are sales and channel operations, finance operations, and service business management. Within these functions Trianz has addressed critical issues of revenue recognition of multi-element deals, service contract co-termination and invoicing of large multi-year contracts, coverage models that include direct, overlay and channels-based sales force, channel/self-service capabilities for quoting, pricing and configuration, distribution B2B support for POS data capture, inventory reconciliation and reporting, self-service renewals models and complex sales compensation rollouts for large multi-year deals. Here are some illustrative highlights of the Trianz high tech experience in each of the respective areas.

Sales and Channels Operations: Trianz has helped clients successfully transform from a product to a solutions-oriented sales support model to enable go-to-market strategies.

• Territory Planning and Customer Data Management: Territory, hierarchy, account, sales rep assignment
• Channels Enablement: POS, B2B, channels program rollout
• Sales Support and Automation: Sales collaboration, quoting, ordering, configuration, N/S support, SE support
• Sales and Marketing Alignment: Lead-to-opportunity routing, campaign-to-order
• Sales Credit Assignment and Claiming: Sales credit splits, claims, exception handling
• Pricing and Discounting Administration: Discounts and back-end rebates, claims, incentive programs

Finance Operations: Trianz has helped clients optimize finance organizational structures, policies, and processes to drive profitable growth and disciplined decision making in tighter partnership with the sales organization.

• Finance Transformation: Enabling the Finance organization to become a critical business partner rather than a backend reporting/controls-based organization
• Non-Standard Deals Management: Futures, volumes, contingencies, milestones, rebates, deferred deals
• Solutions Selling: Revenue recognition on multi-element deals (H/W, S/W, Service, Channel POS)
• Outsourcing: Context areas like data collection and data management, reporting, exception handling, manual sales credits/commissions processing

Service Business Management: Trianz has enabled clients to leverage their services as a strategic go to market differentiator, improving service attach rates to drive higher sales growth rates and overall customer satisfaction.

• Service Introduction/NPI and EOL: Break-fix as well planning and design services
• Service Sales: New, renewals and installed base management
• Service Delivery: Entitlement, case management, RMA/sparing
• Service Program Management for Partners: Service program eligibility and performance metrics tracking

Sign up today to become a part of the high tech perspectivee Community and receive our upcoming spring 2008 launch edition!

About the Author

Author: Sanjay D. Shitole,
Vice President,
High Tech Vertical-Trianz

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