[PPT] - 2O2O COMMUNICATION STRATEGY EXCHANGE Clients We Serve SALES PowerPoint Presentation

SLIDE 1

2O2O COMMUNICATION STRATEGY EXCHANGE

SLIDE 2

SLIDE 3

SALES COACHING & DIGITAL MARKETING Clients We Serve

SLIDE 4

YTD #’s Xerox Canada Agents

Portal Visits: 5,506 - 4,771 English / 735 French SET Logins: 714 Attack Pack Downloads: 533 English | 198 French 2019 Webcast Viewership: 216 Avg / Mo Archived Webcast Views: 290 Quiz Participation: 113 Avg / Mo Notes:

Late Start in April / No Communication
Less Field Support
Generic Agent & Partner Friendly Messaging
Partner Portal 44 hits since October launch

SLIDE 5

“…I have to say, since the beginning of Sell to Win and its partnership with Xerox, as well as watching every webcast over the years, this was the best webcast delivered to date. It was

real. Rick was hung up on while still talking. That happens to every rep regardless of

tenure…keep up with this form of delivery of content.” Bob Vickers (GLE) 06-Feb-13 RedX “I thought the webcast was great and funny…my big wow moment was, calling high up with such a laid-back approach…maybe I just need to relax more and not take life so damn seriously lol!” Laurie Jackel (GLE) 11-Jan-16 Document Xcellence “…I thought the webcast was awesome! Great idea!” Josh Foster (GLE) 31-Mar-16 AOS

Views Episode 1 244 Episode 2 65 Episode 3 43 Episode 4 36

“...keep doing more and more of these videos!” Ryan Maclean (17-Jun-19) hubTGI “...overall this live cold calling session is great! We should do more of these!” Sabine Jaafar (ASM) 14-Nov-16 XMA Documents INC “... great change up in sell to win video - please do more!” Greg Matsis (GLE) 18-Sep-17 AOS

SLIDE 6

ü Website ü Social Media ü LinkedIn ü Blogging ü Email Campaigns ü Paid Advertising ü Lead Gen

SLIDE 7

1. 15 Year Monthly Communication Culture

1st Tuesday of the month (200+ per mo)

2. 25,000+ SMB Customer Email Addresses

CASL compliant

3. Channel is inactive on LinkedIn

HUGE SMB communication opportunity

4. Low / No Competitive Intelligence

Canadian Competitors

5. Agents are not Digital Marketing like Competitors

Basic blocking and tackling

6. Lack of Canadian Case Studies

SMB / Proof Sources
1. Contests
2. Field Communication
3. Videos
4. Quarterly Kickoff Support
5. Elite Reps (30 – 60 months)
6. Sales Skills Training (Non - Xerox)

Questions

SET Renewal?
Portal?
DTP / Velocity?
MDF?

Identified

Opportunities

Insights &

Observations

SLIDE 8

First Name Agency Last Post # of Posts in November # of Authentic in November # of Authentic Posts YTD #of Posts YTD #of Connections Josh Foster AOS November 17th, 2019 2 1 - 1w ago 1 - 1w ago 6 500+ Greg Matsis AOS N/A N/A N/A N/A N/A 424 Adam Hart Segue Calgary 2yr N/A N/A N/A N/A 500+ Heather Berzins Segue Calgary 3w N/A N/A 1 21 476 Ian Armitage Segue Calgary 1w 1 N/A N/A 20 500+ Khalil Al-Wazir West X Business 2w 1 N/A N/A 1 500+ Chelsea Mosgrove HubTGI Central N/A N/A N/A N/A N/A 500+ Jack Powell HubTGI Central N/A N/A N/A N/A N/A 500+ Tony Xu HubTGI Central N/A N/A N/A N/A N/A 218 Dominick Deslandes XMA 1w 1 N/A N/A 12 385 Marc-Olivier Dussault GDX N/A N/A N/A N/A N/A 381 Bob Vickers Red X East 7mo N/A N/A N/A 3 154 Laurie Jackel Doc Xcellence N/A N/A N/A N/A N/A 14 Xavier Bluteau GDE N/A N/A N/A N/A N/A 20

Totals 5 1 1 63

GLE 2019 Sample Set

SLIDE 9

No website

SLIDE 17

Sales Contests

Goal Drive heightened focus on specific “sales activities” and/or “orders” to drive business results. Contest Strategy

1. Avoid Top performers winning every time. Need to include others.
2. Create Ongoing Excitement. Keep the reps engaged and contest top of mind.
3. Fully Manage Execution and Tracking. Simplify for Xerox and reps.
4. Include a Team Based Component. Get people to count on one another.
5. Create Multiple Paths to Win. Give everyone a chance to win.
6. Keep Results Visible. Fun, mobile and non-threatening.

SLIDE 18

Contest Management

Promotion
Registration
Contest Portal
Simple to Play
Restricted Access
Points Submission
Team Competitions
Leaderboard Reporting
Ongoing Promotion
Rep / Promo Videos
Finalist / Winner Announcement
Toll Free Support

http://www.selltowin.com/2018/webcast/summersizzler_demo/index.php

http://www.selltowin.com/2017/webcast/christmascomesearly_demo/index.php

SLIDE 19

Promotion
Launch Activity
Video or Webinar
Activity Tracker
Canadian Tool Kit
Daily Updates
Leaderboard
National
Regional
Agency
Rep

Sales Blitzes

SLIDE 20

Quarterly Executive Sales Workshops Ø Social DNA Coaching Quarterly Themes – ex. LinkedIn

Profile Enhancement
Network Expansion
Posting Content
Video Capture & Posting
Pro Tips

Live Advanced Sales Boot Camp

London Ontario or Regional
2 Day Premium Content
Competition
Case Study Focused
Video Capture & Coaching

Canadians in Cars – Quarterly Series

Feature Top Profile Salespeople
Recognition & Best Practice Sharing

Elite Agent Program 30 – 60-month Sales Reps (non ASM / Specialist)

SLIDE 21

Elite Agent Program

30 – 60-month Sales Reps (non ASM / Specialist)

$49/month per seat (Reg $199) Advanced MSP Training - Over 50 Courses!

Includes Weekly Pro Tip Videos! Selling MFP Security to Win

Top 10 Printer & MFP Vulnerabilities! COMING Q4 2019

SLIDE 22

1. Canadian Field Newsletters – Bal’s Bi-weekly Emails A. Manage

1. Agent Owner Version 2. Agent Rep Version

B. Canadian Market Insights

Industry News
Competitor Alerts
Marketplace Trends
Social Coaching

2. Canadian | App Case Studies - Xerox SMB Content

1. Brochure 2. Video 3. Coaching Guide

3. Quarterly Kickoff Calls

1. Promote, Create ENERGY 2. Optional Hosting or “How to Sell It” Segments

4. App Customer Videos

1. Problem, App Solution, Business Outcome 2. Workflow Improvement Stories to Position Apps

5. Canadian IT Partner Kit
Coaching Guide
Brochure
Benefit of Partnering Video
6. Monthly Webcasts
TOP 9 Selling Skills (Replay Selling B2B)
3 Quarterly – Canadians in Cars (In Field Capture)
7. Monthly Email Communications
Use 25,000 SMB End User Email Contacts
How can we leverage this?

Channel Communication Support

CONTENT

SLIDE 23

Canadian Agency Recruiting Kit

100% Branded Assets

Brochure (2 Sided)
Video of day in the life (60 Sec)
Presentation (8 - 10 Slides)
3 Social Media Posts

SLIDE 24

“Go find prospects and sell something.”

SLIDE 25

SLIDE 26

SLIDE 27

SMB New Logo Partner Marketing Bundle

Goal – Lead Gen – SMB / NEW LOGO Monthly Activities Value Pack Power Pack

Email Campaigns 1 2 Social Media Posts 8 12 – “5 STAR” Custom Blogs 1 2 Lead Generation Game(s) 1 2 LinkedIn Profile Template (Agency Logo) Included Included Monthly KPI Report Yes Yes 30-60-90 Day Calendar Yes Yes Toll Free Support Yes Yes Service Fee $1500 $4000 Xerox Contribution 67% 50% Discounted Partner Fee $495* $1995*

Signing Bonus

1 Month Payment Credit Voucher to selltowin eCademy

*Add 10% After Dec 30th, 2019

SLIDE 28