Drive Competitive Advantage 1. Select Layout next to New - - PowerPoint PPT Presentation

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Drive Competitive Advantage 1. Select Layout next to New - - PowerPoint PPT Presentation

May 21, 2023 40 likes •524 views

Guide (can be deleted) Table of contents Use Milestone colors Choose layout on new slide 1. Select an appropriate layout from the layouts gallery Use colors from top row (Click in bottom of the New Slide button) Automating Sales Processes To

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Guide (can be deleted)

Choose layout on new slide

  • 1. Select an appropriate layout

from the layouts gallery

(Click in bottom of the New Slide button)

Change layout of an existing slide

  • 1. Select Layout next to

New Slide-button or right click

  • utside slide
  • 2. Choose a suitable layout from

the drop-down menu Use Milestone colors Use colors from top row Do not use these colors Text color

Table of contents

Automating Sales Processes To Drive Competitive Advantage

Milestone Systems

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Today’s Agenda

  • Intro to Milestone usage of Visible Thread
  • How can Using VT be strategic to Milestone
  • What type of VT customers is Milestone’s?

Global Bid Desk Overview

  • Visible Thread & Qvidian Work Streams

Knowledge, Pay & Timing Matters

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  • Owned 100% by Canon
  • Stand-alone company in the

Canon Group

  • Solid financial backing
  • Dedication to technological

innovation

  • Shared vision for video surveillance
  • Ownership endorsed by Milestone

partners

Intro To Milestone’s VT Journey

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Getting Started

  • 2014 Proof of Concept
  • During APMP conference Chicago I

discovered the solution to my problems

  • 2015 Pilot
  • Milestone hired our first proposal

manager

  • Discover the science of VT
  • 2016 Regionalized
  • Developed an adoption plan
  • Three geo-based teams
  • 2017 Partner Enabled

Self-service Teaming Proposals Knowledge Management

Partner- Enable-2017

Three geo- based Teams Add Localization

Regionalize - 2016

Global Bid Desk Shipley Proposal Management

Pilot - 2015

Save Time in RFP response

POC - 2014

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Increase Win Rate Increase Profitability Increase Retention

Global Bid Desk Background

End User RFPs’ Milestone Partner Response

Very Detailed Limited Response Time Highly T echnical Biggest Projects Standardize Response Global T eam Of Specialists Ensure T echnical Compliance Create Winning Proposal Validated QA Pairs Lower Time Investment Reduce Delivery Risks Highest Quality Proposal

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Solution Business Development

Investing in Win Rate:

  • A. Governance is biggest ROI thru

pursuit decisions

  • B. Proposal Management and

development of the “win theme” in support of a pursuit decision

  • C. Key Account Management

contributes and supports the pursuit and capture activities

  • D. Program Management supports

the pursuit with a quality assurance technical solution

#A

W eekly meetings to review project pursuit business cases Bid decision gate discipline Win rate improvement

  • f 2x –3x

Governance

#B

Develop the Win Theme Create the Executive Summary Proposal development and compliance Win rate improvement

Proposal Management

#C

Capture Management Position Milestone to be the preferred solution Implement Price T

  • Win

Strategy Win rate improvement

Key Account Management

#D

Develop the winning solution Lower the delivery risks Provide Delivery support

Program Management

VisibieThread Provided Significant Capability

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Opportunity Supported Request For Proposal Proposal Development Worksheet Capture Plan Response Development Response Document Customer Presentation Demo To Win

85 80 65 45 15 6 120 186 2015 100 80 60 55 20 15 120 200 2016

Global Bid Desk Capability & Experience

4 4 4 4 4 2 4 10 2014

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The Science of VT is NLP

  • NLP is a range of computational

techniques for the automated analysis and representation of human language

  • Mainly unstructured
  • Produced for Human consumption
  • Not directly machine processable
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NLP 3 Main Paradigms

  • Syntactics Curve
  • Bag-of-Words
  • Specifies the way groups of words are

to be arranged

  • Semantics Curve
  • Bag-of-Concepts
  • Specifies what well-formed expressions

are supposed to mean

  • Pragmatics Curve
  • Bag-of-Naratives
  • Specifies how contextual information

can be leveraged

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VT - Transactional to Strategic

Dictionaries Typical VT

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Milestone’s VT Usage Roadmap

  • Hypothesize
  • Will NLP and VT bring

Milestone value (Yes)

  • What type of value (Both)
  • Transactional or Strategic
  • Adoption Model
  • Deploy
  • Innovate
  • Propagate
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Guide (can be deleted)

Choose layout on new slide

  • 1. Select an appropriate layout

from the layouts gallery

(Click in bottom of the New Slide button)

Change layout of an existing slide

  • 1. Select Layout next to

New Slide-button or right click

  • utside slide
  • 2. Choose a suitable layout from

the drop-down menu Use Milestone colors Use colors from top row Do not use these colors Text color

Table of contents

How Can VT be strategic for Milestone Systems

The Open Platform Community

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Leading the market

Milestone Systems is a global leader within open platform video management software (VMS) for IP network-based video surveillance

No.1 VMS Manufacturer Worldwide

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2010-2015 Video Mgmt. Software (VMS)

Definition Examples Compliance

IP video surveillance management software runs

  • n standard IT hardware and

records digital video streams directly from an IP-network

  • n to industry standard

storage devices. VMS sold by vendors that also sell their own branded video surveillance cameras. Examples include: Pelco, Bosch and Honeywell. VMS sold by vendors who do not offer their own brand of video surveillance cameras. Examples include: Milestone Systems, Genetec and Seetec Communications.

1. Runs on standard IT hardware 2. Records digital video streams directly from and IP-network 3. On to industry standard storage devices 4. Sold by vendors that also sell their own branded cameras 5. Sold by vendors who do not

  • ffer their own brand of

cameras

Solutions Provider

  • Pelco
  • Bosch
  • Honeywell

Non-Solutions Provider

  • Milestone Systems
  • Genetec
  • SeeTec Communications
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2016 Vid. Mgmt. SW of Windows Sys

Definition Examples Compliance

Any video management software which only manages Windows based operating system hardware devices. The VMS must be sold as a licensed software and manage any type

  • f video surveillance camera or
  • encoder. The VMS must not be a

hardware device or included any hardware device revenue. Optionally the VMS of Windows systems may include the manufacturer’s other video management software components such as licensed software used for viewing, central management and third- party integrations. 1. Must be video management software which manages only Windows based operating system hardware devices 2. Must be sold as a licensed software 3. Must not be a hardware device 4. Must not include any hardware device or pro service revenue 5. Must manage any type of video surveillance camera 6. Optionally may include the manufacturer’s other video management software components such as, software used for viewing, central management software and third-party integrations

  • Milestone XProtect

Corporate

  • Genetec Security

Operations Center

  • Avigilon ACC Enterprise
  • ….
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Milestone in brief

Milestone Group Confidential

  • Founded in 1998
  • Standalone company in the

Canon Group

  • Global leader in open platform

video management software

  • Software sold through a

network of authorized and certified partners

  • Offer customers a flexible,

scalable, future-proof video management solution

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Milestone & Canon

  • Owned 100% by Canon
  • Stand-alone company in the

Canon Group

  • Solid financial backing
  • Dedicated to technological innovation
  • Shared vision for video surveillance
  • Ownership endorsed by Milestone partners
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At a glance

+130

countries

+600

employees

+1,200

solution partners

+5,000

camera drivers

+8,000

integration partners

+150,000

customer solutions

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Global footprint

Milestone Group Confidential Germany France UK & Ireland

Milestone Systems Denmark, Corporate HQ

Italia S.r.l. Spain S.L.

Milestone Systems Bulgaria, Global Development Center Milestone Systems Singapore, APAC HQ Milestone Systems Silicon Valley, California, Global Incubation Center Milestone Systems Portland, North Americas HQ

Brasil Lebanon Mexico China Russia Korea Japan South Africa India Saudi Arabia Australia UAE

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150,000+ customer installations

Education Healthcare Hospitality

Plemmirio Marine Reserve

  • Sicily

City Surveillance/ Government

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Continuous growth

Milestone Group Confidential

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  • Owned 100% by Canon
  • Stand-alone company in the

Canon Group

  • Solid financial backing
  • Dedication to technological

innovation

  • Shared vision for video surveillance
  • Ownership endorsed by Milestone

partners

Product Marketing

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  • Connect all security into one system
  • Always know what’s happening
  • Efficient visual verification of incidents
  • Keep your business and employees

safe

  • Safeguard your building and assets
  • Document security breaches

WHY VIDEO SURVELLIANCE

VMS: Video Management Software

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  • Connect all security into one system
  • Always know what’s happening
  • Efficient visual verification of incidents
  • Keep your business and employees

safe

  • Safeguard your building and assets
  • Document security breaches

WHY VIDEO SURVELLIANCE

NVR: Network Video Recorder

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  • Owned 100% by Canon
  • Stand-alone company in the

Canon Group

  • Solid financial backing
  • Dedication to technological

innovation

  • Shared vision for video surveillance
  • Ownership endorsed by Milestone

partners

Global Bid Desk Overview

What type of VT customer is Milestone

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Bid Desk Support Agenda

Global Bid Desk Change The Rules Set the Agenda Lead our Industry

  • Background
  • Scope and

Depth

  • Capability and

Experience

  • Teaming
  • Opportunity

Assessment

  • Capture

Planning Alignment

  • Customer

Buying vs. Partner Selling

  • Customer

Intelligence

  • Document

Automation

  • Proposal

Examples

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Community Empowering Platform

Question / Answer Database

+6000 customers questions +7000 answers + 180 source document

Proposal Templates

  • Cover letters
  • Executive Summaries
  • Table of Contents
  • Compliance Matrixes
  • Pricing Sheets
  • Solution Diagrams

2016 Global Team

  • 4 Proposal Managers
  • 15 Key Account

Managers

  • 25 Solution Engineer

rotation support

  • 2 Program Managers
  • 4 Product Managers

Global Systems

  • Sales Force
  • Pardot
  • Dealmaker
  • VisibleThread
  • Qvidian
  • Office 365

Global Bid Desk Scope & Depth

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Bid Desk Support Agenda

Global Bid Desk Change The Rules Set the Agenda Lead our Industry

  • Background
  • Scope and

Depth

  • Capability and

Experience

  • Teaming
  • Opportunity

Assessment

  • Capture

Planning Alignment

  • Customer

Buying vs. Partner Selling

  • Customer

Intelligence

  • Document

Automation

  • Proposal

Examples

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Teaming Together

Key Account Managers Technical Program Managers Proposal Managers “ Righ t P roject s”

  • Customer focused

capture skills and strategy

  • Win Themes, and Price

To Win Strategies

  • Pursuit planning,

scheduling and managing

  • Solution engineering,

costing and ownership

  • Technical compliance

and referenceabilty

  • Past performance

analysis

  • Proposal planning,

development and delivery

  • Executive

summaries

  • Customer

presentation development Disti, Partner + CBM

  • Account ownership
  • Project registration
  • Source document
  • wnership
  • Delivery ownership
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Visible Thread Enables Winning Team Attributes

Attribute What Winners Look Like Leadership Builds a common vision with the internal capture team, customer, and teaming partners Facilitation Initiates and encourages collaborative team discussions Strategy Development Builds customer-focused strategies and tactics Motivation Creates a winning environment Data Analysis Turns data into useful intelligence Management Keeps the team focused on tasks, schedules, and standards Persuasion Convinces senior management to commit sufficient skills and resources Team Member Key Account Manager Proposal Coordination Business Development Executives Global Bid Desk Proposal Manager Sales Management

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+ 1000 channel customer potential Resources available to win Aligned with business plans +50% chance to win

Team Opportunity Assessment

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Preference Win Themes

Easy of Doing Business Total Cost of Ownership References Compliance Price

Procurement Win Themes

Relationships Solutions Services Past Performance Demo To Win

Capture Planning Alignment

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Bid Desk Support Agenda

Global Bid Desk Change The Rules Set the Agenda Lead our Industry

  • Background
  • Scope and

Depth

  • Capability and

Experience

  • Teaming
  • Opportunity

Assessment

  • Capture

Planning Alignment

  • Customer

Buying vs. Partner Selling

  • Customer

Intelligence

  • Document

Automation

  • Proposal

Examples

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Milestone is investing into supporting you early in the customer buying process

Early

Partner Selling

Compliance Matrix Proposal Response Midterm Deployment Late

Customer Buying

Relationship Unsolicited proposal Requirements Gathering A&E Design Program Proof of Concept Demo To Win

Bid Desk KAM / A&E Solution Desk

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Customer Intelligence

Key Word Analysis Compliance Matrix Table of Contents Theme Analysis Preference Analysis

With VisibleThread

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Bid Desk Support Agenda

Global Bid Desk Change The Rules Set the Agenda Lead our Industry

  • Background
  • Scope and

Depth

  • Capability and

Experience

  • Teaming
  • Opportunity

Assessment

  • Capture

Planning Alignment

  • Customer

Buying vs. Partner Selling

  • Customer

Intelligence

  • Document

Automation

  • Proposal

Examples

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  • Owned 100% by Canon
  • Stand-alone company in the

Canon Group

  • Solid financial backing
  • Dedication to technological

innovation

  • Shared vision for video surveillance
  • Ownership endorsed by Milestone

partners

VT & Qvidian

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Transactional VT Work Streams

  • Proposal Development Worksheet
  • Dictionaries (MBOK)
  • Discriminators
  • Win Themes
  • Pursuit Decisions
  • H.I.M Report (Hot Button’s, Issues

and Motivators

  • Familiarity
  • Compliance
  • Table of Contents

Discovery Analyze Compare Prioritize Execute

Milestone’s VisibleThread Usage

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Follows Customer Ordering All Documents are In Line Line Reference to Specifications Includes Exhibits Auto Updates

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Transactional VT Work Streams

  • Proposal Development
  • QA Database
  • Executive Summary
  • Discriminators
  • Win Themes
  • FABs – Feature,

Advantage, Benefit Statements

Milestone’s VisibleThread Usage

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VT & Qvidian Together

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RFP Response

Create Documents Answer RFP Questions Assign SME Jobs Submit Content Provide Feedback

Qvidian Proposal Automation

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Standardized Template Clean Design Partner Branding Document Controls Quality Assured

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Customer Name First Hot Buttons , Issues & Motivators Shipley Four Box Method Win Themes Alignment Using Customer Language

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Customer Language Section Title Customer Question Compliant Answer and Detailed Explanation Graphic Support Responsible Party

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Customer Design Detailed Descriptions Win Theme Alignment Partner Branded Cross Referenced

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My Milestone Login Project Registration Milestone Americas Bid Team Planning Call Automatic Project Discount Simple Registration Process

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  • Owned 100% by Canon
  • Stand-alone company in the

Canon Group

  • Solid financial backing
  • Dedication to technological

innovation

  • Shared vision for video surveillance
  • Ownership endorsed by Milestone

partners

Demo