Connected Digital Ops NBM Management Training Presentation.PPTX

Digital Ops

1. ConnectedDigitalOps Mid-Year Training Jeff Jeffress October 2023

2. Agenda © Copyright 2023 BMC Software, Inc. Tuesday Content Overview Coaching Rubric Evaluation Mechanics Key Dates Why Supporting and Coaching Your Team

3. Why?

4. Why are we doing this effort? © Copyright 2023 BMC Software, Inc. Sales Built This new executive first is built by salespeople based on the connected digital ops messaging to help improve our new business meeting success. Leverage This new material gives you the opportunity not only to reinforce the Connected DigitalOps m essage but get familiar with new branding. Practice Our sellers need space to practice a new approach to the new business meeting and fine tune skills like creating and delivering a value pyramid. Coaching This program will give each leader an opportunity to assess and coach their team mates on new business meeting build and delivery. Innovation We have over 1000 highly skilled sales professionals participating. This effort will allow us to identify and crowd source innovation that will improve us all.

5. Content Review

6. BMC Sales Process – Discover & Buy Executive View Gates Activities & Deliverables Discover & Buy NEEDS CHOICES RISK VALUE Buyer Focus Pipeline Generation Discovery (M, I, C) Scope (M, E, Dc, I, C) Validate Solution (M, E, Dc, Dp, I, C) Business Case (M, E, Dc, Dp , I, C) Negotiate ­­& Close Renew & Expand (Implement & Adopt) Sales Process Stages Go/No Go (M, E, Dc, Dp, I, C) Customer Phase Define Problem and Desired Outcome & Research Possible Solutions Define Use Cases and determine requirements Create a Business Case Evaluate Options & Secure Funding Select Solution & Confirm Business Case Negotiate & Sign Contract Implement & Realize Value Buying Process New Business Meeting (NBM) scheduled Potential Champion confirms pain/ project & agrees to next action Meet EB to get sponsorship & success criteria for Collaborative Value Review Echo back presentation scheduled with EB to review CVR outcome EB confirms business case, budget timeframe & Validation Event criteria Gain agreement that Validation Event criteria was met & move forward Gain acceptance of final Business Case from EB Paperwork signed Handoff to Consulting, CVR, Advantage ​ Gates (Qualification) Buying Perspective Sales Process Conduct Account Research Conduct Account Planning and PG Create Executive First/Value Pyramid Conduct Pipeline Generation Plan and activities (PG) Execute NBM Validate pain/project & Implications (business, technical, personal) Identify Power base and potential champions Conduct Solution Demo & confirm it meets needs Meet EB & gain sponsorship for Collaborative Value Review (CVR) Conduct CVR  Build Preliminary Business Case (PBC) Review CVR findings Confirm Business Case, Decision Criteria, Decision Process, & Validation Event criteria with EB (sales leader participation) Conduct Validation Event & gain agreement to success Confirm competitive differentiators Begin to scope Implementation & Education services Identify measures of success (Value Realization) Gain agreement to final Business Case Finalize Implementation & Education Plan Engage Procurement (BMC & Customer) Build Negotiation & Close Plan Agree on a value-based negotiation (Meeting 1) and validate customer interests Negotiate & finalize agreement & pricing Establish handoff from Sales to introduce Consulting / CVR/Advantage Confirm benefits to be tracked and owners​ Establish regular cadence with customer at various levels including EB  ​ Primary Activities Primary Deliverables Strategic Account Action Plan Rapid Account Action Plan for Enterprise Pipeline Generation Plan Executive First & Value Framework Value Pyramid BMC Perspective, especially for Strategic Accounts Why Buy Doc (customer-facing) Solution Demos Collaborative Value Review Preliminary Business Case Echo back presentation Validation Event criteria Validation Event scoping documentation Validation Event results ( POV, reference call, deep dive, etc.) Business Case Final Implementation & Education Plan Draft contracts (licenses & services) Commercial proposal (Services & Education included) Sales-to-Delivery Transition Meeting (STDM) Governance Plan (GP) Value Realization Plan​ © Copyright 2023 BMC Software, Inc.

7. Typical Customer Process Here is how we would partner together to validate the benefit of our BMC solutions into your existing business model to achieve your desired outcome. © Copyright 2023 BMC Software, Inc. Executive Alignment Ensuring agreement and cohesion among top-level leaders for effective implementation. Solution Demo Showcase the features and capabilities of our solution to stakeholders. Business Case Collaborate to gather insights and build a compelling rationale for the proposed project or initiative. Proof Of Value Demonstrate tangible benefits and positive outcomes of the implementation and potential return on investment. Commercial Proposal Outline the solution offering, including pricing, terms, and benefits, to secure a partnership.

8. Start with Executive Alignment What do we need to gain alignment? How do we follow up? How do we gain commitment? © Copyright 2023 BMC Software, Inc. METRIC IDENTIFIED PAIN CHAMPION EXECUTIVE ALIGNMENT Ensuring agreement and cohesion among top-level leaders for effective implementation. STAKEHOLDER SPONSORSHIP DEFINE DEMO USE CASES VALIDATION (Necessary but not sufficient)

9. How: New Business Meeting Before Prepare, prepare, prepare Plan the meeting Engaging help from your Value Engineer During Frame the meeting Be a consultant and deliver value Use the Executive First Presentation to Drive a successful meeting After Leave something behind – The “BMC Perspective” © Copyright 2023 BMC Software, Inc.

10. Call Planning BACK TO BASICS

11. Reading Material 11 © Copyright 2023 BMC Software, Inc.

12. The Meeting Plan 12 END IN MIND (EIM) What do we want the client to say, do, decide at the end of the meeting? How will we gain agreement to the EIM before or at the beginning of the meeting? KEY BELIEFS What will the client likely need to believe, intellectually and emotionally, to comfortable decide on the EIM? PROOF/ACTION What proof or proposed action will we provide to address the key beliefs? QUESTIONS What would we most like to know from the client? How will we ask? What questions is the client likely to ask? How will we respond? YELLOW LIGHTS What reasons might the client have for not deciding or deciding not in our favor (stalls, doubts, concerns, objections)? How will we address them? NEXT STEPS What next steps, if any, should we be prepared to offer? AGENDA What is a concise agenda that integrates all of the above? How can we best gain agreement to the agenda? © Copyright 2023 BMC Software, Inc.

13. Commitments Pipeline Scope M-E-Dc-I-C ACTIVITY COMMITMENTS Discover M-I-C Go/No Go M-E-Dc-I-C Validation M-E-Dc-Dp -I-C Business Case M-E-Dc- Dp -I-C Close M-E-Dc- Dp -I-C Validate Value 3 Whys Validation Align on Validation Validate Echo Back Agree to Close Plan Create Proposal Principled Negotiation Account Planning Whitespace Analysis Value Pyramid Pipeline Reconciliation Discovery Meetings New Business Meeting Call Planning Pain Points References Champion Identified 3 Whys Draft Solution Demo Test Champion EB Collaboration Value Artifacts 3 Whys Commitment TIME EXPLORE CHANGE COLLABORATE & BUILD CONSENSUS INVEST REVIEW & RESOLVE DECISION TRADING VALUE Go/No Go

14. Supporting & Coaching

15. Our Asks © Copyright 2023 BMC Software, Inc. Lead from the front Check in on 1:1s Take the opportunity to coach Look for innovation Make sure your team joins Discuss the assignment and dates in team meetings Make it a team sport

16. Rubric

17. Why are we doing this effort? © Copyright 2023 BMC Software, Inc. Sales Built This new executive first is built by salespeople based on the connected digital ops messaging to help improve our new business meeting success. Leverage This new material gives you the opportunity not only to reinforce the Connected DigitalOps m essage but get familiar with new branding. Practice Our sellers need space to practice a new approach to the new business meeting and fine tune skills like creating and delivering a value pyramid. Coaching This program will give each leader an opportunity to assess and coach their team mates on new business meeting build and delivery. Innovation We have over 1000 highly skilled sales professionals participating. This effort will allow us to identify and crowd source innovation that will improve us all. Base Baseline

18. Rubric © Copyright 2023 BMC Software, Inc. Objective Frame the meeting Customer Centric Intros Articulate the End in Mind Situation Industry Understanding Value Pyramid Articulate the Business Challenges Connect Corporate Drivers to a problem BMC can solve Capabilities Capabilities that can achieve customer value Highlight differentiated capabilities BMC Articulate BMC’s journey Position BMC’s experience as a holistic differentiator Approach Illustrate how BMC can help the customer become an ADE Explain how ADE can help drive agility and be a competitive advantage

19. Rubric © Copyright 2023 BMC Software, Inc. Use Case Describe the use cases that can enable ConnectedDigital Ops Discuss the Use Case(s) applicable to solving the customers problem with metrics Proof Point Share a proof point relevant to the customer. Next Steps Ask for a commitment from the customer Designate next steps including a timeline and concrete actions

20. Mechanics for Everybody

21. Post-training Email © Copyright 2023 BMC Software, Inc.

22. Sales Edge Training Program Page © Copyright 2023 BMC Software, Inc.

23. Training Curriculum © Copyright 2023 BMC Software, Inc.

24. Video Submission Acknowledgement © Copyright 2023 BMC Software, Inc.

25. Mechanics for Managers

26. What happens next? © Copyright 2023 BMC Software, Inc.

27. Sales Edge – Training Page and Management Corner © Copyright 2023 BMC Software, Inc.

28. Video Submission © Copyright 2023 BMC Software, Inc.

29. Individual Videos & Evaluations © Copyright 2023 BMC Software, Inc.

30. Dates

31. Mid-Year Enablement Dates © Copyright 2023 BMC Software, Inc. October 31 – All Sales attends the New Business Meeting Excellence Training October 31 – Video submissions begin November 10 – All Video submissions due December 1 – All Manager evaluations due

32. 32 Thank You!