David Harrington

Sales Development Rep

Mid-Market, Americas

Opportunity Generation Report:

Q3 2014

Access to Decision Makers

Simplified Buying Process

Growth = Need for Scalability

Mid-Market Overview: Opportunities

Mid-Market Overview: Challenges

Limited Resources

“Noise” in SalesForce

Lack of Education

Facility construction, operation and maintenance

Based out of Atlanta, GA, 850 Employees, $43 Million/year company

Been providing full range of facility services & solutions since 1948

100 Technicians, Core +

McKenney’s, Inc.- Overview

Contacts:

Jeff Birch, Operations Manager

Danny Woodham, VP of Field Operations

Mark Windom, VP and GM

Field Operations

Operations Manager

VP-Decision Maker

McKenney’s, Inc.- Getting In

VP of Field Operations Operations Manager VP & General Manager

• Efficiency in dispatch

& scheduling

• Easy-to-use systems

& interface

• Technician KPIs

• Systems integration

• Dashboards &

Reporting

• Providing world-class

service

• Contract

Management

• Leveraging SFDC

McKenney’s, Inc.- Role Motivations

Business Motivations

• Provide best-in-class service

• Eliminate multiple inefficient systems

• Improve Contract Management

• Dashboards & Reporting

ServiceMax ROI

• Improved customer service

• Single system of record for service

• Improved contract management

• Reporting to improve KPIs

Discovery

• Emphasize leveraging SFDC

• Focus on lack of reporting/visibility

• Efficiencies gained by eliminating multiple systems

• SMAX customer satisfaction case studies

McKenney’s, Inc.- ROI & Discovery

Probe until prospect needs = SMAX strengths

Validate business case w/ KPIs if possible

Align ROI w/ prospect’s values

Stalled in Stage 2, Demo went poorly

McKenney’s, Inc.- Takeaways

HVAC, Heating & Plumbing

Serving greater Atlanta area w/ 3 locations

Previous opportunity (2013)

100 Technicians, Core

Coolray- Overview

Contacts:

Ryan Hutchinson, IT Manager

Evan Ehlenbach, EVP of Operations

Hall Smith, COO

IT Manger

EVP of Operations

COO

Coolray- Getting In

IT Manager EVP of Operations COO

• Reliability of systems

• Mobility with iPhones

& potentially iPads

• Increase productivity

in the field (additional

calls)

• Eliminate Paper

Processes

• Improve overall level

of service & customer

experience

• Reporting on KPIs

Coolray- Role Motivations

Business Motivations

• Increase efficiency through elimination of paper processes

• Increase level and quality of service offered to customers

• Reporting on KPIs such as tech utilization

• Mobile capabilities

ServiceMax ROI

• Elimination of paper

• Visibility into service history for techs resulting in better service

• Dashboards and Reporting on utilization

• Device agnostic on mobile

Discovery

• Emphasize complete solution with reporting

• Focus on ROI from elimination of paper

• How do we engage higher level decision makers on a meaningful level?

Coolray- ROI & Discovery

Starting w/ IT not necessarily a bad thing

Play to our unique strengths (end-to-end, reporting)

Utilize Events

Stalled in Stage 2, no Demo as of this time

Coolray- Takeaways

Questions?