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Opnext The 10 Reasons

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David Jarvi

The document lists 10 reasons for a company to meet with an CRM software provider: 1) To get the best value for their CRM needs at a low cost per user. 2) To help sales teams negotiate better deals with strategic selling tools. 3) To improve margins by giving negotiation teams better access to deal information. 4) To empower distributors to increase customer base and lower costs. 5) To have a platform for integrating acquired companies into sales and marketing teams. 6) To differentiate with better customer service and self-service options. 7) To increase productivity of direct and indirect sales forces. 8) To improve collaboration between teams at different stages of deals. 9) To gain efficiencies in lead management and quoting processes

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The top 10 Reasons we think there is a reason to meet
#10 Stay Competitive Have they discovered something you could be doing? Other customers Xilinx, Immersion, Equinix, ArcSight, Silicon Graphics, iCiX, Fairchild Imaging, Cortina Systems, Atheros, SiRF, Rackable Systems
#9 More efficiency From Opnext Interviews Leads often dont get to sales reps as fast as they could from trade shows, etc.. Reporting process is complicated & isnt always accurate Quoting process can take a long time What is the cost of acquiring a lead? Can you Front End systems be communicating better with your back end systesms? How long does it take a sales rep to create a quote? If you make it easier for your sales reps to sell, will it make it easier for your customers to buy? What would be the impact of this? Would great efficiency save you 1 salary a year?
#8 Increased Collaboration From OpNext 09 report The Support provided by our field application engineers is critical in the product qualification stage. What if all the key players could be synchronized at the qualification stage of the deal? Are Product Marketing Teams gaining insights from internal systems currently? Currencies & Languages for Worldwide sales teams
#7 Increase Productivity Opnext 09 Annual Report direct sales force is supported by a network of manufacturer reps How are you helping manufacturer reps sell your products? Could this be one of the easiest ways to increase revenue? Can Historical Based Trending (quarter over quarter, year over year allow you to better understand the nuances of business.
#6 Differentiate with cust service Highly Competitive Market to larger companies Can OpNext differentiate itself from competitors by offering better customer service? Can OpNext decrease costs by offering self-service options to customer (knowledge base, email, web)?
#5 A platform for Acquisitions From OpNext 09 Annual Report We have acquired and integrated three businesses. Most recent.. Stratalight If we fail to manager our future growth effectively, in particular during periods of industry uncertainty, our business could suffer Can the sales & marketing teams be easily integrated/onboarded into OPNext?
#4 Empower Distributors Increase customer base from 482 companies & decrease dependence on huge customers Can you keep costs low by using distributors more in the sales process? How can you hold them accountable? How to send them leads?
#3 Get the best margins 2009 Annual Report ~50% of OpNexts Revenue comes from ~2 customers/quarter. We have experienced decreasing price trends What does 1% discount mean on a deal? Can your negotiation teams benefit from information at their fingertips?
#2 Strategic Selling Most of OpNext revenue comes from selling big deals to big companies Can your executive team get alerts/RSS updates on big deals? Is your sales team using Linkedin in the selling process? What if one of your top sales reps left Oplink? Would they take all the information as well?
#1 The Best Value Period. Can any other Software vendor offer a complete Enterprise grade stack (database, hosting, functionality) $70! Per user (Yearly cost @ 100 users = .001% of 2009 Selling, General & Adminstrative Expense)
Contact information David Jarvi, CRMOnDemand Applications 650-633-9574 (direct) [email_address]

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Opnext The 10 Reasons

  • 1. The top 10 Reasons we think there is a reason to meet
  • 2. #10 Stay Competitive Have they discovered something you could be doing? Other customers Xilinx, Immersion, Equinix, ArcSight, Silicon Graphics, iCiX, Fairchild Imaging, Cortina Systems, Atheros, SiRF, Rackable Systems
  • 3. #9 More efficiency From Opnext Interviews Leads often dont get to sales reps as fast as they could from trade shows, etc.. Reporting process is complicated & isnt always accurate Quoting process can take a long time What is the cost of acquiring a lead? Can you Front End systems be communicating better with your back end systesms? How long does it take a sales rep to create a quote? If you make it easier for your sales reps to sell, will it make it easier for your customers to buy? What would be the impact of this? Would great efficiency save you 1 salary a year?
  • 4. #8 Increased Collaboration From OpNext 09 report The Support provided by our field application engineers is critical in the product qualification stage. What if all the key players could be synchronized at the qualification stage of the deal? Are Product Marketing Teams gaining insights from internal systems currently? Currencies & Languages for Worldwide sales teams
  • 5. #7 Increase Productivity Opnext 09 Annual Report direct sales force is supported by a network of manufacturer reps How are you helping manufacturer reps sell your products? Could this be one of the easiest ways to increase revenue? Can Historical Based Trending (quarter over quarter, year over year allow you to better understand the nuances of business.
  • 6. #6 Differentiate with cust service Highly Competitive Market to larger companies Can OpNext differentiate itself from competitors by offering better customer service? Can OpNext decrease costs by offering self-service options to customer (knowledge base, email, web)?
  • 7. #5 A platform for Acquisitions From OpNext 09 Annual Report We have acquired and integrated three businesses. Most recent.. Stratalight If we fail to manager our future growth effectively, in particular during periods of industry uncertainty, our business could suffer Can the sales & marketing teams be easily integrated/onboarded into OPNext?
  • 8. #4 Empower Distributors Increase customer base from 482 companies & decrease dependence on huge customers Can you keep costs low by using distributors more in the sales process? How can you hold them accountable? How to send them leads?
  • 9. #3 Get the best margins 2009 Annual Report ~50% of OpNexts Revenue comes from ~2 customers/quarter. We have experienced decreasing price trends What does 1% discount mean on a deal? Can your negotiation teams benefit from information at their fingertips?
  • 10. #2 Strategic Selling Most of OpNext revenue comes from selling big deals to big companies Can your executive team get alerts/RSS updates on big deals? Is your sales team using Linkedin in the selling process? What if one of your top sales reps left Oplink? Would they take all the information as well?
  • 11. #1 The Best Value Period. Can any other Software vendor offer a complete Enterprise grade stack (database, hosting, functionality) $70! Per user (Yearly cost @ 100 users = .001% of 2009 Selling, General & Adminstrative Expense)
  • 12. Contact information David Jarvi, CRMOnDemand Applications 650-633-9574 (direct) [email_address]