Reducing Sales Cycle Time Improving Time to Booking EDAC Panel Presentation Ray Salemi Mentor Graphics.

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Presentation transcript:

Reducing Sales Cycle Time Improving Time to Booking EDAC Panel Presentation Ray Salemi Mentor Graphics

Copyright © , Mentor Graphics.Initials, Presentation Subject, Date Company Confidential 2 Mentor Graphics HDL Channel n Focused on FPGA HDL Products n High Transaction Rate n Low Selling Price n Hundreds of deals per quarter

Copyright © , Mentor Graphics.Initials, Presentation Subject, Date Company Confidential 3 Geographically Dispersed Customers n Team Covers North America n Dispersed other than San Jose or New England n Challenge to reach customer quickly

Copyright © , Mentor Graphics.Initials, Presentation Subject, Date Company Confidential 4 Current Cycle ProspectingLine up DemosAE Drop!

Copyright © , Mentor Graphics.Initials, Presentation Subject, Date Company Confidential 5 Toolwire Cycle ProspectingSame Day DemoLine up AE

Copyright © , Mentor Graphics.Initials, Presentation Subject, Date Company Confidential 6 Toolwire vs. Collaboration Tools n AEs need high performance computers n Travel means assets sit on desk n Toolwire provides access to sharable GHz/GByte machines — Stored in Cyber Space

Copyright © , Mentor Graphics.Initials, Presentation Subject, Date Company Confidential 7 Summary n Toolwire shortens deal time n Toolwire provides sharable computing resources n Expect cost of Toolwire to be made up with one extra deal in 2002