1. War Room Sessions

3. Agenda:
2:00-2:10 Introductions and XYZ Overview
2:10-2:30 Current State – Veracode (Universe of Opportunity/SWOT)
2:30-2:50 FANS Exercise
2:50-3:00 Break
3:00-3:15 FANS (Continued)
3:15-3:30 New Path
3:30-3:45 SEAM Map
3:45-4PM Next Steps

4. Facilitator Experience
15 Years Sales Enablement with Iron Mountain and PSAV
5 Years Hunter selling into Qualcomm, Cyberlane, WebsideStory, Chamberlain, Sony, etc.
Conducted War Rooms for over 100 salespeople
Supported over 120 Hunters and Farmers throughout NA
Steve

5. End in Mind: Gain: XYZ, Win: ABC

6. What was the 1st Interaction. Why were they interested
What was the 1st Interaction? Why were they interested? When was your first meeting? What problem were they trying to solve? What was their number one objection?
TBD

8. Agenda Next Steps SEAM Exercise Future State: Alignment FANS Exercise
Account Overview
Current State: Brainstorm and Alignment
Competitor Analysis
FANS Exercise
Future State: Alignment
SEAM Exercise
Next Steps

9. War Room Team Executive Sponsor = John Doe 1 Observer: John Joe 2
Account Team: Jane Doe 1
Account Team: Jane Doe 2
Sales Operations: Jane Doe 3
Marketing: John Doe 3
ClientWon Facilitator
Steve Buergey

10. Share of Wallet?
Contract teams – expiration?
Current # of users
# Quotes or Proposals?
Last Contact and who?

11. Current State

12. Universe of Opportunity?

13. Universe of Opportunity?

14. To be Provided by LearnCore
Sales Team
XYZ
LearnCore’s
Competitive Analysis

15. Penetrating Corporate Family?

16. SWOT

17. Revenue
And
Gross
Profit
Last
3 Years…
What
do you
Notice?

18. F A N S

19. F A N S

20. FANS Exercise

22. Which way do we go? 1 2 3 4

24. Future State

25. ClientWon Roadmap