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APICS Corporate Development Peter Bolstorff, CSCP, SCOR-P Executive Vice President APICS | APICS Supply Chain Council District and Chapter Communication Update
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2 © APICS Confidential and Proprietary Overview Launched chapter support program (called DBDM program) to help chapters sell to businesses (2014) For two years investments were made in the program, but it didn’t gain traction for a variety of reasons Concurrently, the merger with SCC expanded APICS’s corporate offering, but a lack of coordination made it difficult for companies to fully engage with APICS The organization changes are in response to both the APICS and APICS SCC board requests to improve the chapter support program and provide a coordinated sales and delivery experience. Changes to chapter support program
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3 © APICS Confidential and Proprietary Lead and Pipeline Performance Chapter Leads QualifiedPhonebookClosed 26312%88%1.9% To date, we’ve outlined some of the program performance metrics, which were helpful in driving a more productive model. Chapter Leads - leads received from chapter to DBDM Qualified - leads that were qualified upon pass off to DBDM Phonebook - leads to DBDM but only name and/or company Closed - leads that closed and converted to a class A look back
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4 © APICS Confidential and Proprietary Commitment to Chapter Sales Support APICS remains committed to providing resources to support chapter sales with a focus on building holistic corporate relationships and a pipeline of opportunities for chapters The DBDM role will transition from contractor with district accountability to a larger regional accountability as an employee of APICS effective January 4 Josh Meyers will be our new Corporate Development Director focusing on regional sales; he knows our products, how to sell them to corporate accounts and how to engage chapters to deliver training This regional sales team will report into the newly formed Corporate Development function led by Peter Bolstorff
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5 © APICS Confidential and Proprietary Corporate Development Team Structure The Corporate Development team will be organized into five groups to work together to win, delight, and serve customers Proposed organizational structure: – New Account Management: New account sales and onboarding – Named Account Management: Existing account growth – Regional Account Management: Field sales and coordination with APICS channel partners – Corporate Client Services: Management of “back office” processes – Corporate Programs: Business development and capability delivery Each group is very important and all of the groups will work closely together.
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6 © APICS Confidential and Proprietary Why is this better for chapters? Corporate leads are additive to chapter leads The volume of qualified leads will increase The regional pipeline of opportunities will ultimately convert to contracted business at a higher success rate Means to more effectively engage chapters with SCOR Chapters can still pick up the phone and engage regional BDM
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7 © APICS Confidential and Proprietary Increase Qualified Leads and Size of Pipeline Chapter Lead Corporate Lead Regional BDM Pipeline
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8 © APICS Confidential and Proprietary What’s Changing? Same Commitment to chapter sales support Headcount (4) Different Leader Reporting structure Position titles Permanent employee status Some regional re-alignment
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