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KYP Session with ORM team - Coggle Diagram
KYP Session with ORM team
Empathize
ORMs
Sales is more art and less science
Not all are on the level playing field - so cannot measure performance
All POCs and Situations are different
Fear of being tracked
Consider KYP an overhead
Management
Encourage systems driven approach
ORMs invest in relationship building
Make sure nobody misuses the system
Build trust in the system
Marketing
Lot of efforts go in chasing ORMs and cleaning up the system
Ideate
System is there to assist and NOT monitor
Gives time to be creative and not worry about prioritization of engagements
Rewards encourage better adoption
Approach > Sales Target
Some are in a more fertile geography than others, but all have equal opportunities to engage - this rewards people who invest in engaging POCs
Considerations
Senior POCs are harder to engage
Consistency in efforts
POC count should be healthy
Improvements planned to assist ORMs
Validate
Crucial to show correlation between KYP and opportunities
Group KYP POCs based on the amount of activities performed
25% groups based on amount of activity
Corelate the opportunities from past X years with these groups
Demonstrate that top 25% most engaged POCs generated X opportunities and Y were converted... and so on
How ORMs prepare for meetings
Project level
Engagement level
Personal
Family
Professional
Where is this info maintained
ExcelShore
KYP System
Define
Problems
Usability of system
Cumbersome process to upload activities
Doing it over VPN is a pain
State of system
Till 8-Aug only 14% of overall score was achieved in the ORM team - where some are doing better than the others. If we just go by systems then we are as a team investing 58% efforts in building relations for POCs I have in my list
There are assigned POCs who have not been opened even once on MIS since April to validate their details
Then there are POCs against whom no activities is performed since at least April
Some have <20 POCs assigned some have >140
Solution
To improve adoption
Rewards Program
To improve usability
Mobile App
Email based activity upload - Automation
Reduced activity types
Prototype
How it works
How POCs are graded and why data sanity is important
How to give right importance to right POCs
Healthy POC count
How Excelshore helps
Bringing Art and Science Together
Raunaq Covers
The Rewards Program
Can use the "State of system node" to highlight the issue with usage
Share the considerations - Senior POCs, Consistency, Healthy POC count
Share what the range of reward amount
Continuing the support
Mobile App screenshots
Email based automated KYP upload
Reduced number of Activity Types
What next...
Program will start by...
Details would be shared by...
What would be the rewards cycle
Go-live dates for support initiatives
Birth of KYP
Arun covers