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Expediting the NSD Review Process
We are off to a strong start in Q1 and currently, there are a significant number of deals coming through the NSD review process. There is a simple way to ensure your NSDs flow through the process as quickly as possible. When you submit your NSD request for approval, make sure you have provided a sound justification for the discount levels you are requesting. This will aid the reviewers in understanding the nuances of the deal and help avoid the time-consuming back-and-forth clarification in email.
Below my signature is a table that outlines some of the common topics / questions that should be addressed in your NSD justification (when applicable). Please review this carefully and ensure your discount reasons clearly justify the discount levels requested. This will save us all time and expedite your NSD approval.
Eval Program Changes
We recognize that product evaluations are a powerful sales tool. It is also a very expensive program to maintain (inventory costs, shipping, administration, etc.). Additionally, conducting a product evaluation will likely elongate your sales cycle.
In an effort to ensure that we are effectively utilizing our evaluation assets, some changes to the Evaluation Program are planned. Below is a list of current and planned policies regarding product evaluations:
Existing Customers
Requests for evaluation equipment for customers that already own versions of the same product family will require Geo SVP approval and will be highly scrutinized
Requests for New Equipment
Evaluation requests for new equipment will be subject to increased scrutiny and require approval by the SVP of WW Sales Operations and CFO
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There is a very high expectation that this equipment will convert, in place, to a sale. As such, it is crucial that the Sales Team appropriately qualify, scope and size these requests.
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Request for new evaluation equipment must be associated to a current quarter or next quarter Commit or Best Case Opportunity.
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Requests for new equipment will be closely tracked and if the equipment is not converted in place to a sale, the sales team will be held accountable. Repeat offenders will have their privilege to request new evaluation equipment revoked. Once revoked, the only options will be using refurbished gear or virtual products.
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Requests for new equipment on older product versions will not be approved
End of Life Equipment
Any products that are at or near the end of saleable life (EOS) will not be available to conduct evaluations
xx70 Evaluation Units
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A limited number of xx70 units have been added to the evaluation inventory pool
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Approvals stated above for “Requests for New Equipment” and “Existing Customers” apply to the xx70 units
The standard lead time for evaluation requests is 3 weeks. Please plan accordingly and properly set customer expectations. If you have urgent requests, please include appropriate justification including a link to the SFDC current quarter or next quarter Commit or Best Case Opportunity.
As an alternative to a physical product evaluation, you are encouraged to use these lower-cost, high-impact sales tactics:
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Reference sell – contact the reference team at references references@riverbed.com
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Product demo
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Funded POC
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Virtual product evaluations
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ROR
The Eval / ROR Dashboard provides details to help you keep track of Eval units assigned to you (or your team).
Changes to the Lead Process
Please note that effective January 23, 2015, the following changes will be introduced to Lead Management process in SFDC:
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Lead Status pick list and Lead Status Details (new field) – we are reducing the number of values from 23 to 10; details below
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Improved Lead scoring model
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Unique Leads approach (no duplicates)
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Lead conversion process (effective close loop process aligned with best practices)
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Shorter Lead timeout cycle: a lead that’s not qualified/disqualified within 45 days will be assigned to Timeout queue (will be rolled out in February).
Benefits of these process improvements:
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Clearer accountability (and alignment) for Sales and Marketing
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Easier prioritization of leads
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Faster movement of leads through the funnel
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More accurate and actionable reporting
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Ability to track effectiveness of Marketing and improve quality of leads
New Lead Status Values in SFDC:
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