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BCP-710 - Selling the Blackberry Solution for(R) Tech. Sales Professional - Dump Information

Vendor : BlackBerry
Exam Code : BCP-710
Exam Name : Selling the Blackberry Solution for(R) Tech. Sales Professional
Questions and Answers : 112 Q & A
Updated On : November 9, 2018
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BCP-710 Questions and Answers

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BCP-710 Selling the Blackberry Solution for(R) Tech. Sales Professional

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BCP-710 exam Dumps Source : Selling the Blackberry Solution for(R) Tech. Sales Professional

Test Code : BCP-710
Test Name : Selling the Blackberry Solution for(R) Tech. Sales Professional
Vendor Name : BlackBerry
Q&A : 112 Real Questions

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BlackBerry BlackBerry Selling the Blackberry

Analyst: Tesla is like ‘Blackberry when the iPhone got here out’ | killexams.com Real Questions and Pass4sure dumps

Some (but no longer all) analysts view Tesla’s (TSLA) newest revenue beat — a rare win for a car company with a wobbly construction and birth track list, sparse historical past of profitability, and an erratic chief executive — as a fluke.

And one bearish analyst argues that with looming luxurious electric car competitors from different automakers capability that Tesla’s potentialities are more unclear than ever.

“Tesla is … like Palm Pilot when the Blackberry [BB] came out, or it’s like Blackberry when the iPhone [APPL] got here out,” Mark B. Spiegel, a managing member of Tesla-shorting Stanphyl Capital, told Yahoo Finance’s remaining circular on Thursday. “It turned into a primary gen product, and these different products are enhanced developed and are nicer internal too.”

a man standing in front of a building© supplied by means of Oath Inc. ‘massive competition in every point’

Tesla may be “the largest single stock bubble in this complete bubble market,” Spiegel wrote in an upcoming word to traders. Tesla includes a steadiness sheet even within the absence of direct opponents, “but will soon be confronted with huge competitors in each aspect of its company,” he brought. Tesla has about $three billion in cash reachable and burned through about $1.8 billion in cash in the primary half of 2018.

Spiegel stated upcoming electric powered automobile choices from Jaguar and Volkswagen as sources of subject for Tesla in the luxurious EV house. Jaguar’s (TTM) first all-electric powered vehicle, the I-pace, hits US dealer an awful lot in November, and the mannequin has been deemed “reputable competitors” to Tesla for its similar price aspects and identical intention of targeting the luxury EV market. The Audi (NSU.DE) E tron and the Porsche (PAH3.DE) Taycan, both electric powered cars, are also slated to enter the taking part in field in the coming months.

a car on display© offered with the aid of Oath Inc.

Likewise, Volkswagen CEO Herbert Diess recently said the enterprise will come out with vehicles “that may do the rest like Tesla” at half the expense in 2020, according to a report by using electric vehicle blog Electrek. Volkswagen plans to partner with Korean business SK Innovation for a Gigafactory to construct battery cells, in response to experiences from German ebook supervisor Magazin. throughout Tesla’s third-quarter salary name with buyers, CEO Elon Musk spoke of that Tesla’s funding in its Gigafactory a major competitive part.

“The truth of the count is we made the funding in the Gigafactory and other organizations didn’t…however I’m bound they'll over time,” Musk talked about. “however that’s what has put us in rather a powerful competitive position right now.”

‘A busted boom story’

within the wake of the competition, Spiegel doesn’t feel Tesla could be in a position to preserve tempo.

“i assumed there became some possibility that we’d see a close-term chapter on Tesla – that’s likely off the table,” Spiegel said. “So now what we actually have is a busted increase story.”

Spiegel isn’t on my own in his skepticism of the stock following Tesla’s blowout quarterly outcomes, which despatched shares soaring.

“We question if this is not pretty much as good as it gets for a near-time period upside surprise for shares,” Goldman Sachs analyst David Tamberrino wrote in a notice Thursday.

a screenshot of a cell phone© provided via Oath Inc.

Tamberrino brought that the enterprise’s publicity to China tariffs on imported components will pose headwinds, and gross margins will “doubtless compress sequentially” into the fourth-quarter as the company lowers the fee facets on its vehicles. He fees the stock a sell but raised his 12-month expense goal to $225 from $200 due to the company’s near-time period execution.

Others question Musk’s promises for sustained profitability and high quality money move. americaanalyst Colin Langan, who fees Tesla a sell with a value target of $one hundred ninety, stated the enterprise will at last want additional backyard funding due to “restricted model 3 profitability, infrastructure enlargement needs [and] mannequin Y means build.” Musk, youngsters, reiterated Wednesday that Tesla is not in search of an additional debt or equity lift during a name with traders.

Tesla’s recent performance as of late did convert as a minimum a number of skeptics. Wolfe research upgraded Tesla’s stock to Outperform from Peerperform after the enterprise’s quarterly effects. previous this week, stated brief seller Andrew Left of Citron analysis modified his position and bet on the inventory, calling the mannequin 3 “a confirmed hit.”

Tesla’s stock is up 27% this week as of market shut Friday however is down 15% from its yr-to-date intraday high of $387.46. The inventory pared positive factors all through intraday trading Friday after the Wall highway Journal reported that the FBI escalated a crook probe into no matter if Tesla misstated advice about car creation and company operations.

Emily McCormick is a reporter for Yahoo Finance. follow her on Twitter: @emily_mcck

read more about Tesla:

Tesla reports surprise income, stock surges

Tesla bull explains why the ecocnomic vogue is ‘lengthy-time period sustainable’

Ark make investments CEO: Tesla ‘is a replay of Apple’

Tesla shares surge after Elon Musk settles with SEC


BlackBerry's growing to be world companion and Channel Ecosystem to aid force Adoption of BlackBerry Spark - the company's New EoT Platform | killexams.com Real Questions and Pass4sure dumps

LONDON, Sept. 12, 2018 /PRNewswire/ -- BlackBerry constrained (NYSE: BB; TSX: BB) today introduced that its global partner and channel ecosystem continues to exhibit strong momentum. The expanding network presents big increase opportunities for BlackBerry's channel companions as they aid businesses embody BlackBerry Spark, its new enterprise of things (EoT) platform designed and constructed for ultra-at ease hyperconnectivity from the kernel to the facet.

BlackBerry brand Black (PRNewsfoto/Blackberry constrained)

more

on the company's security Summit in London, BlackBerry introduced a in shape – and transforming into associate ecosystem, including:

  • business ISV partners grew via 25 p.c in the remaining 12 months;
  • one hundred forty new channel companions joined the BlackBerry business associate application in the ultimate quarter;
  • a world community of cost-brought integrators for the car and embedded utility markets;
  • related AWS IoT functions to the BlackBerry Spark platform.
  • via these partnerships, BlackBerry valued clientele now have access to extra purposes, secured utility options, and cloud functions than ever earlier than.

    "As agencies race to steer in the EoT, the winners may be those that can interoperate with the widest array of companions and supply end to conclusion comfy solutions," pointed out Mark Wilson, Chief advertising and marketing Officer, BlackBerry. "As more partners choose to work with BlackBerry, our global ecosystem grows to present our valued clientele chopping-side options to complicated company complications."

    inserting 'issues' FirstThe new BlackBerry Spark EoT platform introduced one after the other these days comes complete with "snap-in" hooks to add any of the main public and personal cloud and other computing features. AWS is the newest cloud companion for BlackBerry Spark.

    "agencies already seem to be to AWS to help them unlock cost from statistics gathered via IoT instruments. With BlackBerry Spark working on AWS IoT, they now have the capability to join all elements of their business to new and current workflows," stated Dirk Didascalou, VP of IoT, Amazon web services (AWS). "It permits our mutual consumers to straight away combine any 'aspect', from a consumer device, to a simple sensor, to complex industrial device, while making use of the acceptable business guidelines retaining their data, manufacturer, and people."

    automotive and Embedded software Integration The business has additionally signed 4 new channel companions to its BlackBerry QNX Distributor & cost-delivered Integrator (VAI) programs, including to its turning out to be worldwide network of forty channel companions proficient on BlackBerry QNX technologies. The VAI program enables companions to deliver integration functions and construct upon BlackBerry QNX's embedded software structures to design and enhance relaxed, mission-vital solutions – subsequently accelerating product time-to-market. among the many new partners joining the BlackBerry QNX Distributor & VAI courses are:

  • Hitachi united states of america – specialists in hardware and application design and development, Hitachi united states will leverage the wider Hitachi community's embedded solutions enterprise so as to aiding japanese and other valued clientele with BlackBerry QNX-primarily based platform products across the commercial handle, car, scientific and connected application areas where safety, protection and reliability are of paramount importance.
  • Ocube, Inc – With deep area skills in embedded design and building, Ocube, Inc. will provide cost-added engineering features around the BlackBerry QNX platform to key automobile and industrial consumers in Korea.
  • Sasken applied sciences – a number one product engineering and digital transformation options company, Sasken will give international support for the BlackBerry QNX product platform across the commercial, transportation, clinical and IoT markets by way of offering skilled integration, checking out, qualification and certification functions.
  • Tritech – expert suppliers of embedded and IoT items and options, Tritech will distribute the defense-certified and cozy BlackBerry QNX product platform for transportation and accepted embedded applications across Sweden and Finland.
  • BlackBerry secure utility MarketplaceThe BlackBerry marketplace helps vigor lots of the world's main businesses throughout a range of industries. classes of options on the market consist of enterprise Intelligence, advanced Analytics, cell chance protection, Authentication, comfortable Messaging, Video Conferencing, business manner management and extra.

    among the many ISV companions with new options available on the industry are: 1E, AGAT software, practice cellular, Aspen Grove options, Awingu, Blue Cedar, Branchfire, verify aspect software technologies, Code purple, Devacon, iManage, iRise, Kryptowire, Micro focus, OpsGenie, Pradeo protection, Qlik, Signafire, Swyft, Symantec, Tableau utility, VoxSmart, WiActs and Xenium options.

  • Awingu – "BlackBerry access combined with Awingu unlocks a totally competitive, disruptive, comfy Unified Workspace solution for mobile working, B/CYOD and Server primarily based Computing." – Walter Van Uytven, CEO, Awingu
  • Blue Cedar – "The Blue Cedar Integration Accelerator for BlackBerry Dynamics makes experience for Blue Cedar on a few tiers. Blue Cedar is committed to holding the area protected as computing evolves from the cloud to the facet. And we agree with that working at once with a leading cellular security company like BlackBerry is an ideal way to give a boost to the insurance plan that we offer to our current and prospective shoppers. We're excited that this collaboration is already working so neatly, because we share a passion for fixing issues for the consumers that we collectively serve." – John Aisien, Founder and CEO, Blue Cedar.
  • Entrust Datacard – "purchasers can now securely access business and cloud-primarily based applications on their instruments devoid of the need for physical tokens or smartcards. offering an imaginitive, mixed solution with BlackBerry and showcasing it on their industry has allowed us to extend our attain and supply better items and functions to our valued clientele." – Ryan Zlockie, global vp of Authentication solutions, Entrust Datacard
  • Kryptowire – "The BlackBerry marketplace makes ultimate-in-type security solutions attainable to all business cell gadgets on the click of a button. BlackBerry has a long heritage of success in cellular security that may now encompass continual safety monitoring of cellular applications. Kryptowire is proud to make the identical mobile app safety vetting technology used for categorised and national safety methods purchasable to BlackBerry clients." – Angelos Stavrou, CEO, Kryptowire
  • Pradeo protection – "Cyberattacks have shifted to a individuals-centric focus the place cyber criminals target agencies via their personnel and end-clients. in the course of the integration of Pradeo cellular chance defense and BlackBerry UEM, our shared global purchasers now have a proactive and strong solution to ward-off normally altering cellular threats." – Steph Saad, Chief method Officer, Pradeo safety
  • Tableau application – "security has more and more turn into the groundwork of a firm's success with any cell deployment. by using integrating Tableau mobile with the BlackBerry Dynamics platform, we provide organizations with the ultimate approach to imagine, analyze, and leverage facts whereas maintaining the enterprise's contraptions and facts at ease always. using Tableau cell for BlackBerry helps our valued clientele to see and be mindful their records to make smarter choices, enrich product and repair delivery, and sooner or later grow their business whereas maintaining enterprise statistics safe. it be a win-win!" – Rahul Motwani, Senior Product supervisor, Tableau software
  • Channel StrengthThe attain of BlackBerry's international ecosystem of business software companions additionally continues to move from electricity to electricity with the company having signed more than 140 new companions within the remaining quarter, many specializing in areas corresponding to cloud computing, facts safety and applications as antagonistic to usual cell instruments.

    Story Continues

    a large number of enhancements have additionally been made to the BlackBerry commercial enterprise partner software including the brand new safeguard guide, disaster Communications, Managed Hosted features and Workspaces specializations, all of which goal to enhance the value of BlackBerry partners via elevating their capabilities and bringing more cost to our shared customers. The response to the newly released BlackBerry applications Integration professional competency has been equally wonderful, with 28 companions having received the accreditation. This allows for deep competencies and capabilities with the BlackBerry development Platform, BlackBerry Dynamics, BlackBerry Dynamics SDK, purposes consultation and integration. With this accreditation, companions are empowered to convey prosperous, relaxed workflow solutions to our joint purchasers, apart from our ISV companion options accessible on the BlackBerry industry.

    here charges are from companions who have lately joined the BlackBerry enterprise companion program including Akira applied sciences, EBF GmbH, Entisys360, IntelliPeak options, Inc., Novalink, samtec GmbH, StarLink and Taurus Clearer conversation Ltd.

  • Akira applied sciences – "BlackBerry has been extremely constructive to us enforcing an excellent resell method with the Federal govt, and has given us the self belief to grasp that their Channel group and revenue team can quickly and effectively support our firm meet the missions of the Federal govt. Akira technologies would not be a success during this market without BlackBerry's partnership." – Shannon Lee Munley, Director, interior sales & Strategic Partnerships, Akira technologies
  • EBF GmbH – "security is a primary factor – for us and our shoppers – in the business Mobility area. besides scalability for numerous enrolled and managed contraptions, an additional key requirement pertains to Unified Endpoint management which contains the assist of all average computers. BlackBerry fulfills all these needs and allows for us to serve both usual customer eventualities similar to BYOD and COPE. As a Channel-committed partner, BlackBerry has a pretty good partner application which honors our efforts and investments." – Marco Foellmer, CEO, EBF GmbH
  • Entisys360 – "With cellular endpoints becoming effortless goals, corporations need to be proactive about adopting cozy and finished options to look after their digital property. BlackBerry's comfy and depended on enterprise software options and functions are an invaluable addition to our portfolio. it will support our protection-focused go-to-market method and permit us to deliver end-to-conclusion comfy communications and collaboration options as a way to meet the business safety requirements with the event the clients demand." – Michael Strohl, CEO, Entisys360
  • IntelliPeak solutions, Inc. – "Partnering with BlackBerry has enabled IntelliPeak to bring more price to our consumers via offering a relaxed and collaborative atmosphere that become prior to now unavailable to them in their pursuit of enabling far flung or telework employees. additionally, the BlackBerry answer set makes it possible for IntelliPeak to aid a few of our customers' efforts to appeal to and maintain the next-era category of government employee who's coming into the workforce with very robust BYOD/BYOC expectations. Partnering with BlackBerry has been a video game-changer for our consumer conversations and additional earnings competencies." – Phil Flores, CEO, IntelliPeak options, Inc.
  • ISEC7 group – "The BlackBerry protect application is the appropriate device for ISEC7 to approach purchasers with an preliminary conversation and safety evaluation to delivery discussions about possibility consciousness. these days ISEC7 can offer BlackBerry safeguard Advisory functions in NA, EMEA and APAC to aid consumers to establish protection dangers of their IT environments. ISEC7's specialists assist to design a protection framework for cellular IT to reply to the challenges of the new Cyber World. BlackBerry helped us to launch our new Cyber security provider for cell IT, which ISEC7 all started earlier this year extending ISEC7's portfolio and offers a complete new earnings stream." – Marco Gocht, CEO ISEC7 community
  • Novalink – "The BlackBerry application Integration Accreditation was a good possibility for us to get a hands-on figuring out of the BlackBerry comfortable software platform and ecosystem. Now we are already assisting our valued clientele with their LOB utility use cases and having wider and deeper consumer discovery discussions past simply MDM and EMM." – Zekeria Oezdemir, CTO, Novalink
  • samtec GmbH – "once we came across BlackBerry Workspaces we noticed a extremely effective tool with first rate abilities. Having a product which is intuitively operable, handy to integrate and tremendously at ease fits our philosophy to combine safety and productivity to make our shoppers greater helpful of their every day work. The sure bet that sensitive records is always protected is terribly vital within the legal field and one of the most main aspects our consumers base their choices on. The auditing and reporting performance offers them an overview and empowerment to be compliant and aware of the activities in the digital workspace." – Samuel Jud, CEO, samtec GmbH
  • StarLink – "With cellular endpoints fitting easy objectives, organizations should step up and adopt comfortable and complete solutions to protect their digital assets. BlackBerry's secure and depended on commercial enterprise software options and capabilities are an invaluable addition to our distribution portfolio. it'll toughen our go-to-market method and enable us to deliver end-to-end cozy communications and collaboration options so one can aid our channel partners develop their groups." – Nidal Othman, Managing Director, StarLink
  • Taurus Clearer conversation Ltd. – "because the world turns into increasingly hyperconnected, it changed into essential to us that we were able to present our shoppers the flexibleness they require without compromising on protection. here's why we selected to companion with BlackBerry. As a BlackBerry companion, we can now bring a very containerized journey on a variety of endpoints to meet the calls for of our valued clientele and address their complete business from endpoint to endpoint." – Jonathan Sawyer, Managing Director at Taurus Clearer communique Ltd.
  • To be taught concerning the latitude of functions and solutions purchasable on the BlackBerry marketplace, please visit https://market.blackberry.com.

    To find out more about fitting a BlackBerry accomplice, please discuss with www.blackberry.com/companions.

    About BlackBerryBlackBerry is an enterprise application and features business concentrated on securing and managing IoT endpoints. The company does this with BlackBerry secure, an end-to-end enterprise of issues platform, constituted of its commercial enterprise communication and collaboration application and security-certified embedded options. primarily based in Waterloo, Ontario, the company turned into founded in 1984 and operates in North the usa, Europe, Asia, Australia, middle East, Latin america and Africa. The company trades below the ticker symbol "BB" on the Toronto stock alternate and new york inventory change. For more counsel, visit www.BlackBerry.com.

    BlackBerry and linked trademarks, names and logos are the property of BlackBerry confined and are registered and/or used in the U.S. and international locations world wide. All other marks are the property of their respective homeowners. BlackBerry is not responsible for any third-celebration items or services.

    Media Contacts:BlackBerry(519) 597-7273mediarelations@BlackBerry.com

    Investor Contact:BlackBerry Investor relations(519) 888-7465investor_relations@BlackBerry.com

     

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    BCP-710 exam Dumps Source : Selling the Blackberry Solution for(R) Tech. Sales Professional

    Test Code : BCP-710
    Test Name : Selling the Blackberry Solution for(R) Tech. Sales Professional
    Vendor Name : BlackBerry
    Q&A : 112 Real Questions

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    Selling the Blackberry Solution for(R) Tech. Sales Professional

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    The (New) Skills You Need to Succeed in Sales | killexams.com real questions and Pass4sure dumps

    The practice of business-to-business selling is in a curious state. On the one hand, commentators and academics are repeatedly telling us that transactional selling is outmoded and that relational selling is the ‘new normal.’ On the other hand, most businesses are operating with traditional models of salesperson recruitment and training. The American Society for Training and Development (ASTD) estimates that in the U.S., $15 billion is spent per year on sales training. However, many salespeople find the training they receive either ineffective or less than useful. Given the importance of skills and capabilities to sales performance, businesses need to reconsider who they recruit into sales roles, and how they train them.

    Put simply, we all we tend to recruit people like ourselves. This in turn means that existing cultures, styles and modes of behavior tend to perpetuate themselves. Trouble is, business-to-business selling has been undergoing a revolution. Traditional sales methods are increasingly unproductive. In fact, aggressive sales styles and product-focused selling are now so outdated that some customers are simply refusing to meet with salespeople using these techniques. These customers find it more pleasant and more efficient to order online, and who can blame them? Information about product and service features is increasingly available online, so sales people find themselves in front of well-prepared customers. In this situation, focusing on product features in the sales meeting is a waste of everyone’s time. In fact, there is plenty of evidence that high-performing sales people are those who listen and respond, who are flexible, and who think in terms of developing a solution to an emerging customer problem.

    To find out what kind of people succeed in sales, and the kinds of skills they need to have, we carried out interviews with thought leaders in selling and sales management in the U.S. and the U.K. These included top sales leaders in major corporations, leading academics who have published in the sales field, and senior practitioners within sales associations or research-oriented sales consultancies.

    Our research confirmed a growing trend: Salespeople today need to engage in collaboration with the customer but also increasingly with their own organization. Good selling is about transcending the customer-facing role and becoming an internal change agent as well.

    Our thought leaders identified two major drivers for this change: the use of technology, and changes in customer demands. Increased use of technology, they told us, means that online channels are substituting for traditional face-to-face meetings, and CRM systems are providing new insights into customers. On the customer side, our informants talked about ever-increasing customer expectations and more emphasis on return on investment and value. Our analysis revealed four categories of skills and capabilities that sales people need in this new environment: Commercial, Relational, Managerial, and Cognitive.

    Commercial skills and capabilities are about financial insight, business acumen and customer insight — specifically, insight beyond what the customer has articulated. In complex relational sales, customers expect business-to-business sales people to act as business consultants and demonstrate a broad strategic understanding of their organization and the impact on the customer’s bottom line of the solutions they sell.

    Relational skills and capabilities include the ability to manage multi-level, multifunctional relationships, to understand relational dynamics and to inspire trust. Across all the research we have done in sales and Key Account Management, trust is repeatedly cited by customers as important in their selection of a supplier.

    Managerial skills and capabilities needed by people in sales roles include people management skills (because so much business-to-business selling is now done in teams and cross-functionally); high ethical standards and integrity (growing customer demands in relation to corporate social responsibility and ethics are changing selling behaviors); openness to change and adaptability; and influencing skills.

    Cognitive skills and capabilities include innovative problem solving; the ability to identify opportunities; the ability to work under pressure; and mental toughness and resilience. These cognitive skills are important in a consultative selling role because the best future sales opportunities may be found within existing customers, not necessarily within new customers, and the sales person needs the skills to recognize and develop these opportunities.

    These skills and capabilities identified by our thought leaders have some clear consequences for the recruitment and training of sales people in business-to-business consultative selling roles. Look again at the four elements: traditional selling skills are conspicuous by their absence. In fact, the people best fitted to these new sales roles may not necessarily be people from a sales background. Instead, we see more people from technical or operations backgrounds such as project management, R&D, or supply chain moving into sales. They can be particularly adept at problem-solving and cross-functional working. Perhaps we should talk not about ‘sales people’ but about ‘people in a sales role.’

    This broader view of the sales professional has implications not just for sales recruitment (“who”), but also for training and development (“what” and “how”). People in a sales role need a broad general management development that focuses on commercial, relational, managerial and cognitive capabilities. Sales leaders, HR directors and CEOs need to ask some tough questions about how their organization is training its sales people to develop these vital elements. Those responsible for commissioning, designing and/or delivering sales training must ensure that programs move beyond task-related knowledge and skills and emphasize a fuller range of general management competencies that are needed to manage increasingly complex markets and business relationships.


    7 Tips For Layering Professional Services Revenue Into Your Startup | killexams.com real questions and Pass4sure dumps

    Editor’s Note: This is a guest post by Mark Suster (@msuster), a 2x entrepreneur, now VC at GRP Partners. Read more about Suster at his Startup Blog, BothSidesoftheTable.

    I recently wrote a blog post in which I pointed out that many investors and advisors discourage enterprise startups from having a professional services (PS) business and I think this is a big mistake.

    chocolate layer cakeI think it’s important for enterprise startups to layer in professional services to their revenue streams.

    PS capabilities are important for enterprise startups because they:

  • ensure your projects are more successful and thus more referenceable
  • help you integrate your product with other systems making it harder for your product to be replaced by competitors
  • make sure you do higher quality implementations because 3rd parties don’t have the same interests in over delivering on quality
  • provide you with best eyes & ears on the ground at clients to drive upsell, cross sell and rollout across more business units
  • deliver profitable revenue that, while on gross margins of 50 percent vs. software at 85-95 percent, it is still profits that help you cover fixed costs
  • It’s all in this article if you want the details.

    BUT!

    You don’t want to run the risk of having a PS business that takes your eye of the ball of growing a large software business. So when I meet with GRP portfolio companies that do enterprise sales I try to emphasize the following:

    1. Only Work on Projects That Support Your Core Product Effort

    The most important thing to be careful about is to be sure WHY you’re doing the PS business. Hopefully it’s not to avoid fundraising or finding quick pockets of money.

    Don’t become addicted to the quick hit of cash that a big implementation project can provide.

    Your goal should be to do PS as a way of accelerating future non-linear software growth.

    Therefore you need to be careful not to accept projects that are too far out of the core business. Each project should be related to rolling out your solution or you shouldn’t do it. Each project scope should be as close as possible to being restricted to:

  • software set-up
  • training
  • rollout support
  • integration with other systems
  • configuration
  • That is the software business.

    In the adtech world PS revenue often means providing “media services” as a value-add to using your product. This might mean helping customers buy traffic, arb’ing deals, helping with RTB pricing or trading, etc.

    2. Minimize Any Custom Work That Will Not Feed Back Into Your R&D

    While I’d like to say that you should never do custom work that changes the scope of your product, that’s not wholly realistic.  But you do need to be sure your company doesn’t just become the internal R&D department for a large corporation.

    If you never read my post on Elephant, Deer and Rabbits – a guide to customer segmentation – it might be worth a read.

    With a well-architected product that has well-documented APIs and proper core product abstractions, all custom work should be built above the API stack. Often your sales engineers can do the customizations without bugging the core eng team.

    Extending the feature set of the product would obviously be better if done by the customer, but sometimes customers lack the resources to do customizations, so simply telling them to get stuffed is not the answer.

    3. Protect Your Intellectual Property

    If you’re doing custom work, restrict it to a small portion of the PS project and try to build stuff that can eventually find its way back into your core product roadmap to improve your core offering for future clients.

    In fact, if you do the PS project well and narrow the scope to features that you know you’ll eventually need to build anyways, then it can actually be a great source of future innovation.

    Importantly, make sure that you retain IP rights to your custom work, which needs to be part of the engagement contract. At a minimum co-ownership of the IP.

    If it’s not specified in the contract, you might find yourself with future litigation over IP.

    4. Integrate PS Work Into Sales And Marketing Processes

    The reason to do the PS work in the first place is to drive future software sales. So make sure that your PS organization doesn’t become an island or a P&L unit that tries to maximize its own value by showing the most profitability and growth on that business unit possible.

    The PS team is there to successfully engage. You want to make sure that they are communicating well and often with sales to drive future product sales at the customer level.

    You want to be sure that you get customer commitments before doing the work. Do a case study afterwards if the project is successful. You won’t get every customer to agree to this but you certainly want to try with every customer. Referenceability is the lifeblood of sales. If asked to drop the price we would often counter by agreeing to small price decreases in exchange for an agreement to do case studies to drive future business. Frankly, you’re going to need to drop prices a bit anyways. After all, every customer wants their pound of flesh.

    If you have a sales rep pushing a product implementation you want them to understand why selling PS will help them grow future revenue at that account and not as a crutch to hit short-term revenue targets.

    Basically, no islands at startups. Everything needs to be part of a holistic company strategy.

    5. PS Business Cannot Become A Management Distraction

    Another rule I outline with our portfolio companies that sell enterprise solutions is that I don’t want them to become a distraction for management.

    If your CEO is having to get involved too much in reviewing a project’s success, or your core product team is getting sucked into implementing too many features to support the rollout efforts, chances are you’ve gone too far.

    The closest analogy I have for a PS person is a “sales engineer” who is normally a technical staff member who assists in sales campaigns. Often they have the same skills and can therefore be doubled up as PS if you are in a pinch to afford staff.

    If PS involves too much management or core tech time, then chances are it will overtake your software strategy and you’ve then just become a prostitute for short-term revenue.

    6. Control Size Of PS Revenue Relative To Software Business

    So how much PS is too much?

    There’s no right answer. It’s mostly a function of the stage of your business.

    If you’re in your first year of developing your product, chances are you haven’t yet found product / market fit and you don’t yet have enough value to sell your product for as much as you’d like.

    And chances are you’re in big need of a killer customer reference.

    So it wouldn’t bother me if 90 percent of your year-one revenue was PS, provided it was done with a specific plan for year-two software sales. It also is a great way to finance your business without facing dilution before you actually raise venture capital and when the valuation you might get from angels is less than you’d want.

    By year two I’d like to see PS at 50 percent maximum, which is still high.

    By the time you’re at $5 million to $20 million in software sales, I’d like to see PS be no more than 25 percent of your total revenues.

    I know that number sounds high for some people, but in reality if you’re growing fast it’s not unthinkable that you’d bill out $2.5 million in PS revenue on top of $7.5 million of recurring revenue (MRR) software sales.

    As you hit steady state I’d like to see PS at about 15 percent of your business.

    Rough guidelines. Lots of room for debate. But a good rule of thumb for planning.

    7. Don’t Pay Full Bonus To Sales Staff On PS Revenue

    Finally, be careful that you don’t incentivize your sales staff to make you into a professional services firm. You can’t pay full bonus on PS revenue. Not only because it’s lower gross margin, less scalable and more consumptive of staff, but also because, if you make it easy for them to sell PS — which is always higher revenue than paying for software — you’ll be sure they sell it ALL DAY LONG.

    But it can’t be zero bonus.

    If you have zero bonus on PS revenue you’ll find a sales team that becomes the PS prevention unit, and if you’ve bought in that this line-of-business is important to you, then you don’t want your best sales teams working against you.

    There’s not one answer for how to comp the sales teams. It can be margin based or lower spiff for PS revenue than software revenue. Whatever. And obviously you need to persuade them that today’s PS business is tomorrow’s big commission check.

    Happy to take any suggestion in the comments section as to how to properly incentivize sales teams.

    Next post?

    “How to sell your future roadmap to enterprise customers without selling your soul. Adding precious high gross margin to support an R&D team that you need to fund anyways.”

    Photo credit Food52.


    BlackBerry Limited (BB) CEO John Chen on Q2 2019 Results - Earnings Call Transcript | killexams.com real questions and Pass4sure dumps

    No result found, try new keyword!As you may recall, we started the beginning of the fiscal year that one of the BlackBerry QNX business goals was to expand our sales ... and professional services. The reason we win is because we offe...


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    BlackBerry BCP-710 Exam (Selling the Blackberry Solution for(R) Tech. Sales Professional) Detailed Information



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