Download Executive Summary

Sales Acceleration Proposal
Edgewater Networks
Sales Acceleration
Program
Statement of Work
Business Go-To-Market
Program
Proposal ID: XXXX
Date: XXXX
This Statement of Work is created for
<<CUSTOMER NAME>>
Property of Edgewater Networks, Inc.
Sales Acceleration Proposal
Contents
1.
Executive Summary ....................................................................................................... 3
1.1
2.
Overview ............................................................................................................... 3
Project Approach ........................................................................................................... 4
2.1
Situational Analysis and Gap Analysis ................................................................... 4
2.2
Market Research ................................................................................................... 4
2.3
Recommendation Development and Delivery ........................................................ 5
2.4
Timing ................................................................................................................... 5
3.
Collaboration and Timelines .......................................................................................... 6
4.
Pricing ........................................................................................................................... 7
4.1
Terms and Conditions............................................................................................ 7
Property of Edgewater Networks, Inc.
Sales Acceleration Proposal
1. Executive Summary
1.1 Overview – <<Change as Necessary for specific Customer>>
<<CUSTOMER>> is in the process of streamlining and re-launching its business Hosted PBX
product portfolio. As part of that effort, <<CUSTOMER>> in interested in increasing operational
efficiencies and ensuring that it is taking advantage of best practices across a spectrum of
areas. In a recent conference call, <<CUSTOMER>> described a simplification of its Hosted
VoIP Phone System offer, a suite of new marketing materials and a desire to improve its use of
Edgewater Networks’ EdgeView Service Control Center and EdgeMarc Intelligent Edges. This
Statement of Work (SOW) describes Edgewater Network’s approach to assist
<<CUSTOMER>> in that effort.
Our approach will help <<CUSTOMER>> to segment its business customer base, more
effectively position Hosted PBX services to the market and within its broader product portfolio,
and quickly drive revenue from introduction of these services with an optimized operational
approach.
In the course of this assignment we evaluate <<CUSTOMER>>’s current approach against Best
Practices across the Go-To-Market activities shown in the diagram below:
While the goal of the project is to drive efficiencies for the re-launch of <<CUSTOMER>>
Hosted VoIP Phone System, as we work through the effort, we will produce a series of
deliverables to document the work. Apart from documentation, the deliverables and
recommendations collectively will form a blueprint for <<CUSTOMER>> to use on future Go-ToMarket efforts. The deliverables are described in detail in section 2.3 of this document.
Property of Edgewater Networks, Inc.
Sales Acceleration Proposal
2. Project Approach
2.1 Situational Analysis and Gap Analysis
Edgewater Networks will ask <<CUSTOMER>> to provide us with access to any existing or indevelopment documentation related to its Hosted PBX product and market. These may include
product roadmaps, product descriptions, product requirements documents, market studies,
market segmentation, pricing strategies, sales tools, qualification tools, etc.
After reviewing the documents, Edgewater Networks will meet with key stakeholders at
<<CUSTOMER>> to completely understand the short and long term business goals for the
product re-launch, product economics, any anticipated challenges related to marketing and
selling the products, the roles and responsibilities of the various sales channels, and operational
concerns.
At a minimum, we would like to meet with individuals or teams involved in product
development/management, sales, marketing, customer support and operations (order entry,
provisioning, IT systems, network engineering, sales engineering, and field services).
Based on our initial findings from the document reviews and interviews, we will highlight
opportunities for improvements to Segmentation and Targeting, Product and Offer, Messaging
and Communications and Sales Strategy. The recommendations will include specific actions
needed to drive increased revenue from the re-launched product and reduce operational
complexity.
2.2 Market Research
Edgewater Networks will leverage its latest SMB market research to support and quantify its
findings from the Situational Analysis. Edgewater Networks will highlight our thoughts on the
Customer market opportunity, and the best operational and deployment model for the relaunched product. The market opportunity and likely configuration will then be compared
against the market research competitive analysis’ findings which included detailed analysis of
various service provider offerings and sales process grading.
Property of Edgewater Networks, Inc.
Sales Acceleration Proposal
2.3 Recommendation Development and Delivery
After the interviews and briefing, Edgewater Networks will continue our analysis resulting in the
production of detailed recommendations.

A Market Research Briefing covering the latest proprietary quantitative, qualitative, and
competitive market research and as its impact on Go-To-Market efforts

A Situational and Gap Analysis of employees and operations relative to best practices
in the following areas:
o
An evaluation of the Market Opportunity
o
A analysis of the Competitive Landscape
o
A review of the complete Product Configuration including feature set, CPE and IP
phone choices, customer premises configurations, and installation and ongoing
support requirements
o
Review of the Packaging and Pricing for the offer
o
A detailed Operational Process Flow analysis including Sales Qualification, Ordering,
Pre-Installation Activities, Switch Configuration, Customer Installation and Day 2
Support
o
A Go-To-Market (GTM) plan including Business Case, Marketing Requirements, and
Sales Requirements

If needed, Edgewater Networks can develop a Business Case that will be used to drive
product pricing, detail unit profit margins, and establish sales goals, sales ramps, and
target market share. The Business Case spreadsheet will allow for “what if” planning
and sales tracking. It will also contain a segmentation of business prospects in the
<<CUSTOMER>> footprint.

Review of Proposed Marketing Materials including website, product descriptions and
positions.

A Review of Sales Training Materials used to re-launch the product

A documented Operational Process Flow including OSS/BSS, sales process,
provisioning, installation, and support

A detailed set of recommendations for improving the use of the EdgeView Service
Control Center and EdgeMarc Intelligent Edges to gain operational efficiencies
This project will end with a meeting between <<CUSTOMER>> stakeholders and Edgewater
Networks where we will present the results of our analysis, recommendations for operational
and automation improvements and, if desired, the draft Business Case, and details of the GTM
plan.
2.4 Timing
This project will take approximately 2 - 3 weeks to complete and will require us to be on site at
<<CUSTOMER>> for three to four days.
Property of Edgewater Networks, Inc.
Sales Acceleration Proposal
3. Collaboration and Timelines
This project will be a collaborative effort between <<CUSTOMER>> and Edgewater Networks.
In light of the comprehensive nature of the approach, it will be imperative that <<CUSTOMER>>
commit the necessary resources and keep to the project schedule to ensure overall success.
<<CUSTOMER>> will assign a project sponsor to serve as the primary point-of-contact for
Edgewater Networks. The project sponsor will provide us with any internal data pertinent to the
project, review key documents developed by us on a timely basis, identify and assist in
scheduling time with relevant <<CUSTOMER>> stakeholders and be reasonably available to us
for consultation regarding issues that arise during the execution of this project. The
<<CUSTOMER>> contact will have the required authority to approve deliverables and otherwise
ensure that the project plan deliverables and terms and conditions of this proposal are carried
out.
Edgewater Networks will assign a Project Manager who will provide overall coordination across
the full range of activities associated with each phase of the project. The Project Manager is
defined as the Edgewater Networks single point of contact for all Edgewater Networks related
issues during the project. The day-to-day duties of the Project Manager will be conducted in a
combination of on-site and off-site activity and will include:

Coordination and facilitation of project kickoff and pursuant activities.

Coordinate resources and activities for all services included in this Statement of Work.

Communicate status of project.
Given the short duration of this project, communication between <<CUSTOMER>> and
Edgewater Networks will occur frequently. During the onsite portion of the project, Edgewater
Networks will brief <<CUSTOMER>> sponsors at the end of each day. As recommendations
are developed, they will be supplied to <<CUSTOMER>> on a timely basis and communicated
through short, daily status calls.
Property of Edgewater Networks, Inc.
Sales Acceleration Proposal
4. Pricing
Edgewater Networks will begin the project described herein on acceptance by
<<CUSTOMER>> of a mutually agreed upon Professional Services Agreement
This is a fixed fee project. Professional fees for will be $25,000 (Twenty-Five Thousand Dollars)
4.1 Terms and Conditions
This proposal is subject to the following terms and conditions:

Prices or price estimates quoted in this proposal are valid for 30-days from the issue date
printed on the cover page of the proposal.

Payment is due within 30-days of invoicing.

The project will be invoiced in compliance with the master contract. Should any payments be
invoiced prior to the delivery of Purchased Hardware (if applicable to this proposal), this shall
activate <<CUSTOMER>>'s licenses to the Licensed Software and initiate the preparation of
the Purchased Hardware for delivery.

This SOW fully describes the work to be conducted by Edgewater Networks during the course
of this engagement. Should <<CUSTOMER>> request additional deliverables or changes to
this SOW during the engagement, Edgewater Networks will supply <<CUSTOMER>> with a
Change Request Form describing the nature and extent of the proposed changes and any
additional costs to be incurred by <<CUSTOMER>>.
Property of Edgewater Networks, Inc.