Design Thinking

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Learning Launch

Sales

Design Thinking

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Challenge     Idea:    I’m a member of my organization’s Sales Department and our challenge is to increase the  Revenue from Sales of IT Services & Solutions    Stakeholders:    The scope of the project covers the primary stakeholders which consists of the Middle East Field  Sales team, Inside Sales & Pre-Sales teams supporting the region & the secondary stakeholders  that includes Marketing. The duration of this project should not exceed 3 months considering  the shorter learning curve allowed for Sales, however, the solution should focus on improving  the overall Regional Sales numbers.     Selection    We have experimented with several Design Thinking tools and are ready to embrace “Learning  Launch” tool as well.      Learning Launch is a concept used to test an idea / prototype until a solution is reached    The steps involved are as listed below;

Application & Insight    The initial focus was limited to converting the existing pipeline to improve visibility, however,  owing to a variety of factors the churn ratio was < 15%

Design Thinking

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It was decided that we undergo a quick 2-day crash course on time management and realized  that the primary issue was our inability to allocate accounts into buckets based on priority &  impact.

Upon consensus from the group, on the new idea, through extensive brainstorming helped us  improve our funnel by over 40% over a 6-week period    Approach    Our team believes this is the best Design Thinking tool since the framework is based on the  approach that learning almost always trumps the stigma associated with success or failure that  limits innovation and growth in businesses. Further as a concept the key to success is almost  always on action and not analysis, agility and not mind-numbing analysis

Existing  Clients

Cold

Pursuits

New

Pursuits

High Priority

High Impact

Low Priority

High Impact

High Priority

Low Impact

Low Priority

Low Impact

Priority  Matrix

High Priority

High Impact

Low Priority

High Impact

High Priority

Low Impact

Low Priority

Low Impact

Priority  Matrix

High Priority

High Impact

Low Priority

High Impact

High Priority

Low Impact

Low Priority

Low Impact

Priority  Matrix


Design Thinking Proprietary and Confidential Page 1 of 3 Learning Launch Sales Design Thinking Proprietary and Confidential Page 2 of 3 Challenge Idea : I ’m a member of my organization ’s Sales Department and our challenge is to increase the Revenue from Sales of IT Services & Solutions Stakeholders : The scope of the project covers the primary stakeholders which consists of the Middle East Field Sales team , Inside Sales & Pre - Sales teams supporting the region & the secondary stakeholders that includes Marketing . The duration of this project should not exceed 3 months considering the shorter learning curve allowed for Sales , however , the solution should focus on improving the overall Regional Sales numbers . Selection We have experimented with several Design Thinking tools and are ready to embrace “ Learning Launch ” tool as well . Learning Launch is a concept used to test an idea / prototype until a solution is reached The steps involved are as listed below ; Application & Insight The initial focus was limited to converting the existing pipeline to improve visibility , however , owing to a variety of factors the churn ratio was < 15 % Design Thinking Proprietary and Confidential Page 3 of 3 It was decided that we undergo a quick 2 - day crash course on time management and realized that the primary issue was our inability to allocate accounts into buckets based on priority & impact . Upon consensus from the group , on the new idea , through extensive brainstorming helped us improve our funnel by over 40 % over a 6 - week period Approach Our team believes this is the best Design Thinking tool since the framework is based on the approach that learning almost always trumps the stigma associated with success or failure that limits innovation and growth in businesses . Further as a concept the key to success is almost always on action and not analysis , agility and not mind - numbing analysis Existing Clients Cold Pursuits New Pursuits High Priority High Impact Low Priority High Impact High Priority Low Impact Low Priority Low Impact Priority Matrix High Priority High Impact Low Priority High Impact High Priority Low Impact Low Priority Low Impact Priority Matrix High Priority High Impact Low Priority High Impact High Priority Low Impact Low Priority Low Impact Priority Matrix