Sales Onboarding

HexagonSales Onboarding

Welcome to HexagonAmericas Sales Onboarding 2023

Sales Onboarding Journey - Knowing the team

The first part of your sales onboarding journey will begin with getting to know the great people who are part of the Americas Asset Lifecycle Intelligence and their teams.

Pre-Sales & Operations

Page 12

Objectives

Page 5

Americas Leadership

Page 6

Sales

Page 9

Growth

Page 19

Services

Page 16

Sales Onboarding Journey - Departments

GoSell

Portfolio Sales Enablement (PSE)

Page 31

Page 33

Marketing

Page 22

Human Resources

Page 25

Customer Success

Page 28

Finance & Legal

Page 36

Sales Onboarding Journey - Process

Consensus

Page 43

PDEOMS

Page 40

Smart Cloud

Page 45

Solution Support

Page 38

The "GO" Platform

Page 47

Useful Links & Resources

Page 49

Objectives

• Who's Who at Hexagon ALI
• How they can help you?
• How to engage with them?
• How can this team help you be successful?
• Initiatives in our Organization

What you will learn

Know our Sales Leaders

Americas Leadership

Americas Leadership Team

Add Welcome Video from Jerry here

America's Leadership team is led by Jerry Belanger.The areas are distributed in Sales, Pre-Sales, EAM, Services, and Growth. We also have the Human Resources department supporting all Americas.We will explain each one on the next slides.

Americas Leadership Team

Laurine Willie-PaulHuman Resources Americas

Sales

Americas Sales Leaders

Owner Operators (OO)

EPC/Strategic Accounts

Canada & Volume Sales

Overlay Sales

Paul Destephano

Brad Broughton - USA Sonia Bizier - CanadaNissim Ohana - MexicoRodrigo Ormezzano- South America

Joe Cicchillo - Canada & USANestor Lopez- South America

Sonia BizierJim Jordan

Michael Young- EcoSys (EPP)Jason Lingo- CyberSecurity

EAM

Lisa Slota - EAM

Who is Who in Sales

Win/Loss Review meetings

Who can answer your questions about sales, Sales Coverage, and useful links.

A quarterly meeting to discuss Wins and Losses opportunities.

Sales

Pre-Sales & Operations

Americas Leadership Team

Add Welcome Video from Marcelo here

Marcelo de Oliverira JoaquimVP of Presales & Operations

Ana Pacheco

Geoff Blumber

Virgil Osteicoechea

Alisa McNulty

Nancy McCallum

Barbara Ferrer

Gaby Rodriguez

Pre-Sales and Operations leaders

IM, PFC, O&M Solution Consultants

Proposals

Contract Negotiation, Order Processing, Renewals, Price Lists, Order Fulfillment

EAM Solution Consultants

Regional Operations

Industry Consultants

Design and Analysis Solution Consultants

Industry Consultants

Pre-Sales information

The Americas Pre-Sales organization is a customer-centric function designed to increase customer value by improving the quality of engagement for a customer early in the sales cycle to validate their business needs and priorities to present the optimal Hexagon solutions.

Pre-Sales and Regional Operations

SolutionConsultants

Proposal Management

Contract Lifecycle

• Technical expertise
• Demonstration of value

RegionalOperations

Solution Consultants (IM, PFC, O&M)

Info

Solution Consultants (E&D)

Solution Consultants(EA M)

Field Sales Support Additional Support

Technical documents and proposals

Alignment and integration between functional areas Processes and systems Operational Excellence

Industry expertise Strategic advice Business Value

• Mission and Vision
• Meet the team
• Points of contact by Vertical/Solution
• Demos

Services

Americas Leadership Team

Add Welcome Video from Lotta here

​​​​​​​Services team supports the software (solutions) sales and ensures customer success, empowering success. Accelerating Value: Delivering Client Outcomes and Expanding our Solution Reach.

Who is Who in Services

Services

Leveraging services as a differentiator to support software growth and customer success.

• Delivering excellence in all our areas of expertise.​​​​​​​
• Living our values.

Growth

Americas Leadership Team

Add Welcome Video from Marion here

The regional Growth for America's team is responsible for the following:• Led the development and execution of the Regional Business Plan • Providing Growth Initiative Execution Ownership • Providing oversight of acquisition integration planning and execution for the region • Oversee the Alliance Partner Program for the Region

Growth

2023 Regional Business Plan

Marketing

Americas Leadership Team

Add Welcome Video from Lori here

Marketing

Marketing Business Plan 2023

Who is Who MKT team

Human Resources

Americas Leadership Team

Add Welcome Video from Laurine here

Human Resources

HexConnect

B.E.A.M. Boosting Employee Achievement & Morale

Job Families

Internal Career Portal

HR Contacts

Customer Success

Americas Leadership Team

Add Welcome Video from John Simons here

Customer Success Management (CSM)

Who is Who in CSM team

Mission: Be the trusted advisor to customers throughout the journey from discovery through onboarding, adoption, nurturing, and growth, to ensure they achieve their business objectives and recognize value through optimal adoption of Hexagon solutions.Driving value: The CSM process creates satisfied customers ready to do more business with Hexagon

Who is Who in CSM team

System Training & Reporting Requests & System Issues / Help tickets

GoSell

GoSell is an acronym: Globally Optimized Sales Enablement Lighting Launchpad

GoSell: Collaboration, Piloting, and Process

GoSell

GoSell Training

GoSell Link

Here you can manage your customer accounts, create and submit quotes, check your opportunities, pull reports, etc. Salesforce software.

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2

3

Portfolio Sales Enablement

PSE

The Portfolio Strategy & Enablement (PSE) team is an organization with the charter to define the global growth strategy for our targeted portfolio segments and expand on our enablement excellence.

PSE- Portfolio Sales Enablement

Click here to find out more!

Sales Excellence is responsible to promote sales strategy and guidance for better selling, realize value to our customers, and improving sales process in our region and globally.​​​​​​​

Who is Who in Sales Excellence

Sales Excellence

Sales Methodology

Introduction

Sales Playbooks 2023

Finance & Legal

Responsible for financial planning, execution, and control of regional budgets and business operation functions associated with the organizations they support, participating in organizational strategic plans and forecast objectives, and supervising customer service agreements regarding structure, pricing, revenues, and company margins.

Who is Who in Finance

Finance

Info

The legal team is responsible for negotiating, and/or administrating contractual documents that establish business relationships with vendors, customers, and/or partners within the applicable region. In order to aid in more efficient management and service of email requests received in the Legal mailbox, please be sure to include the CUSTOMER NAME and any other identifying information (PO #, Quote #, specific subject matter, etc) in the email subject line. Even if forwarding something to us, please be sure to update the subject line so that it includes this information.

Legal

Who is Who in Legal

Info

Solution Support

Solution Support

Mission: Be the trusted advisor to customers throughout the journey from discovery through onboarding, adoption, nurturing, and growth, to ensure they achieve their business objectives and recognize value through optimal adoption of Hexagon solutions.Driving value: The CSM process creates satisfied customers ready to do more business with Hexagon

More details

Who is Who in Solution Support team

PDEOMS

Plan, Design, Execute, Operate, Maintain, and Secure

Video (Jerry, Gaby and Marcelo) message

PDEOMS

Learn more about Plan, Design, Execute, Operate, Maintain, and Secure

Operate

Plan

Design

Execute

Page XX

Secure (comming soon)

Maintain (coming soon)

Plan, Design, Execute, Operate, Maintain, and Secure

PDEOMS

Complete the Micro-Learning Upskill Modules to increase your knowledge and improve your consultative selling skills in each Smart Digital Reality (SDR) pillar.

Digital Projects

Digital Assets

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Consensus

It is an interactive demo catalog that allows you to send interactive video-based demos to your customers and prospects!

Consensus

Request a new demo to be added to the catalog.

Are you a little bit lost? Access our micro-learning materials on how to use our demo platform!

Explore our demo catalog and see what demos we're working on!

Smart Cloud

Training link......

Smart Cloud

Go Platform

Go Sell

Customer Relationship Management (CRM) can give you a clear overview of your customers.

Go Pitch

Your One Stop Shop for Products & Solutions. This interactive hub allows you to share content with colleagues, pitch it to customers and track engagement.

What is the GO Platform?

Go Portal

One place for access to global internal news and announcements and to provide your input.

Go Learn

On this page, you can find interesting trainings to improve your selling.

Useful Links

Winnews

Organizational Announcements

Acronyms

Who is Who guide

Americas ALI Portal

GoPortal

GoSell

HexConnect

Leadership

Sales

Sales

Sales

Sales

Sales

Sales

Sales

Services

CS

HR

Growth

Pre-Sales

MKT

Extra Resources

Services

Americas Portal page

Customer Success

MKT

Americas Portal page

Americas Portal page

Pre-Sales

Americas Portal page

Sales

Americas Portal page

Thank you!

Industry- Facilities (FAC)Industry-Manufacturing Discrete (MD) Industry-Manufacturing Process (MP) Industry-Public Sector PS (federal, state, local) Industry-Health Care (HC) Industry-Oil&Gas (OG) Industry-Utilities (Water&Electrical) Industry-Transit & Rail (TR) Industry-Fleet (FL) Industry-Fleet (FL) Industry-Life Sciences (LS) Industry-Services (Construction, IT Services, High Tech) SR Industry-Mining