Column5 Inner Circle Inside Track Q3 2013

Another Quarter, Another Reorg… BY Steve Sussman, Column5 VP of Sales & Marketing T hroughout the month of July, I had countless discussions with VPs, AEs and ISEs regarding the recent reorg. I understand the need to adapt to the changing demands in the marketplace in order for us all to support our customers and to maintain competitiveness. However, I can also appreciate the challenges that this does cause for AEs and ISEs who are faced with new territories and new account assignments. With change always comes opportunity, and I would like to highlight a few key areas where Column5’s sales organization is uniquely qualified to deliver to help you make the most out of this opportunity: you’re at it, be sure to discuss how we can help you position one of our Rapid Deployment Solutions (we currently have 7 partner-led RDS which have been qualified by SAP) or take advantage of one of our industryspecific sales plays. Register For and Leverage Column5’s InnerCircle In his portion of this newsletter, Rick Bryant writes about some of the latest enhancements in the InnerCircle. This website was developed exclusively for SAP employees, and it can be a huge game changer in equipping SAP sales with the latest competitive information, case studies and messaging to help drive demand for EPM. Don’t Forget about Column5’s Solutions Team: Column5 has a 90% win rate when our standard sales process is followed. One of the key components of this process is engaging our Solutions team to deliver a targeted custom demo with impactful content at the exact right time in the sales cycle. Contact Column5 Sales to learn more about our library of process- Take Advantage of If you are aware of prospects evaluating Column5’s Marketing Engine: BPC (or other EPM solutions), engage Are you aware that us early so we can help you ensure a Column5 delivers an fast and successful sales cycle. average of 5 webcasts a month to help create demand for SAP EPM solutions? How do you make sure that your specific, industry-specific and technologycustomers and prospects are aware of this specific starter kits and custom demos which content? Simply schedule an account review can help accelerate your sales cycle. Many of our session with one of our Inside Sales team recent wins (from net new SME accounts like members, and they will get you started. While Phillips Medisize to large LE wins such as Intel and Apple) included detailed competitive demos from Column5 to neutralize the competition and solidify the software decision for SAP. Column5 continues to make investments to expand our knowledge in emerging technologies such as HANA, Mobility and Cloud to incorporate these into our messaging with customers and prospects. At any given time, we are actively engaged in over 30 projects around the globe, helping customers use SAP technology to automate planning, forecasting, consol idations, reporting and analysis processes. Our implementation projects are an ideal time to plant seeds for expansion: integrate BOBJ BI with BPC, add Disclosure Management onto a consolidations application, position FIM and Data Services to help address the need to access multiple data sources, distribute reports/dashboards to mobile devices, and take advantage of HANA to support larger data volumes and improved access to real time data. 4 INNER CIRCLE INSIDE TRACK www.Column5.info

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