Sales Effectiveness with Online Meetings and Collaboration www.citrix.com/accessAnswers Challenge: Overcome sales challenges of travel costs, complex sales cycles and smaller lead pools Technology has allowed businesses to expand without borders, so naturally, the sales environment has grown increasingly competitive. Salespeople face daily challenges that need to be overcome efficiently. Internal challenges, such as ever-increasing sales goals, demand that the salesperson increase productivity. External challenges, such as new competitive threats, force the salesperson to expend additional resources to close the sale. And worldwide, trends such as increasing fuel costs, frequent travel delays and an ongoing need for sales process automation and improvement can make it difficult for a salesperson to meet or exceed quota. • • • • • • Minimize cost of sales Shorten and accelerate sales cycle Expand sales reach to broader geographic area Defend against competitive threats Provide compelling sales proposals Meet or exceed quarterly sales goals Current Environment: Delayed and Expensive Sales Cycle Using Traditional Tools. The salesperson uses a mix of phone, email and in-person meetings to lead prospects through the sales pipeline. Sales progress is halted until a face to face meeting can help the salesperson effectively deliver the value of the solution. Benefit: Citrix® GoToMeeting™ boosts sales by as much as 20% by enhancing interaction with prospects and customers to increase their satisfaction. GoToMeeting reduces the cost of sales by as much as 50% with reduced acquisition expenses, fewer sales trips and increased win rates. a c c e s s A n s w e r s | S A L E S E F F E C T I V E N E S S W I T H O N L I N E M E E T I N G S A N D C O L L A B O R A T I O N Citrix Solution: Citrix® GoToMeeting™ Corporate, the easiest-to-use and most cost-effective online meeting solution, makes it possible to shorten and accelerate the sales cycle while reducing costs and increasing results. Using this hosted online service, salespeople can easily present or demonstrate any application, file or Web site in real time from any location with Internet access. GoToMeeting increases interaction with prospects and customers without the time and cost involved in multiple face-to-face meetings. This solution improves productivity of the sales organization and enhances communication with customers. Through the All You Can Meet™ licensing model, GoToMeeting encourages salespeople to conduct as many online demos and meetings as they wish for any length of time, without fear of overage charges. GoToMeeting is easily distributed in just minutes and allows for central administration for all users. Description: Citrix GoToMeeting makes the prospect qualification process much faster and more efficient. A salesperson can demonstrate an application, collaborate on a document or cobrowse the Web with prospects literally with a click of a button. With its online presentation capabilities, GoToMeeting also allows salespeople to develop a better working relationship with prospects and customers than by simply talking on the phone or sending emails. The salesperson can converse on the phone with the prospect or customer while simultaneously highlighting or drawing on-screen to focus attention on key aspects of the product. The Citrix solution also helps build a productive relationship through online meetings in which the customer and salesperson can collaborate on documents, presentations, spreadsheets, etc. All participants can feel safe that meeting content is secure, because all GoToMeeting sessions are encrypted with 128-bit end-to-end Advanced Encryption Standard (AES). Meeting contents are never decrypted from the presenter’s desktop to the participants. With broader prospecting reach, faster qualification and an accelerated sales cycle due to higher-quality online meetings, the salesperson can help defend against competitive threats by reaching the prospect faster and delivering the solution in a more effective manner. Solution Environment: Shorter, More Effective Sales Process with Online Meeting Solution. By combining phone and email communication with online meetings, the salesperson can shorten and accelerate the sales cycle, reduce costs and improve productivity. Products: • Citrix® GoToMeeting™ Corporate Find Out More: Visit us at www.corp.gotomeeting.com to discuss your solution needs in more detail and learn ways you can benefit from this accessAnswer. ©2005 Citrix Systems, Inc. All rights reserved. Citrix® and GoToMeeting® are trademarks of Citrix Systems, Inc. and/or one or more of its subsidiaries, and may be registered in the United States Patent and Trademark Office and in other countries. All other trademarks and registered trademarks are property of their respective owners.