Services

ROI / Business Value Methodology

• Business value realization and articulation

• Business cases for CEO/COO, CFO, CIO, and Technical leads

• Impact on deals, consumption, and future customer relationship

• Standardize toolset with best practices, drive consistent field usage

Management Information

• Demonstrate value of SE contribution to business success

• Simplified reporting and planning around organisation and people

• CRM usage and hygiene, driving consistent data into QBR updates

• Consolidation of existing data sources into Enterprise Data Warehouse

• Reporting for leadership and managers

Strategic Direction

• Pre-sales of the future – pivot to SaaS, solution platform

• Evolution of pre-sales organisation and roles

• Field leadership engagement with OCTO

Training & Enablement

• Adoption of role-specific technical skills assessment framework

• Soft skills – holistic approach rather than point solutions

• Quarterly enablement and other major programs (eg. WWKO / TechSummit)

Talent Calibration & Retention

• Creation of “top talent” development program to support growth potential

• Additional guidance for SE Managers

Diversity Equity & Inclusion

• Improve appeal of EMEA SE organization for next gen talent to join and grow​

• Generate future pipeline of next gen talent – focus on young and female talent​

• Create opportunities for employees to build their brand

Hiring & Onboarding

• Hiring – Staffing team engagement and process

• Onboarding – Review of corporate programs, and local SE-specific activities

Subject Matter Experts

• Standardize process for bringing new technologies into the mainstream SE organization

• Review existing SME programs (corporate, EMEA-wide, local)

• Publish charter and structure for future SME programs

• Determine existing EMEA requirements and implement groups where required

BU Interlocks

• Strategic - Give BUs an ongoing insight of the EMEA market

• Tactical – Offer BU updates to SE teams, SE customer challenges

• Standardize tools/teams/process

Professional Services Engagement

• Take a programmatic approach to engagement between SE and PS

• Establish handover and handback tools, documents, and processes

• Build and socialize field repository

SE Manager Community

• Drive a consistent approach to coaching and development for SE teams

• Define and implement a strategy for development of SE Managers

• Build a community for SE Manager best practice and document sharing

Better Together Messaging

• Create and update messaging for internal and OEM field teams

• Standardise approach across internal and OEM field teams

• Supplement corporate assets with SE-specific slides and materials

Communications & Collaboration

• Internal – For SE Managers and SEs

• External – Identity and value of SE organisation

• Email – DLs and establishment of newsletter plus digest

• Live webinars – All Hands, Question Time, Outside In

• Web portal – Centralised for entire organisation and for managers only

Demo Infrastructure

• Consistent availability and usage of demo resources for SEs (generalists and specialists)

• Identify all available corporate, BU, and local resources

• Define and socialise best practices for SE teams

• Engage with resource teams on improvements/gaps

RFx / PoC

• Tooling/automation around RFx

• Review PoC approach across EMEA regions – improve consistency and efficiency

Technical Account Planning

• Guardrails and guidelines for a standard approach to EMEA-wide adoption

• Governance and regular reviews

• Central content library

Business Titles

• Standardise for all roles/grades

Toolkits

• FAQ-style repository of links to all information, tools, and processes needed for the SE role

• FAQ-style repository of links to all information, tools, and processes needed for SE Managers

Career Pathways

• Grow within your role – career ladders, learning paths

• Grow within the organisation – aspiring managers, generalist <> specialist

• Grow within the business – routes to other BUs/functions

• Mentoring, decision trees, goal setting, development planning

Career Development System

• Tool and associated processes for business/professional skills