October 27, 2003
Mr. David Cryer
Xilinx
2100 Logic Drive
San Jose, CA 95124
David:
It was a pleasure speaking with you this week about Xilinx and about the telemarketing project that you are working
on. Having worked with high-tech companies for several years, most recently at AMR Research and Nexgenix,
Inc., we know exactly what you are looking for—an “engine” that can help Xilinx duplicate the inside
telesales model from the US to the rest of the world, inbound and an outbound telemarketing support to
follow-up on mailings to customers and invites to events, and a highly customized program to meet your
evolving telemarketing and telesales needs.
This is exactly why we formed Tele-SalesForce.com. Our company was founded by a team of leaders from top
software solution and consulting companies and call center experts who joined hands to take Strategic Marketing to
the next level, by extending it to execution. This team has been providing this service for the past 18-24 months,
and recently launched a formal offering called Tele-SalesForce.com.
The primary benefits of this service are as follows:
1.
2.
3.
Our unique team that understands the high-technology industry, telesales and telemarketing, and the
your unique software application and hardware (PLD’s) – Our team comes from various high-tech
companies and enterprise software companies including Intel Corporation, Rockwell Technologies, Oracle,
i2 Technologies, AMR Research, and more. We understand your unique business model, how the software
side of your business works, and the overall industry terminology. We can translate these things into a
successful telemarketing campaign to insure success for your projects.
Variable cost model – Why hire telesales people around the world at a fixed cost, when you can work with
the best team of industry veterans and a telesales support staff that can flex with your needs?
Connected to the best network of Indian Call Centers – One of the founders of Tele-SalesForce.com ran
several call centers in Calcutta, India and is currently employed at the leading provider of telesales in
Calcutta. She is working with Tele-SalesForce.com to oversee all strategic telesales campaigns and insure
that the highest quality of service is delivered to our customers.
David, we are looking forward to working with you to role out multiple telesales campaigns for your inbound and
outbound telemarketing campaigns. I have attached a high-level budgetary proposal for your review and look
forward to meeting with you and Sandib Vij in the next few weeks.
Sincerely,
Chad Burmeister
EVP of Sales
Tele-SalesForce.com
This document is confidential. No part of this document can be shared with any party outside those explicitly named in this legal
contract paper.
AND
Budgetary Proposal
Tele-Sales Support
November 3, 2003
This document is confidential. No part of this document can be shared with any party outside those explicitly named in this legal
contract paper.
Table of Contents
Introduction ..................................................................................................... 4
Project Definition ............................................................................................ 4
Tele-SalesForce.com Solution Overview ....................................................... 4
Why Tele-SalesForce.com?......................................................................... 4
TeleSalesForce.com Eight-Step Process ..................................................... 4
Benefits of the Solution ............................................................................... 5
Solution Proposal: ........................................................................................... 6
References……………..…...……………………………………..…………7
This document is confidential. No part of this document can be shared with any party outside those explicitly named in this legal
contract paper.
Introduction
This document is a commercial proposal of the Tele-SalesForce.com (“TSF”)
Solution to the Xilinx Tele-Sales project.
Project Definition
Xilinx is launching several telemarketing initiatives in the next few months and is
interested in full-time telesales support services throughout 2004. There will be a
combination of inbound and outbound support needed, making/handling
international and domestic calls. A primary goal is to duplicate the US successful
telesales efforts of selling an annual renewal to the software license AND
following up on corporate marketing mailers to bring people to conferences and
events (11 events per year).
Xilinx has realized, like many high-tech companies, that professional telesales
support is much more cost effective than having highly paid Account Executives
do the work, and that the ROI of professional telesales can be in the millions.
Campaign Objectives: There are several campaigns that we have discussed
including inbound, outbound, and additional services.
Outbound Telesales Campaigns
Software License Renewals – 99% of revenue at Xilinx comes from Silicon.
Therefore it is important that the AE’s are focused on selling this product.
However, there is good money in selling the software renewals to satisfied Xilinx
customers. According to Dave, “a few million dollars of business is just not
happening”. There are about 5000 European customers and most of them do
not renew. If they would simply get a phone call asking them to renew, most of
them probably would. NEED: 2-3 outbound tele-sales professionals calling
European (and potentially US) customers to ask for renewal of software license.
Telesales Rep will need to be able to accept credit cards over the phone for this
renewal.
Corporate Events/Trade Shows – 10 times per year, Xilinx holds regional
corporate events and 1-2 times a National event. Marketing through email and
letters is effective but will be even more effective if someone follows up with the
contacts a few times after the invite gets sent. NEED: 1-2 outbound tele-sales
professionals calling global (mainly US) companies to invite them to Xilinx
events.
Upselling Opportunities – There are dozens of other products and services that
can be up-sold to customers, telesales support will ultimately be needed to help
with these activities.
Electronic Marketing and Collateral/Web Hits – Additional services will be
required as well such as e-mail and collateral, follow-up on web hits, etc.
This document is confidential. No part of this document can be shared with any party outside those explicitly named in this legal
contract paper.
Inbound Telesales Campaigns
Initial Qualification – Xilinx is getting thousands of “leads” and the Account
Executives are complaining that they just cannot qualify all of them. It is too
costly to bring on additional inside sales support so outsourced telesales seems
to be the answer. NEED: 2-3 inbound tele-sales professionals to handle web
inquiries and inbound calls from potential prospects inquiring about Xilinx. There
will be a minimal list of qualification questions, and communication protocol set
up to only send the AE’s qualified leads, not all of the leads.
E-Commerce StoreFront
Samples – Often, customers will want to receive samples. Telesales will need to
accept the request and initiate the proper pick information to get the proper
sample to the customer.
eCare Inquiries – Questions such as how to register online, how to pay,
shipping inquiries, etc.
Missing Information – Often the customer will forget to fill in information on the
web site, there is a challenge with certain products being tax exempt, etc.
NEED: TBD
Additional Support Services Required:
Understanding of our needs – The above needs are a high-level output of an
initial conversation with David Cryer. Upon selection, additional meetings to
determine size, scope, nature of campaigns will be required. A full time “Project
Manager” person will be required to formally map the requirements to the TeleSalesForce.com solution.
Education - Ability to educate call center staff on how to launch the campaign,
utilize the required technology to accept credit cards, terminology on industry
terms, etc.
Strategic Marketing Resource – Consultant type person that knows the hightech vertical and software selling who can help us establish a script, continually
monitor the telesales people, and improve the campaigns on a daily basis.
This document is confidential. No part of this document can be shared with any party outside those explicitly named in this legal
contract paper.
Tele-SalesForce.com Solution Overview
Standard Service Offering - Tele-SalesForce.com was created over the past
18-24 months by a team of people operating in the US and offshore in India.
Through a proven 8-step process, Tele-SalesForce.com will help you build a
viable list of companies to call into, design an appropriate tele-sales script, and
then monitor the campaign to help you get the results you are looking for.
Xilinx Service Offering – Xilinx already has customer “lists” established and
may not need support in building the lists of prospects. Tele-SalesForce.com
value add for Xilinx will be to determine the types of programs required, codevelop the scripts for inbound and outbound telesales, educate Xilinx personnel
on what is required to launch a successful campaign using offshore telesales
support, and staff according to the strictest requirements that Xilinx will have. In
addition, education will be paramount to the success of the program. Our
operations team has 15+ years of experience in the high-tech and software
industries and were born and raised in India. This combination of understanding
of the US market, and Indian culture is one of the reasons why Xilinx should
choose Tele-SalesForce.com to launch your offshore telesales campaigns.
Tele-SalesForce.com provides a cost competitive way for you to test new
campaigns, up-sell software to your current customers, sell maintenance
renewals, and help marketing efforts to invite people to your monthly conferences
and events.
Tele-SalesForce.com Services
Outbound Calls
Telesales and Telemarketing
Business Development
Surveys
Lead generation, lead qualification
Mailing follow up
Inbound Calls
Customer service
Technical support
Telemarketing
Internal help-desks etc.
Additional Services
Database development and list cleaning
Market Research
This document is confidential. No part of this document can be shared with any party outside those explicitly named in this legal
contract paper.
Tele-SalesForce.com Outbound Call Approach
Benefits of the Solution
With this approach, Tele-SalesForce.com will deliver quick results, better
success ratio in clients reached, and reduced costs:
INCREASE SALES
 Increase outbound telesales calls by more than 1000%!
 Improve telesales call success ratio by more than 100%!
 Free up your AE’s time to focus on strategic opportunities, and building a
business and less time making traditional “telesales” calls!
 Account Executives focus on hard qualification and closing of leads
generated by TSF, and their strategic pipeline accounts!
DECREASE COSTS
 Offshore telesales costs can be 40-60% less than US based telesales
organizations
 Improve communication with your telesales reps located around the world
through a communications protocol through email and Yahoo Chat.
 Monitor activity made by your telesales team for effectiveness
This document is confidential. No part of this document can be shared with any party outside those explicitly named in this legal
contract paper.
IMPROVE TIME TO MARKET!!!
 To win deals, you have to know about them. It’s important to focus on
building a pipeline and now that the market is turning, now more than
ever, a success driven telesales team can help you win!
 Don’t let foreign accounts software maintenance expire so that they can
buy your competitors hardware. Let Tele-SalesForce.com sell these for
you.
Solution proposal:
(NEED HELP HERE!!! Might need to add descriptions of what is done in each
stage!?? Also, try to differentiate us as much as possible. They may try to use
this as the template if they go to RFP, would be my guess.)
Tele-SalesForce.com Proposal includes the following:
Tele-Sales Services
Discovery Study (2 Weeks x 1 Resource) = 80 x $150/hour = $12,000
- Company background research (yours)
- Understanding of your competition
- On-site interviews
Detailed Project Roadmap Design (1 Week x 1 Resource) = $6,000
Departmental Interviews (1 Week x 2 Resources) = $12,000
Script Building (2 Weeks x 1 Resource) = $12,000
Inbound
Outbound
E-Commerce Store Front
Technology Requirements (1 Weeks x 2 Resources) = $12,000
Credit card
Web site
Technology Deployment (3 Weeks x 2 Resources) = $36,000
Credit card acceptance
Web site
Set-up Communications Protocol (1 Week x 1 Resource) = $6,000
- Set-up communication protocol between tele-sales person and your
company (includes email, chat, daily reports, lead report form)
- Set-up REPORTING MECHANISM (daily/weekly, format TBD)
Education (3 Weeks x 2 Resources) = $36,000
US Based (1 Week x 1 Resource) + travel
Offshore (2 Weeks x 2 Resources) + travel
Testing (2 Weeks x 3 Resources) = $36,000
Go-Live
TOTAL COST OF SET-UP = $168,000
Post Go-Live
Tele-Sales Support People
Price Per Telesales Rep $24/hour
This document is confidential. No part of this document can be shared with any party outside those explicitly named in this legal
contract paper.
*Suggested # of telesales people: 10
Total Annual Cost of Tele-Sales Service:
10 TSR’s x $24/hour x 8 hours/day x 255 business days/year = $489,600
*Commit to a 1 year contract x 10 full time TSR’s and receive a 10%
discount off of telesales support services = $440,640.
TOTAL COST FOR UP-FRONT SET-UP PLUS 1 YEAR CONTRACT (Included
10 TSR’s full time) = $168,000 + $440,640 = $608,640 + T&E
Xilinx, Inc will provide
- Access to key employees to support this process
- Primary Project Manager responsible for the program
- Travel expenses
- Initial list of companies to call
- List of contacts and phone numbers
- Up-front payment for all consulting services, telesales services paid
monthly (net 15 days)
- Company background information
- Time for Tele-SalesForce.com to talk to Executives and Account
Executives to establish the initial tele-sales scripts, etc.
Additional Price Incentives & Programs:
Major Account Status is a program reserved for only the finest strategic partners
within the worldwide Tele-SalesForce.com client groups. The Program offers
significant advantages in the areas of:
 Educational / training offerings
 Business process development consulting
 Increased visibility in new product development, including test station
status for alpha products
 Full time account management within the Tele-SalesForce.com sales and
support group
 Greater recognition within the industry sector
 A higher level of relationship development within the partnership
We have reserved significantly better pricing options (software product
components and TSR support only) for program members and a priority for the
reservation of resources! It would be our pleasure to discuss the qualification
process in detail at the appropriate time.
This document is confidential. No part of this document can be shared with any party outside those explicitly named in this legal
contract paper.
Summary Roadmap
W1 W2 W3 W4 W5 W6 W7 W8 W9
W10 W11
Discovery Study
Detailed Design
Data Integration
Customization
Installation
Testing and performance tuning
Training
Go live and Roll out
(THIS NEEDS TO BE SET FOR OUR
PLAN)!!!
This document is confidential. No part of this document can be shared with any party outside those explicitly named in this legal
contract paper.
Tele-SalesForce.com References:
Dr. Yasser Al Kazaaz
EVP of Software Products
Nexgenix, Inc.
Cellular: 714-514-7711
Mr. Chad Probst
Director of Sales
Electronic Payment Providers, Inc.
Cellular: 602-740-3819
Mr. Steve Lapour
Account Executive
EMC Corporation
Cellular: 816-210-4552
Mr. Bob Bolinger
Partner/Distributor
Quixtar
Cellular: 714-767-3406
Chad Burmeister Personal References:
Mr. Jay Lukash
IBM (ex-i2 Account Executive)
Cellular: 214-435-5362
Mr. Jason Stewart
WebMethods (ex-i2 Account Executive)
Cellular: 760-420-0960
Mr. Ralph Torres
VP Sales
WonderWare
Cellular: 949-300-0782
Offshore Telesales Company
References:
Provided upon request
This document is confidential. No part of this document can be shared with any party outside those explicitly named in this legal
contract paper.