June 15, 2018

MILLER HEIMAN GROUP

Sales Enablement Communication
Hello Miller Heiman Group Associates, Channel and Partners,

The Sales Enablement Team is happy to share some of the educational opportunities and other valuable MHG
information to keep you updated. This issue is packed with information. Please be sure to read all the updates.
- Entering Channel Ready Sales Opportunities
- SFDC Modification: Opportunity Discount Approvals
- SSwP and Scout Education Opportunities
- Star Report on Top Users and Content
- MHG Portal Directory
- MHG Who to Call
- Sharing Your Content in Star
- Sharing BOX content with others
- New mailbox for Product Support and Customization
- Education Sessions thru June and early July

Attention: Educational Recordings for SSwP are now available in

Saber > SSwP and Scout. You can listen to the full 90 minutes of
education or a mini-module on a specific topic of interest

Entering Channel Ready (Channel Enablers family) Sales Opportunities in

SFDC and the Selections of Options
Please take a moment to review the list of options in SFDC when entering Channel Ready opportunities. We want to
make sure you are selecting the correct options for the products and services within the Channel Enablers family of
options and not confusing these selections with our Channel Partners (i.e. ISC’s). Please review and it should help
you properly select the correct items and not confuse them with other services delivered by our ISC Channel. If you
need support or guidance when forecasting and selecting from the Product Picker, please reach out to your Sales
Leader or Sales Operations for guidance. In addition, Greg Nutter is always available to help define and support any
solutions that involve Channel Enablers and the offerings and services from that family of products.

In short, if a product in SFDC has the word “channel” in it, it designates a channel enablers family offering ONLY and
has nothing to do with whether or not the MHG channel of ISCs are involved. Services not related to Channel
Enablers family products should use other products that do not include the word “channel”. Services to support
Channel Enablers product family IP should ALWAYS have the word “channel” in their description.
All the following are “channel” IP products in any manner (public, ILT, customer delivered, e-learning, vILT, etc.) –
they all belong to the product family “Channel Enablers”.

a. Achieving Channel Leverage g. Effective Partner Planning

b. Channel Partner Management h. Influencing Partnership Outcomes
c. Channel Sales Financials i. Influencing Partnership Outcomes Reinforcement
d. Channel Success Essentials j. Leading Trusted Partnerships
e. Coaching Partners to Results k. Executive Alignment Workshop
f. Effective Partner Planning

1) There are different variations of “services” as follows:

a. Channel Workshop Facilitation
i. Facilitation for one of the above programs
b. Channel Product Consulting
i. Ad hoc consulting related to a Channel Enablers family program.
ii. Note that this does not follow the same process of MHG product consulting
c. Channel Strategy Consulting
i. Ad hoc STRATEGY consulting either related to an Executive Alignment Workshop or general
strategy consulting (note that this offering is considered to be a Channel Strategy offering and can
only be sold/delivered by someone who is certified to deliver channel strategy offerings)
d. Channel Enablers Reinforcement (please do not use this selection for forecasting)
e. Channel Enablers Material Print Fee
i. The base price is listed at $1 so it allows you to adjust this rate up to whatever the
SOW/Contract reads.

SFDC Modification: Opportunity Discount Approval Process update:

Discount approvals are no longer automatically created upon product addition or modifications.
This will help Sales users as you won’t have to deal with locked Opportunities and you can modify your product line
items several times before submitting for discount approval.

You will see this notification within SFDC.

6/7/2018 Enhancement:

Attention Sales users!

The automated discount approvals on Opportunities have been turned off, which allows you to modify your products as much as
needed before it's escalated to your manager for approval. This also cuts down on locked Opportunity issues.

New steps:
1. Modify your products as much as needed.
2. Populate the Discount Notes field.
3. Click 'Submit for Approval' button when you are ready, which is at the bottom of the Opportunity page.

As a sales user, when you are ready to Submit for approval, click the button below located at the bottom of the
Opportunity page.

Be sure to populate the Discount Notes field before you click Submit for Approval.
This text field will display with your discount approval request to your manager.

A Note from Byron on SSwP and Scout:

It is an exciting time for Miller Heiman Group. We have two of the most important product launches, Strategic Selling
with Perspective and Scout, coming in July. These new offerings will arm you with new ways to drive revenue in 2018
and provide a significant change in how we support our clients and partners. It is critical we rally around a focused
go-to-market strategy to ensure our launch is seamless and our global teams are coordinated.

Now it’s time to commit to the enablement process to ultimately empower you to deliver both value and meaningful
outcomes to our customers with these offerings. Our goal is to arm you with the information you need to
effectively manage customer and prospect conversations and drive additional revenue in 2018 and beyond for SSwP
and Scout.

 Content- you will be equipped with customer facing collateral and internal selling tools to support engaging
and insightful customer conversations around these new offerings
 Training- there will be a series of webinars designed to provide you with the knowledge and selling tools to
effectively engage our customers.

INTERNAL CHANNEL SELLERS, ISC’S AND IDP’S

Link: http://achieveglobal.adobeconnect.com/r9d80vucovno/
Topic #2 Scout June 20th at 11AM EST and again at 8PM EST
Topic #3 Go to Market, SSWP + Scout: June 27th at 11AM EST and again at 8PM EST

DIRECT SELLERS, BUS DEVELOPMENT TEAMS AND PUBLIC SESSIONS SELLERS

Link: http://achieveglobal.adobeconnect.com/r9d80vucovno/
Topic #2 Scout June 21st at 11AM EST and again at 8PM EST
Topic #3 Go to Market, SSWP + Scout: June 28th at 11AM EST and again at 8PM EST
Reminder: These are required educational sessions for our sellers. Other MHG Associates may also experience this education
via Saber once the session is completed and we have loaded them into Saber.

 Coaching- we will host weekly, ongoing office hours as an open forum. These office hours will provide a
standing time in the calendar where you can get your questions answered and speak to an expert to further
build your expertise.

Offering: Date/Time Options*:

Strategic Selling with Perspective Recurring, June 18th thru Sept 28th
Mondays at 8PM EST and Wednesdays at 11AM EST

Scout Recurring, June 25th thru Sept 28th

Tuesdays at 8PM EST and Thursdays at 11AM EST
*Exceptions: We will not be hosting any Office Hours during the week of July 2nd.

If you are unable to attend live they will be recorded and distributed to ensure access to all the content and tools
provided in the training sessions. I appreciate your support and look forward to your response as you get more
visibility to our exciting new products.
 Monthly Report
Top Users Visited STAR - Top user visiting STAR is based on number of times logged on, viewed items and/or
download content

No. 1 - Sonya Thomas No. 2 - Kristen Sutcliffe No. 3 - Chris Seidl

Users viewed most items within STAR

Kristen Sutcliffe Chris Seidl Sonya Thomas

269 Items 199 Items 196 Items

Most Viewed Assets:

o Welcome to STAR Vide (145)
o NA Price Guide (60)
o Sales Ready Sales Deck (44)
o Public Certification Event Calendar (32)
o Electronic Roster Launch - Presentation (26)

A New MHG Portal Directory

MHG Portal Directory
In our everyday lives we visit Internet websites mindlessly. Accomplishing our day-to-day tasks within Miller Heiman
Group we use multiple web addresses. To help guide you in your business, MHG Portal Directory list frequently used
web addresses, description and space for you to add login/password as a cheat sheet. Locate this document on STAR
by using the Search feature.
 MHG Who to Call List
Miller Heiman Group Who to Call list has been updated within Saber. Find the updated information with Saber: Miller
Heiman Group > Who do I contact to…?
 TIP for (Sharing Your) Content and Info – Internal Use Only
Sales Enablement is always looking for and asking for Successes to share with all our sellers. Sharing content,
templates, information, presentations, and more is very simple in Star. As you work with your clients and prospects,
and create new content or presentations, please share so we can have it available for others.

The Sales Enablement will review, edit, format, etc. before making it available to others.

Directions to Upload a file into STAR:

 Within STAR Tool Bar – Click ‘+’ and select Upload Document from the drop down menu
 Click Browse to select a file from your computer
 Select Open
 Choose a Library – Field Contributor
 Select - Publish
The Sales Enablement will review, edit, format, etc. before making it available to others.

Thank you for sharing your successes with others so together we can all be successful.

Sharing Box Content with Others

Box is a file sharing, storage and collaboration tool. Sharing content with users have never been easy. However, it can
be frustrating when external users are unable to access content. Listed below are ways to share documents
successfully with others.

Share a Folder:
Invite Collaborators by sending an email. Don’t forget to set the Invitee Permission level. Click the Learn More icon to
explore each level of permission.
Share a Document via Link
Share a Link
This process could be very tricky for individuals. Sharing a link
has many advantages such as allocated a specific time limit for
one to view the files and the type of access.
1. Locate the file to share
2. Select Share “…”
3. Get a Shared Link
a. To set a time limit or disable time limit – click on
design next to clock
b. To allow people to access the document – Click
on drop down “people in this file” and select
People with the Link
c. Copy the link and add it to your communication
(best practice) or email shared link (least
preferred method)
Example: 2

Example:3
 NEW Custom Support Mailbox
The Custom Team now has an Outlook mailbox — mhg.customsupport@millerheimangroup.com — to be used for
your general customization questions. The box is in effect immediately.

This mailbox is NOT for custom (or translation) estimate requests. Estimates are provided after your opportunity
has been entered into Salesforce (either you or your SVP or MHG selling partner can do that part). Change the
Opportunity Record Type from “Common” to “Complex.” Your custom (or translations) request will then be
redirected to the appropriate internal resource for scoping and quotation.

Continue to use the ProductSupport@millerheimangroup.com mailbox for your product file requests and file and
translation questions.

Brenda Fewox
Sr. Manager of Product Support
brenda.fewox@millerheimangroup.com

EDUCATIONAL OPPORTUNITIES
CSOi – Quarterly Update
Invites will be going out soon thru Outlook
July 2nd @ 7:00 – 8:00 PM EST Link: http://achieveglobal.adobeconnect.com/r767zjc2eimp/
July 3rd @ 10:00 – 11:00 AM EST Link: http://achieveglobal.adobeconnect.com/r166efn1z55a/

Competitive Discussion – CEB

Hopefully you have had the opportunity to review the battle cards that are published on Star. Your colleagues, Jeff
Gardner and Nicole Simonsen will host a 30 minute (plus) webinar to expand your knowledge on CEB (Challenger)
and provide new competitive insights. The agenda for this call will cover:
Agenda:
• Introduction to the Gartner/CEB Challenger business and model
• How often and in what context do we compete with Gartner/CEB Challenger historically?
• Comparing Gartner/CEB Challenger & MHG (focusing on overlapping capabilities)
• Gartner/CEB Challenger’s strengths, weaknesses and areas where our solutions work well together
• How to effectively engage Gartner/CEB Challenger’s current client base
• Q&A

Our goal is to make this highly interactive and sharing of competitive experiences that can benefit the team when
competing head to head with CEB or organization using Challenger. We look forward to having you join us!
July 9th @ 7:00 – 7:30PM EST
Link: http://achieveglobal.adobeconnect.com/r9d80vucovno/
(Note: This will be recorded if you are unable to attend)
SPIN Selling Conversations – Delivery Certifications
We have just two seats left in this class. If you have a interest, it is imperative to reach out this week so we can
coordinate with the facilitator for this session and push out the prework.
7/9 – 10, Tampa office, 2 day delivery certification
(pre-requisite is the completion of the classroom ILT for SSC)

LAMP2.0 – Sales and Delivery Transitional Certifications (from original LAMP to LAMP2.0)
Invitations will be going out to specific groups for these upcoming sessions. Open invites for all others will be coming
in Q4 and at the GSC
7/16 @ 11AM – 12:30PM EST Performance Consultants, SME’s and SVP’s/SD’s
7/16 @ 8PM – 9:30PM EST Performance Consultants, SME’s and SVP’s/SD’s
7/19 @ 8PM – 9:30PM EST Sellers and Facilitators with pending Opportunities
7/20 @ 9:30AM – 11AM EST Sellers and Facilitators with pending Opportunities
8/6 @ 5PM EST ISC’s/IDP’s who need to complete your Certification from GSC
8/17 @ 9AM EST ISC’s/IDP’s who need to complete your Certification from GSC
Note: Please make sure you are identifying opportunities in SFDC and working with your SVP, SD or Sales Leaders on
any LAMP2.0 opportunities so we can support your educational and certification needs.

GET READY (To Be Ready) Onboarding with Perspective Selling Essentials

7/30 – 8/3 in the Tampa office
We are finalizing the plans for an onboarding session for new sellers (Direct and Channel). More details and
information will be coming out soon.

SSwP Transitional Delivery Certification

As you heard on Topic #1 – SSwP Knowledge Builder (recordings now on Saber), we are finalizing the dates and
locations for these certifications. We should have this final by the end of this week so we can begin sharing dates,
locations, and more for those in this first phase of certifications.

Professional Sales Coaching (PSC) – Delivery Certification

We have some interest from our Channel on offering this Delivery Certification in August – most likely in Tampa.
Please connect with your Channel Manager, Maeghan in NA, or Sales Enablement if you have an interest so we can
coordinate on dates. This class will be limited to 8 participants and now includes a check-out.
Strategic Selling Funnel Management – Virtual Program Overview to support a Sales Certification
We are finishing up the education to offer a virtual program overview to support a Sales Certification for this
program. We are looking to offer it twice to support all regions with a maximum per class of 20 participants. Stay
tuned while we finalize the dates for an August delivery.

Sales Enablement - our team is here to help you succeed. If you have questions, want to offer a
suggestion or two, or simply want to work on your personal development, please reach out. We can
help you understand the course options or education is available to you: both on Saber or Success
Factors. DISTMillerheimangroupSalesEnablementTeam@millerheimangroup.com

From Your Global Sales Enablement Team and Happy to be serving you…Patti and Valerie