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WATER: Leading Specialists for Business and Sales Performance Improvement
01WATER IN BRIEF
02SERVICES
03SOFTWARE
04MARKETING
01
WATER IN BRIEF
Experience: We dont just talk it, we live it
The professionals at Water have been providing business services,
business support and training services for more than twenty-years.
We bring a wealth of real-world experience and success from a variety of companies – both big and small – including the IBM Corporation, Hewlett-Packard Company, Microsoft Corporation, GE, Oracle,
Sun Microsystems, Dell, Bloomberg, Hitachi, SMCC, Oxford Hill Consulting and Harland Clarke.
We have amassed a repertoire of experiences that we bring to bear
on the issues facing our customers every day. Whether it's executive
& management coaching, Imaging & Output (print, copy, fax, document-related workflow), Sales Force Training & Support, Strategy Development and Execution, Marketing, Market Development, Business
Development or General Business Improvement Consulting, we can
help you improve your performance and effectiveness.
The Water Training Institute
The professionals at Water have been providing sales training, Managed Print Services training, assessment & analysis training, presentation skills training, and strategy training for more than rwo decades.
Through The Water Training Institute - our vehicle for delivering the
most comprehensive large-scale training curricula - we have assembled a team of experts and professionals whose subject-matter
expertise and knowledge are first-rate and often unsurpassed.
The Water Training Institute strives to provide the best, most comprehensive training to our clients while also providing an evaluation of
each participant's performance & preparedness, and a recommended development plan to help those that need improvement. At Water,
we believe it is not enough to simply provide the training, but that it is
quite important to provide a post-training improvement roadmap for
the participants. After all, training and learning are and should be
ongoing endeavors.
We conducted our first Managed Print Services engagement back in 1999
with Hewlett-Packard for a Fortune 500 chemical company. We are Managed
Print Services experts. Managed Print Services is a solution offering whereby
the solution provider takes primary responsibility for providing reliable print,
copy, fax, scanning and fleet management services for a customer, and they
provide these services as a bundled solution offering for which the customer
pays a single monthly fee.
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MPS Program Development
02
SERVICES
We help MPS solution providers plan for, develop and implement Managed
Print Services programs
MPS Program Evaluation and Consulting
We can review your MPS program and provide a complete evaluation to determine the strength of the program, any deficiencies, opportunities for improvement and aspects of your program that prevent it from being effective.
In addition to providing an evaluation of the program we will provide you
with actionable recommendations (and on-going support as needed) that will
make your program more competitive and effective.
Managed Print Services
MPS Sales Certification
Through the Water Training Institute's Certified Managed Print Services
Seller(TM) Sales Training & Certification Program (CMPSS Program) , we
provide MPS professionals with a comprehensive 2.5 day MPS sales training
program -- the best available in the industry -- and, for those who meet a standard of performance, we provide our seal of approval that the professional
is prepared and capable of effectively navigating the MPS sales process. In
addition, we provide a detailed written evaluation of each CMPSS Program
participant including recommendations for improvement and a customized
recommended learning curriculum going forward. The curriculum is part lecture and mostly case study, situational role play, exercise, exam and teamchallenge driven, centered on what we call The Great Water Training Institute
Sales Challenge(TM).
The CMPSS(TM) Program is conducted at designated Water Training Institute
locations for a general audience, or on-site at the customer's location for a
company-specific session.
MPS Sales Training
Through the Water Training Institute we provide MPS sales professionals and
specialists with practical, real-world-based MPS sales training designed to
improve their ability to sell the MPS solution. Our MPS sales training sessions educate professionals on the details of MPS and provides them with
proven methodologies, consultative & solution selling skills, best-practices
and selling insight cultivated from more than twenty years of high-level selling
in general, and 10 years of MPS selling specifically.
Our MPS sales training session are conducted over ½ day,1-day or 2-days.
• Sales Support / Deal Support:
Helping your sales reps close
MPS deals
• Sales Coaching: Guiding your
MPS sales process to closure
• Co-Selling Support: Serving as
a member of your direct sales
force to win important deals.
Managed Print Services
/ Imaging & Output (I&O)
Assessment Services
At Water, we have been conduct-
ing Imaging & Output Assessments since 1998. We developed a
Hewlett-Packard MPS Assessment
methodology and Assessment Total Cost of Ownership (TCO) tool
that have been used to close more
than $1Billion in MPS deals. We are
the world's foremost authorities on
MPS Assessments. We have not
only written books on the topic, published whitepapers and developed
Assessment TCO software (Foxhop
TCO Software), but we also conduct
major MPS Assessments every day.
Our MPS / Imaging & Output Assessment Services include:
• MPS Assessment Training: teaching your professionals how to
conduct comprehensive MPS/I&O
Assessments
• Assessment Program Development: helping companies establish a MPS Assessment program
• MPS Assessment Assistance: we
will assist your sales team in conducting an Assessment or we will
conduct the Assessment on your
behalf from beginning to end.
MPS Sales Support
We can assist your company's MPS selling efforts in a variety of capacities,
ranging from simply providing coaching & funnel management to your sales
team, to something as all-encompassing as serving as part of your company's sales force to directly help you sell, manage and win the most important
MPS deals (Co-Selling Support). MPS Sales Support typically includes the
following services:
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02
SERVICES CONTINUED
he professionals at Water have collectively carried a bag
T
for some of the world's most admired companies. We have
excelled at every level of sales from sales trainee to corporate
sales executive, achieving major successes and garnering
major awards over the past 25 years (e.g. four IBM Golden
Circle sales awards). Why is this important? Because we believe that if a sales trainer is going to help a company’s sales
team get better, the sales trainer must establish his/her sales
credibility; that credibility only comes from excelling at the
highest levels across multiple industries with multiple companies over myriad situations, and gaining valuable experiences
-- both good and bad -- along the way. At Water, we share
the wealth of our experience with customers to help their sales
teams become more effective sellers resulting in a higher deal
close rate. Our Sale Services include:
Sales Services
Outsourced Sales
For companies that can't afford or are not yet prepared to hire
dedicated salespeople, we provide your company with highlyskilled sales processionals to sell your products and services
as desired.
Sales Deal Support
We can lead, assist, support and/or coach your sales team in
any capacity toward the goal of winning important sales deals.
Whether it is leading a selling effort as part of your company's
sales team or simply supporting their sales efforts, the professionals at Water can help you win more business.
Sales Training
\We offer a variety of sales training programs to satisfy the
training needs of most all companies across multiple industries. Our standard ½ day, 1-day or 2-day sales programs
including the following:
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Consultative Sales Training
Solution Selling
Strategic Selling
C-Level Executive Selling
Sales Performance Improvement Seminar
Fundamental Selling
Custom Sales Training
Sales Force Optimization
We help companies improve the overall performance and effectiveness of its sales team. Whether it is re-designing the sales force structure, developing winning sales compensation programs,
sales training & coaching, sales infrastructure
design (including sales tools) or sales strategy
development we can help your company's sales
organization perform better.
Strategy Services
We have helped companies develop and execute
business unit level strategies and strategic plans
since 1993. All businesses should be guided by a
well-reasoned strategy that defines the things that
are important for the company to accomplish in order to achieve “success” and to remain viable. A
strategic plan is a roadmap that defines how your
organization or entity can accomplish its important
business goals and objectives. We can help your
company develop and execute business strategies / strategic plans in the following areas:
• Strategic Planning Consulting
• Strategy Development Workshop and Facilitation Services
• Solution Strategy Development
• Sales Go-to-Market Strategy Development &
Execution
• Market Development Strategy: For companies
that want to enter new markets with existing
products, grow their share-of-wallet in existing
markets with new products or enter new markets with new products.
Customer Advocacy
When it comes to making purchase decisions
and evaluating alternative proposals & vendors,
we can advocate on behalf of and represent your
company to help ensure that you make the best
decision possible. We can advocate for and support your company in two ways:
Sales Coaching & Development
We help your sales teams more effectively navigate the dealpursuit process while improving their sales skills in the process.
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1. Request for Proposal (RFP / RFI / RFQ) Development: Not all RFPs are created
equal; in fact, some are down-right awful! We can work with your company to
develop a RFP/RFI/RFQ that yields the information needed for your company
to make the most informed decision about the best vendor and the best solution proposition that satisfies the business need for which you requested a
proposal.
2. Proposal and Vendor Evaluation: Far too often, companies solicit proposals
and quotes from solution providers and vendors for solutions that, once implemented, have no chance of fulfilling the promise. When the project is important, that is where we help most. We work with companies on every aspect of
the proposal evaluation process, from reviewing (or writing) the RFP to evaluating the different responses to evaluating the capabilities of the responding
vendors to deciding on the alternative(s) that have the best chance of meeting
the company's expectations.
Presentation Skills Training
One of the most important aspects of selling is communication. And a most
important aspect of communication is effective presentation skills. The presentation is where the seller auditions to become the customer's vendor of choice for a
given product, solution or service, and it is often one of the most important factors
in a customer selecting one vendor's proposition over another's -- all things being equal. The Water Training Institute has been providing effective presentation
skills training to sales professionals since 1987.
Speaking Engagements
The professionals at Water are frequently engaged by companies to deliver keynote addresses and speaking engagements to customers, sales teams and seminar/convention attendees. Some of our most popular engagements include:
• “Lessons of the Navel Orange” Sales Seminar: A fun, informative, entertaining 1 to 2 hour sales seminar focused on how selling something as simple as
a navel orange can teach any seller valuable lessons about how to sell more
effectively.
• Customer Event / Seminar: Speaking Engagement: If your company is hosting a customer seminar or other event wherein you are inviting your best customers and prospects to come and hear about your company's products, solutions and service offerings -- or even if it is simply a customer appreciation
event -- our professionals are available to serve as subject-matter expert and
deliver a session that is not only valuable for your customers & prospects, but
also accomplishes your sales objective for the event, such as generating interest in your offerings and developing leads and prospects.
• Sales Seminar Keynote Address: Sales seminars, meetings and conventions
should be inspiring, entertaining and informative for the sales participants.
Anything short of this will leave sales teams feeling as though their time could
have been spent better elsewhere; this is not the objective. Water's accomplished, experienced sales professionals are prepared to deliver a keynote
speaking engagement that will motivate your sales team to higher levels of
performance and provide them with useful information, while doing so in an
entertaining and uplifting manner.
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03
Foxhop TCO Software
SOFTWARE
Software Tools
Foxhop(TM) Total Cost of Ownership Software
Managed Print Services /Imaging & Output Assessment TCO Software
Let's face it. Trying to win a true MPS deal without first conducting some
form of an Assessment is highly suspect. And trying to conduct a robust
Assessment without the use of a quality Total Cost of Ownership tool is mindnumbing if at all possible. Think about it. How can you honestly show the
customer what they are spending on Imaging & Output (print, copy, fax) without the use of some tool to calculate Total Cost of Ownership -- incorporating
all of the applicable cost factors associated with a company's use of these
assets? You can't.
To satisfy the many requests we receive for the use of our in-house MPS Assessment TCO tool, we have developed the Windows PC-based Foxhop(TM)
Total Cost of Ownership tool. Foxhop TCO is the ONLY TCO tool that was
conceived, designed, structured and developed by MPS / I&O Assessment
experts whom have been using the same approach since 1999 to sell and win
hundreds of millions of dollars in MPS deals worldwide. In our expert opinion,
we believe this is the simplest, most usable and best commercially-available
tool on the market today.
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MARKETING: Water Creative
04
From Our Library
Marketing: Water Creative
MARKETING
Water Creative is the marketing arm of
Water and provides services that help
companies get noticed using non-traditional methods. Whether providing
advertising concepts, developing and
executing marketing campaigns (e.g.
direct mail campaigns) or developing
creative promotions (such as Internet
and TV commercials, design services,
marketing collateral or radio spots), our
team of marketers can help you stand
out from the crowd and get noticed.
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