# data[].attributes.headline
Bringing the team together to collaborate 

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Bringing the team together to collaborate 

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Keep communicating, and finding ways to "scale up" our productivity thru process improvement

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Keep communicating, and finding ways to "scale up" our productivity thru process improvement

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add the KAM and marketing team from Arcam

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establish (or select) one uniform & efficient sales process

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establish (or select) one uniform & efficient sales process

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success stories, personalized proposals, sales tools

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success stories, personalized proposals, sales tools

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how do we ensure sales team kept aware of technology improvement work?

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driving more accountability, we need more healthy push back 

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driving more accountability, we need more healthy push back 

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lots of one-off deals and no consistent market approach 

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lots of one-off deals and no consistent market approach 

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we are great at defining goals, but need to improve on defining the path to achieving them 

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we are great at defining goals, but need to improve on defining the path to achieving them 

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Act and think as one team and not as arcam, concept, or GE, but as one GE Additive 

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Act and think as one team and not as arcam, concept, or GE, but as one GE Additive 

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To many internal calls without clear purpose or defined goals  

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To many internal calls without clear purpose or defined goals  

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start every meeting by asking is this meeting helping a customer and if make sure it has a clear purpose 

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start every meeting by asking is this meeting helping a customer and if make sure it has a clear purpose 

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clearly define expectations and hold the sales and support staff accountable 

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clearly define expectations and hold the sales and support staff accountable 

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provide necessary training and communication so the team always feels enabled to make decisions 

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provide necessary training and communication so the team always feels enabled to make decisions 

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Define roles and responsibilities inside the company structure with clear expectations so we can also start to have some accountability for our actions

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Continue driving forums and processes for sales-team(s) to share information

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Continue driving forums and processes for sales-team(s) to share information

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Updated presentations, quotes, pricing lists, sales data sheets, updated brochures, etc.

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Provides a good forum for everyone to tie in and be up to date on campaigns.

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This is a big differentiation from our competitors. Attend one of the training sessions or review the webcast video if you are not already familiar.

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Many meetings with customers have 3-4 sales people in them without clear ownership of who "owns" the relationship.

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GE Additive Around the world calls to understand long-term strategy and different aspects of rapidly growing business

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GE Additive Around the world calls to understand long-term strategy and different aspects of rapidly growing business

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There is no process to communicate all the improvements or machine updates to the sales team when new products are released.

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A lot of doubts and open questions about machine configuration inside the sales and technical team.

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Create a well structured training program for the sales, technical and support teams so we ALL speak the same language.

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We should have a channel of communication to use when launching new products or maybe a "Sales Library" to consult the latest machine updates and general info

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There is a need to re design presentations, quotations,  templates to communicate with clients, etc

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Weekly sales meetings have being a fantastic way to keep everyone updated in what's happening on the road and find ways to contribute to the team. Also we should keep the Quarterly Sales Meetings as well

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Quarterly Sales mtg for overview of technology roadmaps and product upgrades so we hear about them before our customers do

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Quarterly Sales mtg for overview of technology roadmaps and product upgrades so we hear about them before our customers do

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Sales Onboarding checklist ... training, who's who, processes, goals, comp plans, products, etc. 30-60-90 day plans?

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Sales Onboarding checklist ... training, who's who, processes, goals, comp plans, products, etc. 30-60-90 day plans?

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More effective pricing process for quotes ... better linkage between US and Europe teams ... reduce manual touches ... improved speed for quotes (budgetary and formal)

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More effective pricing process for quotes ... better linkage between US and Europe teams ... reduce manual touches ... improved speed for quotes (budgetary and formal)

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Communication Between the US and the GmbH Team

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Communication Between the US and the GmbH Team

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Biggest challenge for our organization since we don't really have visibility of anything the GmbH does including: product updates, pricing updates, invoicing customers, machine delivery, logistics and others.

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Single POC/process for running customer benchmarks internally and sample prints depending on volume/mat'l  ... Grapevine, LIF, Cinci, CEC?

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Single POC/process for running customer benchmarks internally and sample prints depending on volume/mat'l  ... Grapevine, LIF, Cinci, CEC?

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Machine delivery/logistics process update ... internal and external improvements to drive better customer experience and Sales team in the loop

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Machine delivery/logistics process update ... internal and external improvements to drive better customer experience and Sales team in the loop

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Can we use SFDC to drive process / milestone updates?  More communication rhythms with key leaders that own process

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Can we use SFDC to drive process / milestone updates?  More communication rhythms with key leaders that own process

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Sales tools to drive more consistency among reps esp as org grows ... intro/overview messaging, budget quotes, industry-specific presentations ... Marketing support w/ leads

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Sales tools to drive more consistency among reps esp as org grows ... intro/overview messaging, budget quotes, industry-specific presentations ... Marketing support w/ leads

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Introducing all the new team members to the team when they join us

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Better knowledge share for competitive dynamics ... deals lost, pricing intel, other value differentiators, VOC feedback 

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Better knowledge share for competitive dynamics ... deals lost, pricing intel, other value differentiators, VOC feedback 

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Highlighting sales teams wins with broader Additive org ... Yammer updates or R&R

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Highlighting sales teams wins with broader Additive org ... Yammer updates or R&R

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Do we have customer giveaways/trinkets that sales team can have?  And simpler way to send hardcopy product brochures to key customers ... rather than going to FedEx

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Do we have customer giveaways/trinkets that sales team can have?  And simpler way to send hardcopy product brochures to key customers ... rather than going to FedEx

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Can the Around the World calls be recorded if miss session?

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Can the Around the World calls be recorded if miss session?

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Let your peers know when they are doing something good

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Continue having these Sales Touchpoints

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Continue Quarterly Meetings
Monthly Call update with entire NA Additive Sales Team - 45 - 60 minutes?
Add someone from Schuppe's team to join call

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- Bring in One GE Additive broader message - Nobody is going to market with the capabilities and know-how that GE has.
- Create a more standardized / structured pitch for going to customers expressing our capabilities (Neal Shah, Keith Campbell, & Ryan). Rough Draft goal 9/1/17
- Neal is also drafting industry specific PPT

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- America's team w/Arcam feels OneGE moreso than Global Arcam team

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- Understand our wins - how we got to the "win," sharing best practices on what worked and didn't, how we positioned it, customer feedback on how we won their business
- Monthly Deal Share

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- Appreciated your time and energy in getting to our last minute NA Sales meeting!

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- Flynn has that - Salesforce for all is future state

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- Going forward, the plan is to go to trade show's as OneGE - Neil Siddons / Mike Cloran mentioned this as future state plan

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Defining Goals / Path to success Lacking

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Defining Goals / Path to success Lacking

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- $500MM backlog
- Team is working on Goals in the background while also outlining how we get to a successful outcome
-

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- There is a recording out there for the Engineering Services Pitch (Neal Shah has this)

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- See note above on Sales Onboarding Checklist
- Introducing new hires to the broader team
- Internal Newsletter / Slack Channel regarding New Hires

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- Consider being independently resourceful while engaging broader team when it makes sense
- Help each other through ambiguity - Lends to the OneGE

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- IOI from Kacie #

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- Ensure that we define "why" when we are scheduling a call
- Consider adding an agenda & desired outcome
- How is the call ultimately helping the business and the customer
- Hold meeting owner accountable to ensure call is productive towards driving to a desired outcome

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- Lack updates / insight into parameters
- No rollout procedure when something new comes out
- Technical team & Sales team receive same training to align how we are communicating technical information to customers
- Have Machine / Materials Sales package to train non-sales people on what we are selling (Similar to what Neal did with External Engineering)
- Is something already created? Not just NA, but Globally as well
- Cost of ownership - How do we look at different perspectives
- When you order parameters, what do they do, what's the speed, how much does it cost with/out powder, etc. - Must have these set in stone

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- Better overall understanding of parameters that are offered and what they do / how they add value
- Can they buy updates to parameters, if there even are updates (can Neal help give an overview on this as well)
- John to touch base with Thomas Haymond and Gorgeous
- Share with Oliver & Mohammad

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- Consistent approach to pricing
- Salesforce team is already working on a new sales quotation template

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- Who do we call when we have questions that only Germany would know to answer
- Identify 2-3 German team members who we could consistently go to to find answers
- 2 Application engineers hired in Germany who were dedicated to the US Team? We need to identify who these people are. #KNO

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- Identify single POC to

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- Repository of sales data

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- Better overall communication with Germany
- How to move forward: Work with Franca on a contact (People Office to-do)
- Provide this feedback to Oliver on some of the team's concerns over communication (People Office to-do)

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- Hold follow-up touchpoints to ensure we are accountable on tackling some of these issues