THE OPTIMAL ROADMAP FOR IMPLEMENTING SIX SIGMA IN A SALES ENVIRONMENT
How you implement a Six Sigma deployment will have a profound effect on your ability to deliver results.This workshop is intended to be interactive.
TOPICS TO BE DISCUSSED INCLUDE:
Reviewing the Evolution of Six Sigma
• Six Sigma Myths
• Key Six Sigma Concepts
• Keys to successful implementation
• Case study examples

Identifying Key Areas for Improvement in Sales and Marketing to Realise Top Line Growth:
-client relationship management
-sales effectiveness
-new market development
-pricing process improvement
-advertising/communication improvement
-branding effectiveness
-channel effectiveness
-lead management
-service improvement
-product development
Pinpointing your Improvement Objectives
• Ensuring Six Sigma is effectively deployed to accomplish them

Measuring the Impact of your Six Sigma Projects on the Top Line
• Analysing case studies which show examples of revenue generation
• Demonstrating how projects can improve sales and marketing efficiency and increase revenues

ABOUT YOUR WORKSHOP LEADER
Paul W. DeBaylo, Founder and CEO DeBaylo Associates

DeBaylo Associates Inc. (DBA) is a performance improvement-consulting firm with expertise in the areas of Process Improvement, Performance Excellence Assessment, and Strategy Implementation. DeBaylo Associates' Mission is Accelerating Business Growth through Value Driven Solutions. Paul has trained more than 1,000 examiners for company or state/national award processes and has coached numerous teams in preparing assessment documents. He also evaluates written applications, participates on assessment teams and facilitates self-assessments.

CREATING A SIX SIGMA CULTURE
For effective Six Sigma deployment buy-in at all levels is crucial. This workshop will equip you with tools and techniques to manage cultural change to advance and sustain a successful Six Sigma approach. .

TOPICS TO BE DISCUSSED INCLUDE:

Winning Strategies To Develop A Six Sigma Culture
• Identifying the problems associated with cultural change in an organization
• Understanding and influencing the human factors involved in Six Sigma execution structure
• Understanding the importance of the individual’s role in cultural transformation
• Managing six sigma initiatives – key project management principles required

Linking Change Management and Leadership to Gain Top Management Commitment: How to Lead Cultural Change
 Identifying key stakeholders in a six sigma initiative
 Developing a communication plan to ensure momentum in a six sigma initiative
 Understanding the importance of personal reward and recognition
 Sustaining results through meaningful key performance indicators

ABOUT YOUR WORKSHOP LEADER
Rowan Teh, Senior Consultant, Atos Origin

 Hands-on leader of lean six sigma projects
 ISO Internal Auditor Certified
 Senior Consultant within the Organization Change Management and Professional Services practice at Atos Origin North America
 Seasoned IT consultant with focus on process improvements

Mr Teh is an experienced process improvement consultant within the IT industry. His area of specialization is management consulting within the IT field focusing on process management and improvement. He has led a number of projects to optimize business processes using IT solutions as an enabler within Saudi Arabia, Australia and New Zealand. He has worked for the largest corporations within the oil and pulp & paper industries as well as major IT consulting companies such as Atos Origin Consulting.

Currently, he is a Senior Consultant in the Organizational Change Management and Professional Services Practice at Atos Origin North America with the key responsibilities of providing SAP training and change management services and leading internal process improvement initiatives. Recently he was an inventor of a patented organizational realignment program, which was used to successfully transform an IT department. Using Lean Six Sigma, he has successfully optimized a service and transactional process for maintaining SAP training materials. He has also introduced process-based training curriculum to the organization and key performance indicators and measures to ensure continual improvement.

EDUCATION/CERTIFICATIONS
Rowan holds a B.M.S and M.M.S (Distinction) in Management Information Systems and Operations Management from the University of Waikato, New Zealand. He is certified as an ISO Internal Auditor and SAP application consultant and is currently completing the Black Belt Lean Six Sigma certification program.

ENSURING ADOPTION OF SIX SIGMA IN SALES AND MARKETING
Sales and Marketing functions have traditionally been enthusiastic adopters of software to drive sales force automation or marketing automation. Ensuring success of your Six Sigma program in Sales and Marketing similarly needs adoption of a software solution. This workshop will describe how to effectively deploy software to manage, track and report on the progress and success of your Six Sigma program.

TOPICS TO BE DISCUSSED INCLUDE:

• Ensuring alignment of projects with strategic goals and priorities at each level of the organization
• Improving project selection by formalized evaluation and scoring
• Enabling greater acceptance of Six Sigma methodologies in Sales and Marketing by clearly defined and easy to use methodologies for project execution
• Providing easy access to help, tool templates, templates for business cases, project roadmaps etc.
• Replicating successful projects from one group or location to another
• Ensuring adequate process and controls around the financial benefits claimed by each project
• Ensuring consistent reporting of project progress in toll-gate reviews
• Rolling up key metrics from projects to a cross-organization level
• Effective, real-time reporting and dashboarding to assure executive visibility and support

The Workshop will present case studies on how organizations as a result of deploying the software have completed 100 more projects, reduced cancelled projects by 50, reduced cycle time by 30%

ABOUT YOUR WORKSHOP LEADER:
Todd Yancey, VP Sales, Instantis
Instantis is the leader in Enterprise Performance Improvement software for initiatives like Six Sigma. Instantis software has been deployed at leading companies like Credit Suisse, Hexion, McKesson, Verizon, Xerox and dozens of other Global 2000 corporations worldwide. Todd Yancey is Vice President of Sales for Instantis with responsibility for worldwide sales. Todd has a 20 year career in Sales including executive positions in sales, marketing, services, and business development.

HOW TO ACHIEVE DRAMATIC PRODUCTIVITY GAINS IN THE SALES LEAD PROCESS

In almost all B2B companies the sales lead process represents the single largest area where productivity improvements are not only achievable but needed. Companies spend 90 – 95% of their marketing communication budget primarily to generate leads. Yet this process is almost always sub-optimized due poorly executed process steps, the lack of closing the loop with sales and properly measuring the process steps and results. By identifying each sales lead step, and applying improved process with Six Sigma methods, not only will the cost of leads generated decrease, but higher conversion and revenue will also be achieved – in essence the best of both worlds.

TOPICS TO BE DISCUSSED INCLUDE:
• How to design an inquiry generation campaign that produces results
o Techniques for profiling, targeting and segmenting the market
o The campaign planning template required for success
o Linking the buying process to offer strategies to generate higher response
o Multi-media communication and integration imperatives
o Testing strategies to employee to learn what works

• Inquiry screening
o Techniques to identify leads without using any direct contact
o Models for the allocation of resources to the best inquiries

• Lead qualification
o Setting the best qualification criteria for your company
o How to qualify leads cost efficiently and not lose any along the way

• Lead development
o How to keep leads alive and interested through long selling cycles
o Effective communication strategies for messaging and offers
o The media and audience engagement tactics that work

• Hand-off to sales and feedback systems
o How to obtain agreement from sales on feedback
o Designing feedback systems that work for both marketing and sales

• Sales lead measurements – Six Sigma benchmarking
o Activity measurements
o Value based measurements
o Result measurements
o Using these measurements to prove value delivered to management and ROI


ABOUT YOUR WORKSHOP LEADER
John M. Coe, Founder and President, Sales & Marketing Institute.

SMI is a B2B consulting, education and training firm based in Scottsdale, AZ serving a broad range of clients both in the US and internationally. The firm is focused on applying the techniques and technologies of database/direct marketing to improve overall sales and marketing effectiveness and productivity. John has 25 years experience in database/direct marketing holding positions of National DM Campaign Manager of IBM; Sr. VP B2B Rapp Collins Worldwide; and President of Integrated Target Marketing. Prior to his direct marketing career, John spent 15 years in sales and sales management, rising to National Sales Manager of Quaker Oats Chemical Division. He knows both the sales and marketing worlds!

LEVERAGING VOICE OF THE CUSTOMER IN SALES & MARKETING

The selection of Six Sigma projects can become a significant investment in terms of resources and personal clout. As the stakes rise with each round of project selection, make sure to undertake a deliberate and thoughtful approach. The initial reaction should be to listen to the Voice of Customer (VOC) -- VOC serves as a project selection guide.

Topics to be Discussed Include:
* Research design hypotheses that underlie the variability in the aggregate research results.
* Process orientation VOC attributes at the customer touchpoints
* Subgroup segmentation with discrete variable types
* Survey: Sample or Census – single or multiple points of contact
* Survey solicitations as a customer relationship management tactic
* Benefits and uses of real-time reporting
* Techniques to interrogate research results using a digital deliverable
* Loyalty modeling – working with stated verses reported revenue
* Key driver analysis – working with stated verses derived importance
* Verbatim comment – survey placement and analysis techniques

This hands on workshop will tour the completed spectrum of VOC using cutting edge technology for data collection and analysis. All attendees should bring their lap top computers and enrollees will participate electronically in advance of the session.

ABOUT YOUR WORKSHOP LEADER
Robert Reul is the Founder and Managing Director of Isometric Solutions LLC, an international market research firm that specializes in customer intelligence research in business-to-business markets. Robert has more than twenty years of experience in quality management systems and performance improvement.

SIX SIGMA FOR PRODUCT DEVELOPMENT

In this session you’ll learn how some of the World’s Most Innovative Companies achieve cross functional excellence and systematic innovation within their product development processes to accelerate organic revenue growth.

Topics to be Discussed Include:
• Applying Six Sigma tools, methods and best practices within critical marketing processes
o strategic, tactical and operational (marketing & sales)
• Developing timely analysis & decision models to reduce uncertainty / facilitate decision making
• Structuring collaboration between marketing and engineering at the “critical front end”
o to achieve sharp product definition early in the process
o measure customer perceived value against competitive offerings
• Developing Market Opportunity Assessments early to kill unworthy projects
• Anticipating downstream issues to manage risk before the cost to fix them escalates
• Using project management to assign tasks & tools within a phase/gate process
• Identifying people in marketing roles who need basic or further training
• Achieving more predictable outcomes from business plans

ABOUT YOUR WORKSHOP LEADER
Burke McCarthy is responsible for the Six Sigma in Marketing programs offered by PDSS. He is one of the co-authors, along with Skip Creveling and Lynne Hambleton, of the book published by Prentice-Hall, Six Sigma in Marketing Processes, An Overview for Executives, Leaders & Managers.