About This File
Welcome to the Retail Community of Practice
The Retail CoP is focused on supporting and scaling Value-Based Selling within the CEx Framework globally with an emphasis on the Retail market including related sectors such as Consumer Packaged Goods. By curating and ‘templatizing’ reusable best practice deliverables, the CoP helps craft relevant retail-specific messaging for common and current trends, and the value that TIBCO provides, covering all pillars and capabilities. The CoP will help customer-facing teams connect with retail prospects and customers and expand their target audience to the lines of business. Take a look at all the assets below.
This CoP is designed for collaboration! If you have retail experience or are keen to develop it and you would like to contribute please contact CoP owner Ritika Sehgal or submit a message in #vertical-retail.
Sales Process and VBS Framework Assets
Retail Perspective
This Perspective will help you to position TIBCO Retail solutions as a tool within the Alignment phase to help the customer to find an optimal path towards digital transformation, by capturing the current context and proposing a strategic direction for current challenges, enhanced innovation, and transformation to a sustainable digital business.
Retail Executive First
An Executive First is an CEx Framework Deliverable developed in the Alignment phase in the sales cycle that provides an overview of TIBCO’s value proposition, highlights industry trends, and addresses issues relevant to the customer’s Executive Sponsors.
The deliverable focuses on full enterprise connectivity pertaining to, Market Trends, TIBCO Understanding, TIBCO Solution, Case for Change, Call to Action, and Why TIBCO.
The objective of an Executive First presentation is to secure an Economic Buyer and staffing resources for a Collaborative Value Review. It summarizes the TIBCO Perspective in a presentation versus a printed approach.
Retail Two-Pager
A Two-Pager is a CEx Framework document within the Alignment phase to provide a concise overview of full enterprise connectivity needs for IT to meet evolving business environments. High level summary includes :
- Current Challenges
- How TIBCO can help
- Customer References
Retail Executive Video
CEx Framework Videos are a way to demonstrate a customer’s future state within the Alignment phase after working with TIBCO, to showcase the ability to meet specific customer use cases and/or to provide a summary of the value, or the success of a Proof of Concept.
Retail Executive Demo
An Executive Demo is a short (15 minute) vision-setting demonstration of solution functionality within the Alignment phase addresses key customer challenges and establishes TIBCO’s credibility at the executive level. It is used in conjunction with an Executive First presentation and sets the stage for a collaborative customer engagement.
Coming Soon
Retail Collaborative Value Review Template
A Collaborative Value Review is a joint effort between the customer and TIBCO to capture pain points, solutions, corporate priorities, and define a roadmap for success. The final document within the Engagement phase includes a clear and compelling investment analysis that includes benefits and costs.
Our CVR template can be used as an outline for each of the CVR related points tied to full enterprise connectivity needs, frameworks, and business outcomes.
Coming Soon
Retail Marketing Assets / Sales Play
Perhaps more than any other industry, retail has been disrupted by a shift to digital, leading to the shuttering of physical stores and the collapse of time-honored brands. The current pandemic has only accelerated the need for innovation. Now, more than ever, retailers must adapt their business to be data-centric. The retail sales play will help sellers understand the lay of the industry and ways how TIBCO solutions can help retailers capitalize on emerging trends, overcome industry challenges, and drive success to attain and maintain leadership. You will find Enablement Materials, Call Scripts and Email Templates, Customer Facing Materials such as blogs, infographic, e-books, white papers, webinars and public Customer Case Studies.
Retail Demos
Below is a process map illustrating the various retail activities considering all the steps to get from supplier to customer. This chart will help you explore with your customer what specific areas need to be improved and how they relate to the overall process.
Solution demos create the linkage between a customer’s strategies/initiatives and TIBCO offerings. They build credibility and empathy with technical buyers and help identify technical champions, and distractors and we may learn more about competitors. And we will discover the business context and help finalize deeper technical requirements and decision criteria. We are providing some links and suggestions for retail demos ready to use.
- Retail Demos on Seismic
- Find suitable Solution Demos that create a linkage between a customer’s strategies/initiatives and TIBCO offerings
- Find suitable Golden Demos that furnish all the tools required to target a customer based on the TIBCO GTM strategy
- For Accelerators, check the Next Best Action Accelerator, Continuous Supply Chain Accelerator, even Dynamic Pricing Accelerator
- The 2-Pagers include links to the actual demo and supporting assets
Retail Customer Analytics [NEW]
Increase the value and reduce churn of your customers by understanding purchase behavior by customer segment, and by creating a product recommender to use in personalized campaigns.
- Spotfire Interactive Demo gallery - consider using Customer Analytics, Spot Coffee, Price Elasticity, or Trade Areas. You can demo directly from this gallery.
- You can also consider using the customer Nature’s Pride demo about Demand Forecasting.
- Vertical Playbooks TIBCO Data Science Salesdemo - look for Customer Churn Analysis, Customer Targeting, and Spatial Analysis. Documentation vertical playbooks here. Post a message in #tds-salesdemo if you need access or support.
Retail Newsletters
Sign up for a free newsletter from one of these retail associations to stay up to date on latest developments
- IGD Retail Analysis Newsletter (changed - have to subscribe on the page)
- Consumer Brands Association Smartbrief
- NRF Newsletter options
- Statista Daily Infographics