About This File
Welcome to the Transportation & Logistics Community of Practice
The Transportation & Logistics CoP is focused on supporting and scaling Value-Based Selling within the CEx Framework globally. The Transportation & Logistics (T&L) market includes related sectors such as Air, Rail, Maritime, Ground, and Logistics Service Providers. Regardless of the sector modality of transportation, the T&L CoP encompasses the transportation of passengers, freight, and the port infrastructure to support transportation activities.
By curating and ‘templatizing’ reusable best practice deliverables, the CoP helps craft relevant Transportation & Logistics 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 Transportation & Logistics 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 Transportation & Logistics experience or are keen to develop it and you would like to contribute please contact CoP owner, Johnny Bylen, or submit a message in #vertical-transportation-logistics.
Sales Process and VBS Framework Assets
Transportation & Logistics Perspective
This Perspective will help you to position TIBCO Transportation & Logistics 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.
Transportation & Logistics Executive First
An Executive First is a 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
- Why TIBCO
The objective of an Executive First presentation is to align on customer challenges, secure an Economic Buyer, and secure staffing resources for a Collaborative Value Review. It summarizes the TIBCO Perspective in a presentation versus a printed approach.
Transportation & Logistics Executive First Template
Transportation & Logistics 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. The high-level summary includes :
- Current Challenges
- How TIBCO can help
- Customer References
Transportation & Logistics 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.
Transportation & Logistics Executive Demo (Coming Soon)
An Executive Demo is a short (15 minute) vision-setting demonstration of solution functionality within the Alignment phase that 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 collaborative customer engagement.
Transportation & Logistics Collaborative Value Review
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.
Transportation & Logistics Marketing Assets/Sales Play
Coming Soon
Transportation & Logistics Newsletters
Stay up to date on the latest developments in Transportation and Logistics
- Freight Waves - Supply Chain, Logistics, Trucking, and Maritime
- SmartBrief Aviation & Aerospace
- GlobalTranz - Ground Transportation
- Maritime Executive - Freight Shipping news