1. Proven track record
1.1. Measurable
1.1.1. WLC has contributed at least $1M in net margin (including billings to DLT)
1.1.2. ROI for the program: 260%
1.2. Intangible
1.2.1. Coaching and mentoring reps
1.2.1.1. A value add for partners
1.2.2. Much faster ramp up for new reps
1.2.3. Proposal templates are commonly used across SLED and FED-- have driven many sales beyond what is tracked in Smart
1.2.4. Good partnership and reputation at Autodesk
1.2.5. Cemented DLT status as aggregator
2. Some partners have jumped on board
2.1. Better Together partners
2.2. Other Non-BT partners
3. Program has evolved from once a month on site to 100% virtual and more rep interaction)
3.1. Reps getting better
3.2. More of a systematic approach to covering a territory
4. Playbooks
4.1. Part of regular call blocks now
4.1.1. Autodesk plays
4.1.2. Archibus
4.1.3. Aurigo
4.1.3.1. ISP will be crucial to getting the Essentials campaign going
4.2. Wasnt even on the radar at first in 2018
4.2.1. Started with Word
4.2.2. Now a visual, interactive experience
4.2.2.1. Reps have spent a total of over 15,000 minutes (over 240 hours) total in the playbooks--only rolled out 18 months ago officially!
4.3. DLT, channel reps have the same talk track
4.4. Use
4.4.1. As of 9/24/21- 3200 total view minutes, 935 unique views
4.4.1.1. Not bad for a relatively new program
4.4.2. Comes out to an average of an hour per month
4.4.2.1. Idea is that they shouldn't need to use them once they get used to them
5. Familiarity with DLT systems
5.1. DLT Email address has been invaluable
5.2. Use of CJIS, GovWin
6. Familiarity with DLT reps
6.1. Reps getting better at huntting
7. Point Guard Selling System in place
7.1. Archibus
7.2. Aurigo
7.3. Avuity
8. INTERNAL
9. EXTERNAL
10. Have gotten alot better at managing time but still a challenge
11. Hunters now report into DD
11.1. Turnover but seems to have a good team now
12. Some partners still hesistant
12.1. US CAD
12.2. ASTI
12.3. CADD Microsystems (SLED)
12.4. Others don't know (somehow) that I am available for call support
13. Reps have many "shiny objects"
13.1. Monthly goals sometimes get in the way of strategic initiatives
14. FedRAMP on the Federal side has taken alot of time
14.1. Some hope given the Autodesk webinar
15. Autodesk seems to be inching into the direct deal space
15.1. Consumption based licensing
15.2. PlanGrid
15.3. Innovyze
15.4. Aurigo Masterworks
16. Competitors
16.1. Trimble
16.1.1. TBC
16.1.2. E Builder/ Cityworks
16.2. Bentley
16.2.1. SLED- State DOTs
16.2.2. FED- USACE, IMCOM, USDOT