Company Description

Pacific Northwest National Laboratory (PNNL) is a pioneering force that thrives on tackling some of the world's greatest science and technology challenges. We are dedicated to advancing the frontiers of knowledge, utilizing the brightest scientific minds and the most avant-garde tools to address the nation's significant energy, environmental, and national security issues.

Based in Richland, Washington, PNNL executes research in diverse areas comprehending fundamental science, environment, energy, and national security. Our research branches into several disciplines such as data science, mathematics, high-performance computing, biology, chemistry, computing, earth systems science, materials science, nuclear physics, and particle physics.

Our efforts also concentrate on specific domains such as electric grid modernization, energy efficiency, energy storage, renewable energy, transportation, nuclear energy and fossil energy. We are deeply involved in cybersecurity, nuclear nonproliferation, and weapons of mass effect detection to contribute to our national security missions.

With an estimated workforce of 5800 employees, PNNL operates through several research complexes such as the Physical Sciences Facility, which is focused on materials science, radiation detection, and ultra-trace analysis. Not to mention, our privately-funded Computational Sciences Facility and Biological Sciences Facility supports our energy, environmental, national security, and fundamental science research missions with the assistance of about 310 staff members.

As a research organization, PNNL is not only committed to driving scientific discoveries but also propelling innovation that influences the world. We embody an organization of the brightest scientists and engineers working in collaboration with advanced resources and technologies focused on addressing the nation's complex challenges.

PNNL ensures the stewardship of nuclear materials and conducts research for non-proliferation missions, positioning us as a unique entity within the research industry. We are driven by our dedication to contributing significant solutions to the world's pressing challenges. Our robust multidisciplinary expertise justifies us as a distinguished player in research.

I. Executive Summary

The sales plan seeks to demonstrate the value of our B2B SaaS products and services to Pacific Northwest National Laboratory (PNNL), a research laboratory with an extensive research focus, multiple operational domains, a commitment to advance scholarly discovery, and elaborate projects in various fields.

II. Objectives

• Understand PNNL's operational pain points and needs.
• Develop alignment between our offerings and PNNL's requirements.
• Establish and nurture the relationship with key decision-makers in PNNL.
• Present a compelling case for our products/services.
• Close a profitable deal with PNNL within a target period.

III. Target Market

Our target is PNNL, an expansive research institution with approximately 5800 employees. They focus on fields like fundamental science, environment, energy, national security, data science, mathematics, high-performance computing, biology, chemistry, and more.

IV. Understanding Pain Points

1. Handling Large Data Sets: PNNL's comprehensive research focus produces vast amounts of data that need efficient management, analysis, and translation.
2. Interdisciplinary Collaboration: The diversity of their domain makes efficient communication a challenge, potentially leading to inefficient collaboration and knowledge management.
3. Technological Infrastructure: PNNL may face challenges maintaining and enhancing the technology infrastructure that supports their complex computational needs and cybersecurity requirements.
4. Regulatory Requirements: Adhering to changes in regulations, adhering to guidelines such as those concerning data privacy, ethics, resource handling, and green initiatives poses administrative challenges.
5. Resource Management: Efficient allocation and deployment of resources across various initiatives are a logistical challenge for PNNL.

V. Our Solution

1. Data Management Tool: Can help in managing, analyzing, transforming the complex data efficiently.
2. Collaboration Platforms: Can enhance collaboration and knowledge management across diverse fields.
3. IT Infrastructure Services: Can provide advanced computing hardware, software, and security solutions, or IT infrastructure services.
4. Regulatory Compliance Software: Can streamline, automate, or simplify the task of managing regulatory compliance.
5. Resource Management Software: Can aid in planning, coordinating, and tracking resources more proficiently across the organization.

VI. Sales and Marketing Strategy

1. Engage Decision Makers: Establish and nurture contacts with key decision-makers, through direct communication, networking events, or introductions from mutual contacts.
2. Presenting the Benefits: Demonstrate how our offerings can address their pain points and provide unique value.
3. Offers and Incentives: Provide attractive packages, discounts, or unique features that differentiate our offering from competitors.
4. After-Sale Service: Ensure excellent customer service post-sale to nurture the relationship and secure future opportunities.

VII. KPIs and Sales Targets

• Increase contact with key decision-makers by 25% within the first quarter.
• Achieve a 10% conversion rate on product demos within six months.
• Secure a deal with PNNL within the first year of engagement.

VIII. Risks and Mitigation

Potential risks include competition from other vendors and possible budget constraints due to PNNL's public funding. We can mitigate these by networking and fostering relationships with key PNNL stakeholders, showcasing our unique value, and providing competitive pricing.

IX. Conclusion

Engaging with PNNL presents an opportunity to deliver value through our SaaS products and services that solve their specific pain points. By demonstrating our understanding of their challenges, presenting value-added solutions, and cultivating strong relationships, we can capture a new and significant market.

References:

Pacific Northwest National Laboratory | PNNL

Pacific Northwest National Laboratory | Department of Energy

A national lab is a different kind of research organization | PNNL

Pacific Northwest National Laboratory - Wikipedia

Pacific Northwest National Laboratory | Richland WA