Upload
heyer-inc
View
258
Download
1
Embed Size (px)
DESCRIPTION
Good rock solid business plan for Indian offshore trying to make a presence in USA organically. Many of the same cliche' statements that my other slide shows have but centered/focused on market capture with in the offshore model.
Citation preview
Start Up Business Plan
Prepared by Tim Heyerfor
XXX Inc
1. Company Description & Mission
• World leading outsourcing services partner, 150 clients
• 50,000 employees in 50+ locations
• Focusing on tailor made solutions
• Serving eight (8) major verticals
• Seven distinctive and successful business units
• Leader in Customer Lifecycle Management
• Six Sigma & COPC quality standards
• Effective & efficient processes thru innovation
• 20+ yrs of deep domain experience
2. Current State of Business
• Technology Service Provider Now
• Small market share
• Mundane and “vanilla” engagements
• “They do it, we do it to” mentality
• No market visible domain expertise
• Small fish in a big pond
• $5-10M engagements aren’t there
3. Future State of Business
• Leave “technology” behind for commodity brokers
• Use the “small market share” aspect to your ADVANTAGE
• Allow “mundane & vanilla” engagements to pay the bills
• Move up two rungs on the ladder and be the “trusted advisor”
• Start to push Aegis’ VERTICAL DOMAIN EXPERTISE first
• TCS, Mahindra, etc all started at $0.00
• Big $$$ deals don’t come everyday or easily
3. Future State of Business - Detail
• Leave “technology” behind for commodity SI’s
• Job shop environment & mentality is not where exponential growth is, short or near term
• Train, develop and deploy “smart” people to suspects/prospects who differentiate themselves and Aegis from other job-shop firms
• Bid and win only deals GOOD FOR AEGIS
• Back end hardwiring/programming can fuel the ship until domain expertise is fully accepted in marketplace
3. Future State of Business - Detail
• Turn “small market share” into an advantage
• Utilize “enlightened minds” tactical approach
• Push into $500M-$1B space quickly
• “Buy some deals” to prime the well
• Slowly come to a boil
• Lean on software companies but do not DEPEND on them
3. Future State of Business - Detail
• Keep bidding on and winning “boring” deals
• Key punching & data sorting will keep the ship afloat while we are making our mark
• Use on-site consultants to “sniff out” bigger projects at that firm
• More references for any work = more cache in market and more tools for sales to use
3. Future State of Business - Detail
• Get to “trusted advisor” status quickly• Aggressively/quickly associate with two (2)
verticals, develop and execute on a sales/marketing strategy & close deals
• Don’t end your executive canoe ride with the CIO. Trusted advisors LIVE in the boardroom
• Leverage outside resources when needed, sometimes you just aren’t the retired Boeing 777 pilot you need to close $25M at SaaB Air.
3. Future State of Business - Detail
Vertical Domain Expertise Essential• “Everything for everyone” is old & tired
• 2012 IT execs smart and savvy compared to 2001. No more secrets. Pick a space, develop expertise, exploit it and move on.
• TCS and others do NOT have a command over their human resource commodities domain expertise's. Few and far between, no consistency.
• Relationships with executives will develop quicker and become stronger with domain experts vs key punchers.
3. Future State of Business - Detail
• $0 to $250M? Why not? Let’s go.
• NEVER think small.
• TCS, etc all started at $0.00 at some point.
• All SI’s fail. Often. Start to exploit other SI’s failures or mis-steps in the marketplace.
• Be a leader, even though you may not be. Perception is everything. Engage frequently and aggressively.
• Let the competition take a bullet. Sometimes the best deal is the one you pass on.
3. Future State of Business - Details
• Where are the big deals?• Leverage & socialize the $250-500K engagements
for future work
• Get cozy with leading software firms
• Stay off RFP’s & RFI’s for the most part
• Access sales resources rolodexes
• Build customer references and pass them along to suspects/prospects
4. 30-60-90 Day Business Plan
• 30 Day• Train with various Aegis resources
• Identify 25+ targets, develop plan of action
• Meet/greet current customers as needed
• Develop and agree upon financial metrics
• Develop and agree upon future resources
• Work with marketing on campaign for 2 verticals
• Set up 5+ net-new meetings for 20-60 day mark
4. 30-60-90 Day Business Plan
• 60 Day• Meet with suspects I scheduled in 30 day window
• Follow up on marketing campaign
• Call into 100+ suspects we identified
• Should be into 4+ deals at ground floor
• Schedule 10+ more meets for 60-90 day area
4. 30-60-90 Day Business Plan
• 90 Day• Continue dialogue with marketing for new idea
• Should be in middle/near end with 2-3 prospects
• Will be in with 8-10 dialogues with suspects
• Potential for closing 2+ nice deals on day 89
• Revolving door, rinse and repeat day 90-180
• Exploit, exploit, exploit
Summary
• Three Key Points• Market leaders are made, not born
• Aegis’s Customer experience will be remembered, not how fast our resources coded
• Vertical domain expertise will differentiate Aegis and allow for quick market entrance and acceptance
Summary Con’t
• Tim Heyer’s Strengths for This Position• Self made in marketplace, not grad school
• Been there done that, failed and recovered
• I have both industry & vertical domain expertise as well as sales/operational and marketing proficiency
• Led a $20M start-up for Oracle (2003-07’).
• Led a $14M start-up for PwC (99-01’)
• Worked at two S/W start-ups (VC backed)
• I am an astute business person, driven by not only fiscal success but also by goal attainment.
Start Up Business Plan
Thank You