Rapid Insights™
Confidential - Sales OverDrive LLC, 2013PAGE:
Measure - Audit - Map
speed direction
top-lineperformance
1
PAGE: Confidential - Sales OverDrive LLC, 2012
Insight - Experts - Implementation
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Top-Line Point of View
Stuck Performance
On-Par Performance
High Performance
1 out of 10 Organizations are High-Performing
1 2 3 4
30%
FailingPerformance
30% 30% 10%
PAGE: Confidential - Sales OverDrive LLC, 2012
Insight - Experts - Implementation
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WhatWhat is the op+mal mix and priori+es for top-‐line growth?
WhyWhy are we not a high-‐performing organiza+on?
HowHow much is it going to cost to improve top-‐line growth?
1
2
3
Top-Line Most Valued Outcomes
Investor - Owner - CXO
PAGE: Confidential - Sales OverDrive LLC, 2012
Insight - Experts - Implementation
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2 3
Audit™Goals
“Pinch-‐Points” Gaps
RoadMap™People, Process, Resources
Priori+es and Costs
1
Scorecard™Revenue Drivers
Revenue Accelerators
Rapid Insights™ Process
Measure Audit Map
PAGE: Confidential - Sales OverDrive LLC, 2012
Insight - Experts - Implementation
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3-‐5 Online Mee+ngs
Virtual
1-‐2 daysOn-‐Site
On-‐Site
Rapid Insights™ Approach
Surveys - Research - Interviews - Collaboration - Deliverables
PAGE: Confidential - Sales OverDrive LLC, 2012
Insight - Experts - Implementation
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speed direction
top-lineperformance
Deliverables
PAGE: Confidential - Sales OverDrive LLC, 2012
Insight - Experts - Implementation
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Markets• Targeting
• Know your
Customers
• Know your
Competition
Message• Elevator Pitch
• Message Mapping
• Brand
Management• Selling Culture
• Face to Market
• Leadership
Momentum• Key Account Development
• Channel Development
• Influence the Influencers
• Communication Channels
Revenue Model• Transaction vs.
Relational
• Direct vs. Indirect
• Inbound vs. Outbound
• Value Disciplines
Product/Service• Product/Service
Superiority
• Positioning
• Value
• Pricing
Revenue Process• Defined Revenue
Process
• Revenue Planning
• Compensation Plans
• Toolkits
Technology• Data Mgmt.
• Lead to Revenue Mgmt.
• Relationship Mgmt.
Talent• Recruiting
• Teaming
• Training
• Coaching
• Mentoring
Measurement• Dashboard
• Pipeline Mgmt.
• Analytics
Top-Line Drivers and Accelerators for High Performance
On Par Performance Stuck Performance Poor PerformanceHigh Performance
PAGE: Confidential - Sales OverDrive LLC, 2012
Insight - Experts - Implementation
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Rapid Insights Scorecard™
0
1
2
3
4
5
6
7
8
9
10
Product/Service Markets Message Management Momentum Model Revenue Process Talent Technology Measurement
5.3
4.3
3.03.7
3.3
5.3
1.8
4.04.7
1.0
Current State - March 2012
high performance
stuck performance
under performance
on-par performance
PAGE: Confidential - Sales OverDrive LLC, 2012
Insight - Experts - Implementation
Rapid Insights Scorecard™ by Revenue Drivers
Management
RevenueDrivers
SU
O H
TalentTechnologyMeasurementManagement
MarketsMessageMomentumRevenue Process
Unde
r Per
forma
nce Stuck Performance
On-P
ar P
erfor
manc
e High Performance
Product/ServiceRevenue Model
PAGE: Confidential - Sales OverDrive LLC, 2012
Insight - Experts - Implementation
Rapid Insights Scorecard™ by Revenue Accelerators
Management
Accelerators
SU
O H
TrainingElevator PitchAnaly+csMessage MappingPipeline Mgmt.Revenue ProcessKey Acct. DevelopmentCompensa+on PlansToolkitsDashboards
BrandPricingValueProduct/Service SuperiorityLeadership
Unde
r Per
forma
nce Stuck Performance
On-P
ar P
erfor
manc
e High Performance
Face to MarketPosi+oningRevenue PlanningChannel DevelopmentLead to Revenue Mgmt.CoachingSelling CultureKnow Your Customers
Targe+ngTransac+on vs. Rela+onalDirect vs. IndirectInbound vs. OutboundCommunica+on Channels
Influence the InfluencersData Mgmt.Recrui+ngTeamingRela+onship Mgmt.
PAGE: Confidential - Sales OverDrive LLC, 2012
Insight - Experts - Implementation
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Situ
atio
nal A
naly
sis
2
1
3
4
Marketing
• Add product marketing leader • Add Interim Leadership• SWOT and competitive analysis
of data visualization landscape• Identify top 100 ideal target
accounts• Identify top 20 data technology
and service provider partners
Communication
• Add marcom leader• Add MSP’s• Finalize elevator pitch and
message mapping• Update key communication
assets to include website, ppt, and case studies and product leadership content.
• integrated channels to include direct, internet, SEO, PR, Analysts and Investor Relations
• Add marketing automation platform.
Goals
Selling
• Add Inside Sales Professional(s)• Add key account Professional(s)• Add business Development
Professional(s)• Add Interim Leadership• Install Revenue Plan• Install sales process and training• Install, KPI’s, Scorecards and
dashboard• Install Measurement & Rewards• Optimize CRM
Serving
• Add Account Manager(s)• Install Account Management Process• Develop KPI’s and Scorecards• Capture & Re-use Best Practices• Document successes & competition
Immediate Impact Areas
1. Pricing and Terms
2. Targeting
3. Sandbox and Competitors4. Messaging and Communication Channels
5. Key Account Development6. Centers of Influence
7. Relational Revenue Process
8. Resources Optimized for model9. KPI's and Measurement
10. Capture and Re-use Best Practices
$1M
Rapid Insights Roadmap™ $5M
$15MMarket
LeadershipOperational Scale
Sustained Revenue Growth
PAGE: Confidential - Sales OverDrive LLC, 2012
Insight - Experts - Implementation
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Rapid Insights RoadMap™ - 12 Month Project Plan
OctSeptAugJulyJuneMayAprMarFebJan Nov Dec
Add Marketing Communication Professional
Add MSP’s and List Optimization
Recruiting
Recruiting
Recruiting Add Inside Sales Professional(s)
Recruiting Add Key Accounts and Channel Development Professional
Recruiting Add Client Services Professional
Interim Marketing and Sales Leadership
Internet Marketing (Video, Newsletters, Whitepapers, PPT etc)
Direct Marketing (WebSite, SEO and Internet)
Influence the Influencers - PR - Analysts Relations - Trade Shows
DigitalAssets
Install Sales Process, Tools, Training, Scorecards, Dashboards S.W.O.T. Analysis Install Acc Mgmt Process
Optimize Salesforce.com
Install Marketing Automation Service
People Process Technology
PAGE: Confidential - Sales OverDrive LLC, 2012
Insight - Experts - Implementation
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Month1 Month2 Month3 Month4 Month5 Month6
People: Head-Count Cost Head-Count Cost Head-Count Cost Head-Count Cost Head-Count Cost Head-Count Cost
Product Marketing Professional (o) $0 $ 0 $ 0 $ 0 $ 0 $ 0
Marketing Communication Professional $0 $ 0 $ 0 1 $ 6,000 1 $ 6,000 1 $ 6,000
Marketing Support Professional (o) 2 $3,900 2 $ 3,900 2 $ 3,900 2 $ 3,900 2 $ 3,900 2 $ 3,900
Inside Sales Professional $0 $ 0 $ 0 1 $ 6,000 1 $ 6,000 1 $ 6,000
Key Accounts and Channel Dev. Professional $0 $ 0 $ 0 $ 0 $ 0 $ 0
Client Services Professional $0 $ 0 $ 0 $ 0 $ 0 $ 0
Sales Leadership, Coaching & Consulting (o) 2 $15,000 2 $ 15,000 2 $ 15,000 2 $ 15,000 2 $ 15,000 2 $ 15,000
Total People 4 $18,900 4 $ 18,900 4 $ 18,900 6 $ 30,900 6 $ 30,900 6 $ 30,900
Resources:
Recruiting(o) $22,050 $ 0 $ 18,750 $ 18,000 $ 0 $ 19,500
SWOT (o) $0
Direct Marketing $15,000 $ 0 $ 25,000 $ 25,000
Internet Marketing $0 $ 10,000 $ 3,500 $ 3,500 $ 3,500 $ 3,500
Tradeshows $ 25,000 $ 25,000
PR and AR Relations $0 $ 0 $ 0 $ 5,000 $ 5,000 $ 5,000
Total Resources $37,050 $ 10,000 $ 47,250 $ 51,500 $ 8,500 $ 78,000
Technology:
Marketing Automation $0 $ 0 $ 0 $ 1,000 $ 1,000 $ 1,000
CRM $0 $ 0 $ 0 $ 500 $ 500 $ 500
Total Technology $0 $ 0 $ 0 $ 1,500 $ 1,500 $ 1,500
Total Incremental $55,950 $ 28,900 $ 66,150 $ 83,900 $ 40,900 $ 110,400
Rapid Insights Roadmap™ - 12 Month Cash Flow
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Thank You and Next Steps!
www.salesoverdrive.com866-294-6767