Exploring Growth Strategy

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Typical Goals

•  Balancing % revenue generated by customers •  Align mission, strategy, and execution •  Building and driving a team to execute strategy •  Yield 100 % GS growth in 36 months. •  Expand model geographically

Balancing % revenue generated by customers

  Typical assessment   About 80% of revenue generated by 20% of our customers

  Model for house accounts well established

  Radius of action limited to the territory and verticals

  Limited sales team /metrics/ branding

Aligning Strategy to Execution

Strategy Goals

•  Determine our reason for existence •  Assess our Market Opportunities •  Perform a Market Analysis/Positioning •  Perform a Competitive Analysis/Positioning

Execution

Competitive Ecosystem

The competition • Who is our competition (direct and indirect)? • What are their strengths? • What are their Weaknesses?

Your organization • What are our strengths? • What are our Weaknesses? • How are we “Different”? • What makes us special to our current customers?

Assessing Market Opportunities

Market Trends •  Who has money to spend in our services? •  Why are they spending money and for what projects?

Target Prospect Profile •  By Industry •  By revenue •  By company size Value Proposition •  What can we do for these targets? Prospecting •  Network •  Online Research

From Pipeline to Forecast

Target prospect profile

The ideal prospect Company Size •  Revenue •  Employees •  Target Decision Makers •  Industry •  Territory/Geography •  Pain Point

Sales Cycle: Awareness to Demand Generation

Awareness 20%   30 second pitch   Email intro   Inside sales script and

Q&A   Marketing Material   Differentiation of our

services

Demand Generation 40% o Focus on the Right

Prospects o Prospecting

o Generate Interest

o Volume is up: Word of Mouth

Sales Cycle : Engagement to Closure

Sales Closure 80% •  Goal is customer signed

Purchase Order •  Get Customer to

commit to continued service

Sales Engagement 60% •  Clean, concise sales

presentation •  Goal oriented sales meeting •  Always leave the door open •  Concrete next steps/

activities

Differentiation

  Simplify and streamline document sharing

  Constantly exceeding customer expectations

  Review of service metrics available both in paper and online

  Establish a reputation of influencer and not a sales organization

  Branding image, mission, and delivery

  Strive to be the GO TO company

Q & A

Revenue Models & Strategic Planning Alexander M Orlando, DBA

amo@innovahub.com