CPG Overview

© 2009 Copyright Cardinal Points Group, LLC All Rights Reserved

Cardinal Points GroupNavigating Business Success

"Experience is a hard teacher because she gives the test first, the lesson afterwards."

– Unknown

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CPG Background

• Founded 1998

• Focused on IT Product, Services, Solutions and related Channels

• Experienced Professionals within the industry


1985 –1993 Enterprise Group Manager, Arthur Andersen & Co. specializing in Private-Closely

Held businesses within in the technology sector and focused on manufacturing and distribution

1993 –1998 Sr. Vice President & CFO, Dickens Data Systems, Inc. Value Added Distributor

of Technology Solutions

1998 – Today Founder and Partner, Cardinal Points Group LLC

Warren R. Turner, CPACareer Summary

Dickens Data Systems, Inc.Revenue History

0

50

100

150

200

250

300

350

400

1993 1994 1995 1996 1997

Mill

ions

Double Digit Growth…Transformation, Focus & Profitable!!!


Educational Roadmap

Operations

Sales & Marketing

Financial Management

Workshop(FMW) Services

Marketing Workshop

(SMW)

Building a Services Pyramid

(BSP)

Sales & Marketing Tools

Benchmarking Best Practices

Management Disciplines for

Services

Developing Compensation

Plans

Competency Assessment &

StrategiesServicesSales

Workshop(SSW)

Business PartnerConsulting Engagements

Industry Education

Models

Return on Investment

Models

JustificationTemplates

IGS Offerings “Business Issue”

Sheets

25 Countries4,000 + Attendees

Peer Based LearningOne on One Strategy Sessions

Web Events

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Financial Management Workshop (FMW) Overview

Agenda

• Solution Provider Evolution• Real Competencies• Financial Impact of Services• The Real Cost of IT• Getting Premium Prices

Upon Completion you should:

• Understand the financial strategies of successfulservices companies

• Learn benchmarks and current trends in the services industry – “your network to best practices””

• Develop immediate action plans to improve the services profitability of your company

Managing a Profitable Services Business

“Dancing with the Elephant”


Services Sales Workshop (SSW) Overview

Agenda1. Services Impact2. Marketing Strategies3. Sales Skills Training4. Sales Process Training5. Business Process Training6. Building Justification

Fear Factors of Selling• No budget, no money, no interest,

no need…• Selling intangible products

(services) • Selling without value – “Selling

Naked”• Calling on non-IT executives• Getting to high-level executives• Sales call tension

Services Sales Workshop“Eliminating The Fear Factor”


Sample M&A Transactions

“Warren successfully identified the strategic acquirer for our business. His understanding of M&A and channels is an asset to any VAR looking to buy or sell their business”

John Moran, former CEO and Owner of Inter-American Data


Testimonials

“Cardinal Points Group under Warren’s direction authored the # 1 rated course in IBM Business Partner History, Warren’s unique insight into the daily challenges of running a VAR business coupled with his own experiences have been extremely valuable to both IBM, its Business Partners and me.”

John Pratt, Sr. VP of Professional Services Agilysys and Former Executive IBM


Testimonials

"Warren is recognized as a thought leader within the Business Partner Channel. His unique career experiences and understanding of channels provide clear and strategic direction to those partners wanting to embrace a services business model and create value for their business.”

John Mullally, IBM Master Inventor


Testimonials

“Warren has a clear insight into the challenges facing today’s resellers and services providers. His been there done that experience is relevant to our business needs. He thinks straight and talks straight providing practical advice.”

Todd Bowling, Chief Executive Officer, Solutions II


Testimonials

“Warren’s Financial Management Workshop and Services Sales Workshop took me by surprise and exposed me to many new thoughts and ideas relevant to my business. As a result I engaged Warren to present his materials to my management team and it has helped serve as a catalyst for change.”

Alberto Dosal, Chief Executive Officer, Compuquip Technologies


Contact Information

Warren R. Turner

4851 Olde Village Court

Atlanta, GA 30338

[email protected]

(O) 770-913-0048

(M) 404-664-6000

http://www.linkedin.com/in/warrenturner

mailto:[email protected]

http://www.linkedin.com/in/warrenturner

CPG Overview

Technology

Transcript of CPG Overview