Profit bi 4 27 11


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  • Profit bi 4 27 11

    1. 1. Team Meeting<br />ProfitBI<br />4.26.11<br />ALTUS ALLIANCE, LLC<br /><br />
    2. 2. Altus Alliance<br />2<br />Agenda<br />Review action items from previous meeting<br />Product roadmap discussion<br />Customer profile discussion<br />Interview discussion<br />Next steps<br />
    3. 3. Previous meeting A/Rs<br />Meishelle to schedule a conference call with Larry/Steve/David. Trying to get this done 4/21 informally while Larry is driving, otherwise tomorrow 4/22 Done. Call held 4/22<br />Dave and Steve Take suggestions on mission and vision and synthesize next version by 4/26 Done for Vision. Discuss today<br />Meishelle to provide historical customer data and current opportunity information to Dave and Steve for the matrix. Done<br />Dave and Steve to start to research other contacts, points of entry/navigation. By 4/26 Done. Discussion today<br />Dave and Steve to construct straw man questionnaire by 4/26 Done. Discussion today<br />
    4. 4. Mission/Vision<br />Seven straw men for Vision<br />Want to down select and solicit comments<br />If the exercise works, move to mission next week<br />
    5. 5. Baseline Vision and Mission? <br />
    6. 6. Sample Vision Statements<br />Return the United States to the strongest manufacturing market in the world.<br />Become the leader in accelerating profits for companies worldwide with instantaneous profit forecast and maximization<br />Become the company that is recognized for enabling the transformation of businesses worldwide though provision of real time profit information technology<br />Have “ProfitBI-ing” become synonymous with driving a business around real time profit scheduling<br />Be the driving force that empowers business to optimize profits through real time intelligence<br />Lead the new generation of technology for company growth by profit prediction<br />Lead the third revolution in industry, from mass manufacturing to IT to real time profit scheduling<br />
    7. 7. Product, Sales, and Marketing Roadmap<br />
    8. 8. Baseline – Current Status<br />70% of product is in Excel spreadsheet<br />Every demo or engagement requires manual labor to generate profit parameters<br />Financial statements are required from prospects/clients<br />Updates are manual process<br />Bottleneck process with one SME<br />30% is cloud based and on a single server<br />Not scalable for ramp up deployment of new clients<br />Historically, all sales required proof of concept that can take up to 5 weeks<br />Sales and post sales are heavily reliant on consulting<br />
    9. 9. Raw leads<br />SetPoint BI<br />Sales Process<br />Questionaire<br />Insufficient data available<br />Submit financials<br />Process/deploy<br />Results<br />Not enough potential return to warrant engagement<br />Proposal<br />Large area = high cost of sales<br />Close<br />Engagement<br />
    10. 10. Phase I<br />Phase II<br />Phase III<br />Product<br />Automation<br />Consultancy <br />Self Service<br />70% Excel<br />30% ASP/SQL<br />60% Cloud ASP/SQL/Other Technology<br />100% Cloud ASP/SQL/Other Technology<br />Product<br />Resources for Sales<br />Cost of Sales and Sales Cycle<br />Sales/ Marketing<br />Financial Statement<br />Proof of Concept<br />Instant Demo<br />Self Service<br />Online Purchase<br />
    11. 11. Straw Person Questions<br />Questions are different for 3 distinct sales phases<br />Prospects are different for each phase<br />Sales and Products are on the same transitional roadmap<br />First (current) phase are good for Small/Medium size companies<br />Second phase are good for SM and small cap enterprise companies<br />Third phase are good for all sizes<br />
    12. 12. Straw Person – First Phase<br />Companies ~<$30M business volume<br />CEO/Owner is responsible for P&L<br />Basic business profile questions need to be added<br />Profit is essential<br />Where and what is the fastest path to profit<br />Do you want to know how long does it take to realized profit<br />Do you want an ability to predict the criticality of profit?<br />How often does management need to know the above<br />Plan and project the growth of company based on predictable profit paths<br />Would you buy this with monthly subscription and service fee?<br />
    13. 13. Straw Person – Second Phase<br />Companies < $250M business volume<br />CFO/Department Head is accountable for P&L<br />Background/profile questions<br />Profit is important plus competition<br />Plan and project the growth of company based on predictable profit paths<br />Do you feel it is important to know when profit will be realized?<br />How to compete and still be profitable by modeling where to price against competition<br />How soon do you need to have your profit results (can it be 8 hours turn around time?)<br />Would you buy this with subscription and biannual service fee?<br />
    14. 14. Straw Person – Third Phase<br />All companies<br />CEO/Owner/CFO/Department Head<br />Profit and Competition are equally important<br />More accurate profit prediction to meet earning expectations<br />Do you feel it is important to know when profit will be realized?<br />Would you like to predict the profit of your various organizations?<br />How to compete and still be profitable <br />Would you like to have all this modeling and control instantaneously and with no software to install or assemble?<br />Would you buy this with a monthly subscription and an annual service fee<br />
    15. 15. Raw leads<br />Profit BI<br />Sales Process<br />Tools<br />- qualification; need and decision <br /> - qualification; technical and financial<br /> - trial close and demonstration <br />Quote<br />Small area = low cost of sales<br />Close<br />Sale<br />Deploy<br />
    16. 16. Customer profiles and points of entry<br />Analysis of past engagements<br />Which customer segments to target first?<br />What kind of business to target first?<br />Build on past success?<br />Attack new segment?<br />Growth strategy and profile roadmap<br />
    17. 17. Customer & prospect profiles<br />
    18. 18. Customer and Prospect profiles<br />
    19. 19. Questions<br />What has caused the focus on BTO and services businesses?<br />Price point?<br />Technical fit?<br />Possibility of results?<br />How does the qualification process have to evolve?<br />
    20. 20. Next Steps and action items<br />Altus Alliance<br />20<br />