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