Become a KPI Slides

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  • Definition of Product \n\nASK for definitions in audience\n\nA. something you manufacture or sell\n
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  • Let’s look at a successful case study – Disney\n\nTELL STORY OF ANNAHEIM ETC – HOW RISKY IT WAS - car, 3 x price \n\nIt’s product extension because they sit on top of each other and an evolved brand\n
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  • Where are You\nWhere is your team\nWhere is WHTM \nWhere should it go – has to be AG as have investors and too far to “go back”\n
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  • After the break, we’re going to look at some successes, but let’s quickly look at some failures.\nDistribution extension Failures:\n\nVerbal Example nearly all British Pop bands except for the Beatles that have tried to extend into US\n
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  • Social media is just the vehicle; it’s the human behaviour driving its success. That’s would be like calling me an electrician because I turn light switches on a dozen times a day!\n
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  • Become a KPI Slides

    1. 1. KEY PARTNERS startupsmart
    2. 2. Andrew Griffiths - 11 books, now sold in over50 countries, Australia’s #1 Small Business Author
    3. 3. Marc Johnstone - Founding CEO of NavitasIP & Shirlaws Coaching
    4. 4. Products = Asset ValueBuilding the value of your business KPI June 1st 2012
    5. 5. Agenda – Product = Asset = Value•Why Product is more important thanever – The CYCLE•Valuation•Product•Case Studies•Marketability
    6. 6. RISING REAL ESTATE 9:30 PRICES 12:30 Reduce Share EASIER 12 RISINGIncrease Property Allocations Allocations MONEY INTEREST Reduce Bonds Increase Cash RATES 11 1 RISING FALLING OVERSEAS SHARE RESERVES 10 BOOM 2 PRICES STRONG SLUMP RECOVERY GENERAL CORPORATE RISING RECOVERY FAILURES FALLING COMMODITY PRICES 9 3 COMMODITY PRICES HESITANT UNEVEN SLOWDOWN RECOVERY GLOOM RECOVERY RISING SHARE 8 BEGINS 4 FALLING OVERSEAS PRICES RESERVES 7 5 6:30Increase Share FALLING 6 TIGHTER 3:30 Reduce Property Allocations INTEREST MONEY Allocations Reduce Cash FALLING Increase Bonds RATES REAL ESTATE PRICES Source: Count Financial Group
    7. 7. Valuation = Profit X MultipleWhich side of the equation creates value andleverage?Income follows ASSETS
    8. 8. Valuation Benchmark Formula
    9. 9. Product = Asset = Value•If you have a PRODUCT, you have VALUE•There is a formula to unpack the I.P. youhave and to scale it•You may not even “know” what this I.P. is
    10. 10. PRODUCT
    11. 11. PRODUCT
    12. 12. PRODUCT
    13. 13. PRODUCT
    14. 14. Product Innovation1. Innovate Products for Now – (Consumption cycle)2. Innovate for Next Cycle – ACM – (DOC, in-sourced HR)3. 4 Touches & LoyaltyWhat are your key business assets?• In a flat market, everyone is selling against everyone.• Key is to innovate and differentiate
    15. 15. Product Innovation1. Innovate Products for Now – (Consumption cycle)2. Innovate for Next Cycle – ACM – (DOC, in-sourced HR)3. 4 Touches & LoyaltyWhat are your key business assets?• In a flat market, everyone is selling against everyone.• Key is to innovate and differentiate
    16. 16. FunctionalityAccounting Positioning SalesHR Distribution MarketingAdminLegal etc.. New Product etc.. Factory etc.. Infrastructure Strategic Revenue Support Activities Activities
    17. 17. Resource Allocation % % % Costs Cash flow Growth = Increased Valuation
    18. 18. Positioning Matrix
    19. 19. Positioning Implementation* Need alignment across these four to achieve compound Growth rates
    20. 20. PRODUCT -v- SOLUTION SELLING
    21. 21. THE BUSINESS ISSUEPRODUCT Training focuses on the “fact” that there are skills lacking in the sales person and so training focuses on: • Sales Training • Relationship skills • Fact Find Skills • Negotiation SkillsSOLUTION • Listening Skills • Rapport building • “C” Level Training
    22. 22. PRODUCT SALES “Takes the order” PERSONGOOD PRODUCT SALES “Up-sells” PERSON SOLUTION SALES Creates the need PERSON
    23. 23. ARCHITECTURECONTENTMARKETABILITY
    24. 24. ARCHITECTURE:• AND/OR• PICTORIAL - VISUAL• CONTEXT: SOURCE
    25. 25. Products = Asset ValueBuilding the value of your business KPI June 1st 2012
    26. 26. Microphone SeminarsComing to a Town Near You!• Come learn the ‘POWER’ of the microphone• You too can make 30 pounds, in 30 days or less using a microphone• Microphone Wealth Creation Master-Class• 101 ways to use a microphone
    27. 27. Zero Moment Of Truth
    28. 28. BIGSmall is Business
    29. 29. Michelle Phan Makeup Artist 583,000,000 views 830,000 fans 247,000 followers
    30. 30. Gotye 230,000,000 viewsWalk Off The Earth 112,000,000 views
    31. 31. Phillip De Franco TVCommenting on Daily News 891,000,000 views 400,000 fans 560,000 circles
    32. 32. Customers areNow YourMarketers….EmpowerThem!
    33. 33. B2C, tribe engagementBe your own PR starYou’re in chargeB2B, joint venturesListening & research
    34. 34. My Top 5 Take-Away TipsRepetition creates your reputation!! Take yourpitch & message & ensure it’s replicated acrossall your social media profiles & collateral.
    35. 35. My Top 5 Take-Away TipsContent + Community = The New Currency!!Take your e-books, whitepapers, articles, blogs,videos & syndicate them across the web.
    36. 36. My Top 5 Take-Away TipsDon’t write chequeswith social mediathat your businesscan’t cash!!In other words don’tgenerate leads fromsocial media withouta strategy forconverting them intosales. Social mediashould form part ofyour product funnel.
    37. 37. My Top 5 Take-Away TipsSecure your online real estate or riskbecoming a Swagman…a Jack-of-all-trades anda master-of-none!
    38. 38. My Top 5 Take-Away TipsSecure your online real estate or riskbecoming a Swagman…a Jack-of-all-trades anda master-of-none!
    39. 39. My Top 5 Take-Away TipsLook left, look right, look left again!! Whoservices your target market before, during &after you? Establish relationships with them onsocial media & look for joint ventureopportunities.
    40. 40. Social Media ROIDatabase & Business value &Leads goodwill increasesExtended life Higher salesof customer conversionAverage spend & Waste reduction viaprice increases customer research &(think ZMOT) feedback
    41. 41. Which Outcome Do You Want?
    42. 42. Which Outcome Do You Want?
    43. 43. Which Outcome Do You Want?Learning to Sing is the Key!
    44. 44. The Web CelebThe Web Celeb TVwww.thewebceleb.tv

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