Consulting and competency development
Who we are <ul><li>A global  consulting   and  training   company specializing in  channel strategy   and  sales   in  hig...
Our consulting services “ I need practical solutions from experts who understands the business of high-tech channels and s...
Our Business Acumen Training services “ I need to build capability in my organization.” Intuition’s  business acumen train...
Our Product Sales Training services “ I need my sales team and channel partners to understand how to sell our products.” I...
Our Design services “ I need to find innovative ways to communicate.” Intuition’s  design services  help our customers cre...
How we help customers “ I need to engage and manage my channel.” “ I need practical solutions from experts who understand ...
Our Value Proposition of their products and services. We enable collaboration technology vendors and their routes to marke...
More about our Consulting services <ul><li>Services: </li></ul><ul><li>Channel profitability </li></ul><ul><li>Business st...
Consulting services   – the ROIC Model + - - x x Return on invested capital Working Capital Intensity Return on Working Ca...
Our consulting services  – examples What was done How it was done Outcomes To help maintain channel loyalty, Intuition dev...
Why customers repeatedly use us <ul><li>Experience of channels and deep understanding of high-tech industries </li></ul><u...
Our offices Sydney Beijing Atlanta Melbourne Seoul Phoenix Mexico Singapore Tokyo Madrid
Our deployment capabilities USA  Canada  Germany  Russia Poland  Sweden Norway  Finland Central  America  Venezuela Argent...
Our assets and capacity Consulting team Channel/sales Business acumen Marketing <ul><li>First-hand channel experience </li...
Our customers  (active in 2008)
What customers say “ Intuition understands the importance of execution and always includes change management consideration...
More about Business Acumen training <ul><li>Services: </li></ul><ul><li>Training </li></ul><ul><li>Instructional design </...
Our Business Acumen training  – examples <ul><li>HP </li></ul><ul><li>Created and delivered the “HP Asia Pacific Business ...
What customers say “ Ninety-five percent of channel managers reported that they have been able to grow their partners’ mid...
Intuition training programs Beginner What are channels and why use them? How a reseller works Understanding channel financ...
Intuition training programs Beginner Business finance 101 Farming fundamentals Organizational strategy Profit-driven sales...
Blended learning delivery 3 Phase Three Application management, feedback and refinement <ul><li>KAE and coaching </li></ul...
More about Product Sales training <ul><li>Services: </li></ul><ul><li>Sales process alignment </li></ul><ul><li>Product sa...
Our Product Sales training  – examples What was done How it was done Outcomes HP commercial computing e-learning site targ...
Our Product Sales Training Value Proposition INTUITION BUSINESS ACUMEN TRAINING INTUITION CONSULTING SERVICES Product Sale...
What customers say “ Very effective and compelling e-learning experience.” Rozanna Elias – Category Manager HP PSG Commerc...
Our thought leadership “ You can’t speak to sales reps like you do to customers” “ Partner planning needs to be simple and...
Our contacts Intuition Consulting 11 Stamford Rd #04-03/05 Capitol Building Singapore, 178884 Tel: +65 6325 3470 [email_ad...
Thank you for your interest. Please contact us if you have a requirement or if you have any questions about how we could h...
The following slides give more company background and screen shot examples of some of our blended learning solutions for c...
Our history –   Company NOVEMBER 1999 Intuition incorporated in Singapore JUNE 2007 Latin America office opened AUGUST 200...
Our history –   Business JANUARY 2000 1 st  consulting contract MARCH 2007 1 st  design contract AUGUST 2004 1 st  e-learn...
Our history –   Clients JANUARY 2000 1 st  project with HP APRIL 2008 1 st  project with Oracle NOVEMBER 2005 1 st  projec...
Our 18-month horizon <ul><li>Open offices in </li></ul><ul><li>China (2008) </li></ul><ul><li>India (2009) </li></ul><ul><...
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
Thank you for your interest. Please contact us if you have a requirement or if you have any questions about how we could h...
Our contacts Intuition Consulting 11 Stamford Rd #04-03/05 Capitol Building Singapore, 178884 Tel: +65 6325 3470 [email_ad...
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An introduction to Intuition Consulting, our services & customers

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  • An introduction to Intuition Consulting, our services & customers

    1. 1. Consulting and competency development
    2. 2. Who we are <ul><li>A global consulting and training company specializing in channel strategy and sales in high tech industries </li></ul>
    3. 3. Our consulting services “ I need practical solutions from experts who understands the business of high-tech channels and sales” Intuition’s consulting services help customers implement effective channel strategies, build partner loyalty and develop sales force effectiveness <ul><li>Common customer challenges: </li></ul><ul><li>Channel partners are not aligned with vendor strategy </li></ul><ul><li>Channel partners are concerned about profitability </li></ul><ul><li>Difficulties measuring channel effectiveness </li></ul><ul><li>Low productivity in the sales force </li></ul><ul><li>Developing new channel strategies for new products </li></ul>
    4. 4. Our Business Acumen Training services “ I need to build capability in my organization.” Intuition’s business acumen training provides blended learning solutions based on best practices in high-tech channels and sales. Insights from our industry experts help customers build organizational capabilities that create competitive advantage <ul><li>Common customer challenges: </li></ul><ul><li>Channel account managers are poor planners </li></ul><ul><li>CAMs have a limited understanding of partner’s business </li></ul><ul><li>Conducting effective engagements with partners </li></ul><ul><li>Improving the gross margins on sales </li></ul>
    5. 5. Our Product Sales Training services “ I need my sales team and channel partners to understand how to sell our products.” Intuition’s product sales training services turn customers’ product, technical and customer information into highly effective sales and channel training <ul><li>Common customer challenges: </li></ul><ul><li>Channel partners & sales teams not inspired by existing product training </li></ul><ul><li>Staff not motivated to take product sales training </li></ul><ul><li>Product managers not skilled at creating compelling sales content </li></ul><ul><li>Limited time and resources prevent internal creation of effective training </li></ul>
    6. 6. Our Design services “ I need to find innovative ways to communicate.” Intuition’s design services help our customers create innovative and effective design solutions for their presentations and communication materials <ul><li>Common customer challenges: </li></ul><ul><li>Our presentations need to impress our customers and partners </li></ul><ul><li>Our messages are often not communicated clearly </li></ul><ul><li>Our marcom agencies never seem to get our business strategy </li></ul><ul><li>I don’t have access to people with advanced PowerPoint skills </li></ul>
    7. 7. How we help customers “ I need to engage and manage my channel.” “ I need practical solutions from experts who understand the business of high-tech channels and sales” “ I need my sales team and channel partners to understand how to sell our products.” “ I need to build capability in my organization.” “ I need to find innovative ways to communicate.”
    8. 8. Our Value Proposition of their products and services. We enable collaboration technology vendors and their routes to market between to maximize the knowledge, g ro w t h , profitability and customer satisfaction
    9. 9. More about our Consulting services <ul><li>Services: </li></ul><ul><li>Channel profitability </li></ul><ul><li>Business strategy design </li></ul><ul><li>Route-to-market planning </li></ul><ul><li>Partner advisory boards </li></ul><ul><li>Services strategy </li></ul><ul><li>Sales deployment </li></ul><ul><li>Intuition value: </li></ul><ul><li>IT industry relationships (vendors and channels) </li></ul><ul><li>Channel strategy methodology </li></ul><ul><li>Channel profitability framework </li></ul><ul><li>IT channels experience </li></ul><ul><li>Multi-level engagements in vendors </li></ul>Intuition’s consulting services help customers implement effective channel strategies, build partner loyalty and develop sales force effectiveness
    10. 10. Consulting services – the ROIC Model + - - x x Return on invested capital Working Capital Intensity Return on Working Capital Working Capital Turn Working Capital Days Operating Margin DSO DPO Inventory Days Cost Structure Gross Margin
    11. 11. Our consulting services – examples What was done How it was done Outcomes To help maintain channel loyalty, Intuition developed a set of customer rules of engagement for HP that established transparency and predictability A localized e-learning program that was signed off on by both HP management and channel partners to ensure compliance Partners were surveyed and results indicated greater commitment to HP For Cisco’s commercial segment sales push, Intuition developed a change management program that converted Account Managers to Territory Managers Territory plans involving Cisco’s marketing team and channel partners were put in place to increase coverage and penetration Incremental sales were achieved that enabled Cisco to hit their stretch targets Intuition developed alternative business models for Intel’s white box partners, who were facing increased competition and change. Local leaders were taught business models and tools which they could use to develop services and manage working capital Local leaders are changing their business models to adapt to the changing environment
    12. 12. Why customers repeatedly use us <ul><li>Experience of channels and deep understanding of high-tech industries </li></ul><ul><li>Instant credibility with channel partners and sales teams </li></ul><ul><li>Extensive business acumen IP that can be leveraged </li></ul><ul><li>Global capabilities </li></ul><ul><li>Ability to develop and deploy effective programs quickly </li></ul><ul><li>Experience of working with complex organizations </li></ul><ul><li>We know it is our job to make you successful </li></ul>
    13. 13. Our offices Sydney Beijing Atlanta Melbourne Seoul Phoenix Mexico Singapore Tokyo Madrid
    14. 14. Our deployment capabilities USA Canada Germany Russia Poland Sweden Norway Finland Central America Venezuela Argentina Brazil Paraguay Singapore Indonesia Australia New Zealand Japan Korea China Taiwan India Thailand Philippines Malaysia Europe In-House Asia Pacific North America Latin America Intuition qualified partners England Spain France Italy Mexico Columbia Chile Peru Uruguay
    15. 15. Our assets and capacity Consulting team Channel/sales Business acumen Marketing <ul><li>First-hand channel experience </li></ul><ul><li>Industry partnerships </li></ul><ul><li>Over 500 channel research and consulting engagements </li></ul>12 Content team Researchers Pedagogues Writers/editors <ul><li>42 blended learning programs </li></ul><ul><li>Instructional design process </li></ul><ul><li>IP for effective workshop structure </li></ul>18 Facilitators Delivery team Coaches Logistics <ul><li>Instructor IP tools </li></ul><ul><li>Experienced workshop facilitators </li></ul><ul><li>Train-the-trainer process </li></ul>25 Designers Technology team Animators Programmers <ul><li>In-house design and animation team </li></ul><ul><li>Web 2.0 mediums </li></ul><ul><li>E-learning animation and back-end tools </li></ul>9
    16. 16. Our customers (active in 2008)
    17. 17. What customers say “ Intuition understands the importance of execution and always includes change management considerations and plans that deliver outcomes” “ Intuition’s experience and solid relationships in the IT industry allows them to leverage this wealth of experience to add unprecedented value in all the projects they are involved in” “ Intuition’s focus on the business drives decisions that have a business impact” “ Intuition understands the channels business so intimately that they gain trust and credibility with both the vendor and channel partners”
    18. 18. More about Business Acumen training <ul><li>Services: </li></ul><ul><li>Training </li></ul><ul><li>Instructional design </li></ul><ul><li>Channel, sales, finance and business management programs </li></ul><ul><li>Content research and development </li></ul><ul><li>Blended learning frameworks </li></ul><ul><li>Traditional and web 2.0 deployment </li></ul><ul><li>Post-training monitoring and ROI modeling </li></ul><ul><li>Intuition value: </li></ul><ul><li>IT industry knowledge </li></ul><ul><li>Insight into IT vendors’ businesses </li></ul><ul><li>Training facilitation IP </li></ul><ul><li>Global network of facilitators </li></ul><ul><li>0ver 50 active e-learning sites </li></ul><ul><li>Knowledge application tracking </li></ul>Intuition’s business acumen training provides blended learning solutions based on best practices in high-tech channels and sales. Insights from our industry experts help customers build organizational capabilities that create competitive advantage.
    19. 19. Our Business Acumen training – examples <ul><li>HP </li></ul><ul><li>Created and delivered the “HP Asia Pacific Business Academy” </li></ul><ul><li>Created and delivered the “Managing Resellers Successfully” program </li></ul><ul><li>Created and delivered the “HP Asia Pacific Retail Management” program </li></ul><ul><li>Created and delivered the “HP Asia Pacific Marketing Technology Products” program </li></ul><ul><li>Managing www.hp-trac.com </li></ul><ul><li>Managing www.hp-retail.com </li></ul><ul><li>Managed the SPO Channel Academy globally </li></ul><ul><li>Cisco Systems </li></ul><ul><li>Created the “Business Acumen” program </li></ul><ul><li>Created and delivered 3 core Channel Business Skill Programs </li></ul><ul><ul><li>Defining Business Models </li></ul></ul><ul><ul><li>Marketing Technology Products </li></ul></ul><ul><ul><li>Building a Services Practice </li></ul></ul><ul><li>Created and delivered the “ROIC Partner Engagement” program </li></ul><ul><li>Created and delivered the “Partner Profitability” program </li></ul><ul><li>Created and delivered the “Partner Business Transformation” workshops </li></ul><ul><li>Managing www.cisco-academy.com </li></ul>
    20. 20. What customers say “ Ninety-five percent of channel managers reported that they have been able to grow their partners’ mid-market business as a direct result of taking the Intuition training program.” Tracie Ybarra - HP Global Learning and Development Manager “ Intuition has been instrumental in helping us build capabilities in our channel team that makes us the top vendor with our channels.” Chuck Robbins – Cisco Global Vice President of Channels “ The Intuition on-boarding training reduced the “time to contribution” of our new sales reps by thirty-five percent.” Pat Pefley – ProCurve Global Learning and Development Manager “ Partnering with Intuition was great as they have an excellent understanding of channels, our industry and how to create training with impact.” Michelle Moore – Nokia Global Vice President of Retail Channels
    21. 21. Intuition training programs Beginner What are channels and why use them? How a reseller works Understanding channel finance Reseller growth model Partner sales planning Channel engagement Intermediate Understanding channel strategy Assessing reseller capabilities Channel finance acumen Developing a channel partner’s business Partner business planning Channel development Advanced Strategic channel planning Enabling a reseller’s business Channel business acumen Positioning the partner business case Strategic account planning Channel performance management Course Channel strategy Channel enablement Channel finance Reseller growth Channel planning Channel management
    22. 22. Intuition training programs Beginner Business finance 101 Farming fundamentals Organizational strategy Profit-driven sales techniques Building a successful SMB channel Understanding the retail channel Intermediate Business insight through financial understanding Customer analysis and profiling Strategic thinking Profit sales strategy SMB partner sales planning and enablement Managing the retail offer Advanced Financial management Farming strategies and execution Business strategy planning Building a business profit strategy Creating the business case for an SMB partner Retail management Course Finance for non-finance Farming Strategy (2-day courses) Improving sales profitability SMB Retail
    23. 23. Blended learning delivery 3 Phase Three Application management, feedback and refinement <ul><li>KAE and coaching </li></ul><ul><li>Real life application </li></ul><ul><li>Guided steps </li></ul><ul><li>Access to coaching and mentoring </li></ul><ul><li>Feedback on application exercise </li></ul><ul><li>Ensures management involvement </li></ul><ul><li>Conduit to behavior change of trainees </li></ul><ul><li>ROI tracking </li></ul>2 Phase Two Application instruction <ul><li>Engagement workshop </li></ul><ul><li>Practice to apply learning </li></ul><ul><li>Extended learning and understanding </li></ul><ul><li>Direct engagement with planning partners </li></ul><ul><li>Practice partner engagement (presentation, negotiation, problem solving, actions) </li></ul><ul><li>Discussing examples and best practices </li></ul>1 Phase One Knowledge, skills and tools transfer <ul><li>E-learning </li></ul><ul><li>Concepts </li></ul><ul><li>Models </li></ul><ul><li>Techniques </li></ul><ul><li>Case studies </li></ul><ul><li>FAQs </li></ul><ul><li>Online support </li></ul><ul><li>On-going learning asset </li></ul><ul><li>Webinars </li></ul><ul><li>Practical application </li></ul><ul><li>Issue resolution </li></ul><ul><li>Example illustration </li></ul>Training tools designed for measurable outcomes
    24. 24. More about Product Sales training <ul><li>Services: </li></ul><ul><li>Sales process alignment </li></ul><ul><li>Product sales enablement </li></ul><ul><li>Training content creation </li></ul><ul><li>Sales message simplification </li></ul><ul><li>Presentation design </li></ul><ul><li>Training packages </li></ul><ul><li>Intuition value: </li></ul><ul><li>IT industry knowledge </li></ul><ul><li>Insight into IT sales mindset </li></ul><ul><li>Product marketing heritage </li></ul><ul><li>Retail/commercial reseller business alignment </li></ul><ul><li>In-house writing and design </li></ul>Intuition’s product sales training turn customers’ product, technical and customer information into highly effective sales and channel training
    25. 25. Our Product Sales training – examples What was done How it was done Outcomes HP commercial computing e-learning site targeted at HP internal sales force and Partners’ sales reps. Working with five business units, we adapted marketing and reference materials into immersive e-learning modules. Compelling learning experience for 200 HP reps and 3000 Partner reps in five sales-focused modules. Complete set of training presentations for master trainers on Intel new products and platforms. Working with Intel product managers, we adapted global marketing materials to increase effectiveness and retention. Highly-rated product and platform training for Intel master trainers in regional training roll-out to channel partners. Compelling learning experience for 200 HP reps and 3000 Partner reps in five sales-focused modules. Combining product marketing knowledge with design expertise, we created a complete training experience for Nokia retail reps. An engaging end-to-end training experience through face-to-face workshops and compelling printed collateral. Development of a compelling e-learning experience for a new storage solution. Using our channel expertise and the development of solution selling modules, we created an effective e-learning engine for Imation. One e-learning module that effectively trained 2,000 sales reps worldwide on new solution.
    26. 26. Our Product Sales Training Value Proposition INTUITION BUSINESS ACUMEN TRAINING INTUITION CONSULTING SERVICES Product Sales Training
    27. 27. What customers say “ Very effective and compelling e-learning experience.” Rozanna Elias – Category Manager HP PSG Commercial “ Intuition has helped us develop the most effective training tools for our Partners.” Angeline Nguan,,Marketing Manager Nokia
    28. 28. Our thought leadership “ You can’t speak to sales reps like you do to customers” “ Partner planning needs to be simple and sales driven” “ Rebates are like throwing money away, unless…” “ The five Cs of channels” “ Training is a waste of time without….…” “ Partner profitability drives loyalty, investment and growth ” “ The 4 marketing imperatives of retail” “ Complexity demands data based segmentation” “ Multi channels is the only way to be successful”
    29. 29. Our contacts Intuition Consulting 11 Stamford Rd #04-03/05 Capitol Building Singapore, 178884 Tel: +65 6325 3470 [email_address] Mail Intuition Consulting Urb. Reajo del Roble Avda del Lago, 66 28450, Collado Mediano Madrid, Spain Phone Tel: +34 685 803 109 Email [email_address] Main Office: European Office:
    30. 30. Thank you for your interest. Please contact us if you have a requirement or if you have any questions about how we could help your business grow more profitably.
    31. 31. The following slides give more company background and screen shot examples of some of our blended learning solutions for customers such as HP, Procurve and Nokia and which are styled for different audiences around the world.
    32. 32. Our history – Company NOVEMBER 1999 Intuition incorporated in Singapore JUNE 2007 Latin America office opened AUGUST 2006 Singapore office moved to Capitol building APRIL 2006 US office opened JUNE 2002 Hired 5 th employee DECEMBER 2004 Hired 10 th employee FEBRUARY 2006 Hired 20 th employee OCTOBER 2007 Hired 40 th employee and Staffing
    33. 33. Our history – Business JANUARY 2000 1 st consulting contract MARCH 2007 1 st design contract AUGUST 2004 1 st e-learning contract MARCH 2001 1 st product sales training contract APRIL 2002 1 st business skills training contract NOVEMBER 2006 1 st keynote contract 2002 $1.5 million 2004 $3.5 million 2006 $7 million 2008 $13 million and Revenue
    34. 34. Our history – Clients JANUARY 2000 1 st project with HP APRIL 2008 1 st project with Oracle NOVEMBER 2005 1 st project with Nokia SEPTEMBER 2001 1 st project with Cisco Systems MAY 2005 1 st project with Intel MARCH 2006 1 st project with Ingram Micro
    35. 35. Our 18-month horizon <ul><li>Open offices in </li></ul><ul><li>China (2008) </li></ul><ul><li>India (2009) </li></ul><ul><li>Northern Europe (2009) </li></ul>IT channels online business benchmarking services (2008) IT channel online business training (2009) IT vendor PRM services (2009) Advanced sales workshop series (2009)
    36. 52. Thank you for your interest. Please contact us if you have a requirement or if you have any questions about how we could help your business grow more profitably.
    37. 53. Our contacts Intuition Consulting 11 Stamford Rd #04-03/05 Capitol Building Singapore, 178884 Tel: +65 6325 3470 [email_address] Mail Intuition Consulting Urb. Reajo del Roble Avda del Lago, 66 28450, Collado Mediano Madrid, Spain Phone Tel: +34 685 803 109 Email [email_address] Main Office: European Office:

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