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Perfect partnerships master tc

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  • 1. Copyright 2009 ? Prepared by: Andy de Sallis Date: 28/6/10
  • 2.
    • All about me
    • The Psychology of Sales
    • Making first meetings count
    • What makes us special
    • Who do we want to engage with
    • Sales process, strategy & action plan
    • Conclusion, questions & open discussion
  • 3. Copyright Andy de Sallis 2010
  • 4. Copyright 2009 A results orientated business development leader
  • 5.
    • VP Sales, Marketing Consultant, MD, Entrepreneur, Founder, Business Development Leader
    Copyright 2009
  • 6. Copyright Andy de Sallis 2010
  • 7. Copyright 2009 ?
  • 8.
    • Engaging introductions with key industry leaders
    Copyright 2009
  • 9.
    • Engaging introductions with key industry leaders
    Copyright 2009
    • 6 degrees of separation
    • Tenacity
    • Research first
    • Very popular
    • Busy people, one shot
    • Not easy to impress
    • Must remember you
  • 10. Copyright Andy de Sallis 2010
  • 11. Copyright 2009 Like the first date
  • 12. Copyright 2009
  • 13. Copyright 2009
    • The do’s
    • Encourage them to talk about themselves
    • Ask them lots of questions
    • Eye contact
    • Be passionate
    • Listen, Listen, Listen
    • Let conversation flow, like a dance
    • Talk about the future
    • Leave them wanting more
  • 14. Copyright 2009
    • The don’ts
    • Don’t just talk about yourself
    • Don’t overwhelm them with Jargon
    • Don’t show off
    • Don’t apply too much pressure
    • Don’t (do) talk about other relationships
  • 15. Copyright 2009
    • Want to know us better and engage further
    • Discovered something exciting they didn’t know
    • Believe that we can deliver
    • Seek a long term strategic relationship
    • Mutually beneficial
  • 16. Copyright Andy de Sallis 2010
  • 17. Copyright 2009 Competitors split across product categories We’re different, a smarter solution... Support Security Storage/sharing Dashboard
  • 18. Copyright 2009
    • Bespoke Solutions Suite for ISP’s
    • Flexible, white label and easy to use
    • Best in class software
    • Increase ARPU
    • Fast-track growing company
    • Only work with the Worlds best ISP’s
    • Best people and processes
  • 19. Copyright 2009
  • 20. Copyright 2009
  • 21. Copyright Andy de Sallis 2010
  • 22. Copyright Andy de Sallis 2010 South Africa Zimbabwe Sudan Nigeria Tunisia Algeria Morocco Uganda Kenya Spain France Netherlands UK Sweden Poland Italy Ukraine Russia Turkey Iraq Iran Palestine Kuwait Bahrain UAE Israel Oman Saudi Arabla Lebanon Jordan Germany Egypt Syria Qatar Yemen Top 35 EMEA Countries by Internet penetration
  • 23. Copyright 2009
  • 24. Copyright 2009 Bar graphs = population M / Country = internet / Broadband users M
  • 25. Copyright 2009
  • 26. Copyright Andy de Sallis 2010
  • 27. Copyright 2009 Customer Engagement Director Subscriber Marketing Director Technical Director Account Program Manager GM’s GM EMEA
  • 28. Copyright 2009 Meet the UK/Canadian teams . Immerse in the product & proposition . Culture . Research. Agree KPI’s with SMT. Build EMEA prospect database and CRM. Meet RP clients . Competitor analysis & EMEA ISP’s. Contact all hot AdS leads . Asses existing and create new EMEA marketing, sales & web assets . Attend existing client meetings & demo’s. Contact key EMEA ISP’s and Initiate sales activity program. Book demo’s and meetings. Create proposals, demo’s and PowerPoint decks. Travel to key markets to pursue leads. New business calls. Attain first RFP’s from key ISP prospects. Investigate profile raising initiatives with RP marketing . Meetings with internal teams. Negotiation , technology, costs, synchronisation. Ongoing new business calls. Attain second RFP from prospect. Presentations and responses to RFP’s. Pitching business, focus on closing the first order.
  • 29. Copyright 2009 Win Business / PO / Implement Financials / negotiation Solution evaluation and refinement Present solution Develop solution / tech / synchronisation RFP / fact finding Initial communications / product demos Multiple new ISP prospects
  • 30. Copyright 2009 $
  • 31. Copyright 2009 Av Revenue = approx $0.30 per subscriber per mth $
  • 32. Copyright 2009 Av Revenue = approx $0.30 per subscriber per mth Annual Revenue per subscriber $3.60 pa $3.60
  • 33. Copyright 2009 Average 1 million + subscribers per ISP Av Revenue = approx $0.30 per subscriber per mth Annual Revenue per subscriber $3.60 pa $3.60
  • 34. Copyright 2009 Average 1 million + subscribers per ISP Av Revenue = approx $0.30 per subscriber per mth Annual Revenue per subscriber $3.60 pa Annual Revenue per order $3.6M pa $3.6M
  • 35. Copyright 2009 Average 1 million + subscribers per ISP Av Revenue = approx $0.30 per subscriber per mth Client win rate: Yr 1: Client 1 6-9 Clients 2&3 9-15 Yr 2: Clients 4&5 15-24 Annual Revenue per subscriber $3.60 pa Annual Revenue per order $3.6M pa $3.6M
  • 36. Copyright 2009 5 New Clients over 24 months 8 x $3.6M pa = $28.8M Average 1 million + subscribers per ISP Annual Revenue per subscriber $3.60 pa Av Revenue = approx $0.30 per subscriber per mth Annual Revenue per order $3.6M pa Client win rate: 2010/11: Client 1 6-9 Clients 2&3 9-15 2011/12: Clients 4&5 15-24 $29M
  • 37. Copyright 2009
    • Depth to branding, UE, strategy, value proposition
    • Build & drive a concise EMEA sales strategy
    • Help grow incremental revenue’s from BT, VM, Sky
    • Quickly fill the pipeline with 20+ prospects
    • Secure an early win from a key ISP
    • Significantly increase conversion rates
    • Deliver client 1 (6-9), 2&3 (12-15), 4&5+ (18-24)
    • Deliver circa $29m revenue in 24 months
    • Work hard, learn, fun & make friends along the way
  • 38.
    • How full is our tank? – the current pipeline
    • Who’s been eating our lunch? – the competition
    • What’s our conversion rate?
    • Does the same client buy all 4 product types?
    • Next steps?
    Copyright Andy de Sallis 2010