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JPE Virtual Marketing On-Demand

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Get a fully functional marketing department for a fraction of the cost!

Get a fully functional marketing department for a fraction of the cost!

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  • 1. JPE Inc. Consulting VIRTUAL MARKETING ON-DEMAND YOUR KEY TO MARKET PENETRATION AND REVENUE ACCELERATION
  • 2. AGENDA WHO IS JPE INC. CONSULTING? THE GREAT CHALLENGE OF GETTING FROM WHERE YOU ARE TO WHERE YOU WANT TO BE THE UNIQUE ADVANTAGES OF VIRTUAL MARKETING ON DEMAND (VMOD) ( ) HOW VMOD WORKS WITH JPE SUMMARY JPE Inc. Consulting www.jpeincconsulting.com
  • 3. WHO IS JPE? A CREATIVE MARKETING SERVICES, BUSINESS MODELING, AND CONSULTING FIRM FOR IT COMPANIES, FOCUSING ON START- UPS, EARLY-STAGE, AND GROWTH COMPANIES WE HELP DEFINE AND REFINE VISION, VALUE PROPOSITIONS, GO- TO-MARKET STRATEGIES, AND THEN PLAN AND EXECUTE THEM DECADES OF HANDS-ON IT MARKETING EXPERTISE HUNDREDS OF MILLIONS OF DOLLARS OF REVENUE ACCOMPLISHMENT OF BEHALF OF ORGANIZATIONS WE'VE SERVED OUR UNIQUE VALUE PROPOSITION: Providing VMOD with Catalytic Creativity JPE Inc. Consulting www.jpeincconsulting.com
  • 4. WHAT IS VMOD? VIRTUAL MARKETING ON-DEMAND Contract Professional Services for all Key Marketing & Business Development Functions Your flexible “Virtual Marketing Department” Providing both Planning and Execution Fractional Resource Efficiency No money wasted on fulltime staff for infrequent or short-term needs short term Only pay for what you really need, when you need it Scale marketing resources up or down, as needed, On-Demand No skill set, tools, quantity of personell, or process limitations from your own In-House Resources JPE’s own Experts & the JPE Resource Network p JPE Inc. Consulting www.jpeincconsulting.com
  • 5. WHAT IS CATALYTIC CREATIVITY? JPE Inc. Consulting www.jpeincconsulting.com
  • 6. THE POWER OF CATALYTIC CREATIVITY A FEW EXAMPLES: It is what took a struggling networking company from negligible revenues to over $50 million in two years It is what took a public software company suffering $2 million/quarter losses, and a stock price below $2.00 a share—to achieving a cash-low positive status and a stock price over $16.00 a share—in only six months It's what built a pipeline of over $20 million, with $5 million in recognized revenues in six months It's what generated a seven-figure software deal from scratch in only 60 days It's what many clients have used to completely revamp their messaging and branding, defining their true value proposition—resulting in revitalized market momentum and gaining competitive advantages It's what many, many start-ups and early stage companies have used to develop their business models, business plans, presentations, and funding documents to raise millions and millions of Private Equity and VC dollars needed to go to market JPE Inc. Consulting www.jpeincconsulting.com
  • 7. POINT A: WHERE ARE YOU? NEW START-UP Pre-Revenue, No Detailed Marketing Plan, No Effective Collaterals, Little-to-No Web Presence and Small Marketing Budget EARLY-STAGE COMPANY Prototype/Beta stage/First Release, Ready P t t /B t t /Fi t R l R d to Go-To-Market or already have Early- Adopter Clients, Small Web Presence, Primitive Collaterals, Small Sales Force GROWTH COMPANY Product(s)/Service(s) Released Small Released, Client Base, Small Market Visibility, Incumbent Competition, Ready to Ramp Revenues JPE Inc. Consulting www.jpeincconsulting.com
  • 8. PAIN POINTS / OBSTACLES LACK OF MARKET TRACTION? Low Market Visibility Weak/Inconsistent Revenues NO STRONG COMPETITIVE DIFFERENTIATION? CLIFF Can’t Compete on a Level Playing Field Fi ld against Incumbents i I b NEAR-EMPTY PIPELINE? No Productive Market Penetration / Adoption NEGATIVE CASH-FLOW? High Burn Rate Rapidly Running out of limited “Funding Runway” before making it to Cash Flow Positive Cash-Flow JPE Inc. Consulting www.jpeincconsulting.com
  • 9. POINT B: TO ACHIEVE SUSTAINED GROWTH, YOU NEED… A WELL-THOUGHT-OUT STRATEGIC VISION & MARKETING PLAN Detailed Target Market & Competitive Analysis SUCCESS A Compelling Value Proposition Articulated as Practical Business Solutions Effective Lead Generation, Qualification, and Competitive Displacement Campaigns Market Visibility and Acclaim CLIFF World-Class Sales Engagement Tools Presentations Leave Behinds White Papers Case Presentations, Leave-Behinds, Papers, Studies, References, Data Sheets, Executive Summaries, Brochures, etc. THE SKILLED RESOURCES NECESSARY TO EXECUTE YOUR PLAN THE “BIG IDEA” FAILURE JPE Inc. Consulting www.jpeincconsulting.com
  • 10. THE BIG IDEA DISRUPTIVE TECHNOLOGY Causing Behavioral Paradigm Shifts in the Status Quo Target Market g Obsoleting the Competition INNOVATION Not “Me Too” or just “New & Improved” DEFINING NEW MARKET NICHES Telling a New Story Changing the Ground Rules of the Game Shaping the Argument to Your Advantage JPE Inc. Consulting www.jpeincconsulting.com
  • 11. BIG IDEA$ EXAMPLE$ Old Idea New Idea Application Service Provider  Software as a Service (SaaS) (ASP) Web Hosting, Co‐Location,  g Cloud Computing p g Remote Data Center 140 Char. Message Telecom Text Messaging / SMS Sideband Control Channel  Sideband Control Channel (wasted bandwidth) Driveway Oil Cleaner Kitty Litter Blood Pressure Medication Viagra JPE Inc. Consulting www.jpeincconsulting.com
  • 12. GETTING FROM A TO B YOU NEED: YOUR JOURNEY OPTIONS: The Right People Madison Avenue Option Creative Visionaries and Top PR Firm Strategic Planners Top Ad/Creative Agency Experienced Tactical Multimillion Dollar Advertising Managers and Campaign Budget Talented Functional The In-House Option Implementers Hire completely functional Effective Processes marketing staff Market Penetration Strategy Develop all your own Campaign Development and p g p processes p Execution Build or Buy all of your own Sales Engagement Process Tools Pipeline Management Think up your own Big Idea Best Tools Virtual Marketing On Software, Hardware Demand (VMOD) Networking and Contract for some, most, or Communication all of your Marketing Needs A Big Idea JPE Inc. Consulting www.jpeincconsulting.com
  • 13. TYPICAL YOUNG COMPANY MARKETING DEPARTMENT Role l Annual Salary lS l Monthly Burn with  hl ih In‐House Benefits Option VP of Marketing $150,000 $14,375 Market Researcher $50,000 $4,791 Webmaster $80,000 $7,666 PR Manager $45,000 $4,312 Trade Show Coord. $40,000 $3,833 Product Manager Product Manager $60,000 $60 000 $5,750 $5 750 Content Writer $50,000 $4,791 Marketing Support $30,000 $2,875 TOTAL $505,000 $48,393 REAL TOTAL/Year $580,716 JPE Inc. Consulting (with ben.) www.jpeincconsulting.com
  • 14. TYPICAL MARKETING DEPARTMENT PRODUCTIVITY ANALYSIS 8 FULLTIME PERSONNEL (FROM PREVIOUS CHART) Available Hours = 40 hrs/week/person x 4 weeks/mo. = 160 hrs/mo./person x 8 people = 1 280 man hours/month 1,280 x 12 months = 15,360 hours/yr. Fixed Cost/mo. = $48,393 x 12 months = $580,716 / yr. , y HOWEVER – AVERAGE HOURS REQUIRED FOR YOUNG COMPANY MARKETING PHASES St t U – E t bli hi Corporate Identity Start-Up Establishing C t Id tit 20 hrs/mo. For 3 mo., or 60 hours total Early Stage – Go-to-Market 80 hrs/mo., for 6 mo., or 480 hours total. Growth – Competitive Superiority 160 hrs/mo., for 12 mo., or 1,920 hours total. SEE THE DISPARITY THERE BETWEEN NEED AND COST? JPE Inc. Consulting www.jpeincconsulting.com
  • 15. VMOD COST STRUCTURE INDIVIDUAL SERVICES T&M or Fixed Fee (per quote); or PACKAGED SOLUTION SERVICES Package VMOD for Start‐Ups VMOD for Early‐Stage Companies VMOD for Growth Companies Objective Corporate Identity Package Go‐To‐Market Package Competitive Superiority Package JPE Avg. Resources Assigned (not dedicated resources, but  1 4 8 shared multiple resources) JPE Committed Minimum of  JPE Committed Minimum of Billable Hours Delivered/Mo. 20 80 160 Fixed Monthly Fee $2,500 $9,000 $17,500 Your Minimum Commitment 3 months 6 months 1 Year Aggregate $7,500 $54,000 $210,000 JPE Inc. Consulting www.jpeincconsulting.com
  • 16. IN-HOUSE VS. VMOD $60,000  $50,000  $40,000  $30,000  Monthly In‐House VMOD Expense $20,000  $10,000  , $‐ 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 Start‐Up Early‐Stage Growth JPE Inc. Consulting www.jpeincconsulting.com
  • 17. OPTIONS COST ANALYSIS MADISON AVE. – CAN’T AFFORD Multimillion Dollar Expense Not Practical for most Early Stage Companies y g p IN HOUSE OPTION – PAYING TOO MUCH Typical Route – Hire Discrete Roles for each Function, even if not Function fully utilized Eight (8) Person Department A $600K/ Approx. $600K/yr. or more VMOD OPTION – SAVING UP TO 2/3 Fractional Use of 3rd P t Resources F ti lU f d Party R Equivalent Productivity to 8 person Department Only $210K/yr. JPE Inc. Consulting www.jpeincconsulting.com
  • 18. VMOD FOR START-UPS CORPORATE IDENTITY AND PRESENCE MORE… Logo and Letterhead Design 20 HOURS / MO. FOR 3 MONTHS Business Card Design $2,500 $2 500 / MO., OR $7 500 TOTAL $7,500 Corporate PPT Theme Design & g Templates New Client Engagement Assessment (a Website Design (Theme and up to 20 $2,500 value by itself) pages) Includes MS Project Plan Website Content Creation and Maintenance Branding Development (Corporate and Product/Service) Flash Development for Web Value Proposition and Market Product/Service Data Sheets (1-2 page) Differentiation Definition P d t/S i S l ti P fil (2 5 Product/Service Solution Profiles (2-5 Pricing Strategy & Pricing Tool pages) Creation Product/Service PPTs (Up to 25 slides) Revenue Plan New Article Authoring Corporate Executive Summary (Printing not included) Promotional Items Design (Items sold separately) Corporate Background Paper (Printing not included) White Paper Authoring Corporate Brochure (4-Color) (Printing Twitter Account not included) Target Market Analysis 10 Slide Corporate PPT
  • 19. VMOD FOR EARLY-STAGE CO. GO-TO-MARKET SERVICES MORE… 80 HOURS / MO. FOR 6 MONTHS Publishing a Company Newsletter $9,000 / MO., OR $54,000 TOTAL Performing a Competitive Analysis Building Prospect Database INCLUDES ALL START-UPS SERVICES PLUS Proposal/RFP Support Planning and Execution of Product/Service Launch Campaigns Pipeline Management/CRM (service only, materials extra) Trade Show Booth Design (Materials Campaign Monitoring and Analytics not included) A series of Market Penetration Trade Show Support (Travel & Campaigns (service only, materials Materials not included) extra) Sponsored Events (Travel & Materials Lead Generation & Qualification not included) Campaigns (service only, materials extra) Client Case Studies Press Releases Project Cards/Database Ad Campaign Planning, Budgeting, Ad Buys (Ad Costs Separate)
  • 20. VMOD FOR GROWTH COMPANIES COMPETITIVE SUPERIORITY INCLUDES ALL SERVICES IN THE PACKAGE START-UP AND EARLY STAGE PACKAGES, PLUS: 160 HOURS / MO. FOR 1 YEAR SEO Optimization for the website $17,500 / MO., OR $210,000 TOTAL Video Production Planning and Execution of regularly g g y scheduled targeted Competitive Displacement Campaigns Annual Report (Publishing extra) Investor Business Plan for Funding Investor Executive Summary Investor Private Placement Memorandum (PPM) Preparation Support Investor PPT
  • 21. VMOD FROM JPE STEP 1 – FREE INITIAL CONSULTATION STEP 2 – NEW CLIENT ENGAGEMENT ASSESSMENT Gap Analysis and Marketing Plan Assessment Review STEP 3 – CUSTOM PROJECT SCOPING, STANDARD SOLUTION PACKAGE, OR CUSTOM PACKAGE PLAN STEP 4 – EXECUTION AND DELIVERABLES Project Mgmt. & Quality Assurance Collaboration & Communication STEP 5 – REPORTING & INVOICING Monthly Monthl Reports Fixed Fee or T&M Billing JPE Inc. Consulting www.jpeincconsulting.com
  • 22. SUMMARY VMOD REPRESENTS As Much or as Little of the People, Processes, Tools, and Vision You Need to Get to the Next Level The Most Cost-Effective Marketing Solution for Your Current Stage of Business Development Less Marketing Dollars spent on Personnel and More Dollars Focused on Actual Marketing Campaigns and Initiatives JPE REPRESENTS The Detailed Planning and Process Development You Need Instant Organizational Maturity and Ability to Execute Now Vast Expertise, Accomplishment & Immediate Productivity No Hiring, Training, and Managing a Full In-House Marketing Team Required Catalytic Creativity to Help You Discover Your “Big Idea” JPE Inc. Consulting www.jpeincconsulting.com
  • 23. CONTACT JPE INC. CONSULTING www.jpeincconsulting.com info@jpeincconsulting.com Offi Office: 239 247 3213 239.247.3213 Fax: 239.542.0080 239 542 0080 JPE Inc. Consulting www.jpeincconsulting.com