Strategies for Growth in 2012 eBook

Strategies for Growth “In this slow growth economy, there will be bifurcation between leaders and laggards; the best revenue strategies will outperform the competition, and win the war for profitability.” Legacy Thinking Revenue Strategy for 2012 Outcome of New Revenue Management Practice “Feet-on-the-Street” Direct Sales Multi-tiered Distribution Lower Cost of Client Acquisition Outbound Marketing Inbound Marketing Lower Cost of Sales Pipeline Creation Lead Generation Partner Generation Referral based opportunity introductions. Outbound Telemarketing Market Research Intelligence integrated into ongoing routines. Market to Enterprises or SMBs Market to Niche Verticals Specialization = Improved Margins.  Effective B2B growth strategies require capital efficient programs to reach qualified buyers.  “Feet on the street” models are legacy thinking.  Multiple lead sources are required to be capital efficient.  Multi-tiered distribution is key.  Referrals from partners, alliances, and communities will generate the majority of new clients. 2

Strategies for Growth in 2012 eBook Focuses on RevenueManagement Best Practices for B2B technology and solutionproviders. > Revenue Management is the application of proven methodologies & processes guided by Management Science reporting to improve Profitability. Revenue Management Best Practices for 2012 and Beyond include: I. Have a lower cost of sales than your competition. II. Have a capital efficient pipeline generation and revenue model. III. Utilize Technology: CRM, Social Media, & Marketing Automation II. Multi-tiered Sales Distribution Compensation: PRM, Agent, Alliances, Partners, Account Managers, Sales Personnel III. A Portfolio of Sources and Mix. IV. Management Science reporting to provide visibility and proactive actions: Pro-Activity of the 3 C’s: Cash, Clients, Contracts. V. Asset Management ensures a lower cost of customer acquisition and higher ROI for spend. 3

Questions Answered by Revenue Management Lenders, Bankers and Investors want comfort and visibility with the financials delivered on a routine basis. Executives require visibility and insights into daily performance and profitability to effectively lead. “Revenue Management is a recommended strategy for companies that want to grow through a portfolio of distribution sources.” “Revenue Management insures budgeted pro forma forecasts are made into business realizations.”

Revenue Management Best Practice: Portfolio Management “Feet-on-the-street models are legacy thinking. Cost of $1.00 of Revenues Varies by Channel: Today’s wealth creating enterprises succeed with a few key sales personnel at the top of the pyramid supported by word-of-mouth recognition, referrals and inbound marketing lead generation. And the majority of a firm’s new clients should come from Alternative Distribution.” Revenue Waterfall Management = Greater Profits: Portfolio of Marketing Lead Sources Reduces Program Costs: Benefits of a Portfolio Strategy include: i. Lower cost of client acquisition ii. Greater NLTV (net lifetime value) iii. Predictable sales forecasting and budgeting because of the team CHOOSES and proactively manages.> How does your cost of client acquisition compare to competitors?Email us at Ephor for a complimentary report for your industry sector.

Benefits of ManagementScience reporting: Management Science helps overcome operating gaps. Managers often work in relative isolation from the market trends and leaders Managers also often lack access to key information. Too often, financials are not providing daily operating indicators to guide day-to-day employee priorities. Management Science provides the basis for predictable, sustainable business execution and ensures that managing growth and expansion financially ties to operations. A case study: Management Science Drives Performance:Questions Answered by Management Science: Where to Focus to improve Cash, Revenues, &Profitability. Whom needs help? i.e. which employees orpartners are underperforming. Which clientsneed attention. Outcomes also included: Improved Revenue Per Employee by almost $10k Where to focus resources. per month employee. Increased NLTV per client 2X. 6

Legacy Thinking versus Revenue Management: CRM Operations New New Opportunity Prospect from a Partner’ Client Sales (CRM) LEAD Opportunity MAPPING Alignment Upsell Opportunity Upsell Client Client Management Operations (Financial) The Business Case for Revenue Management: Sync CRM and Financials to sync marketing and sales, and thus financial performance.

Revenue Management Marketing is Hard • Crowded marketplace Conversion Rate from Lead to Close • Too much advertising • “Committee Buy” Referral • Resource constraints Channel • Buyers require Immediate ROI from a Direct Branded Leader Partners Matter • Reputation = Lower cost of sales • Use of best practices from both organizations Direct Partners Team Management CRM New Operations is Key • Provide expertise and service Origination Opportunity from a Partner’ Client • Must be committed to client outcomes Opportunity MAPPING Alignment Upsell Upsell Client Management

Strategies for Growth Objective = Lowest Cost of Client Acquisition Go to Market  Development & Implementation of Brand Assets  Development & Implementation of Marketing Assets  Marketing Asset Performance & Management Science Revenue Development  Profiling & Targeting  Lead Development  Probability Based Selling  Sales productivity = Management Science reporting Alternative Distribution  Identification & Development of Channel & Partnering Relationships  Development & Implementation of Channel Partner Support Programs Productization of Services  Product Development definition and service delivery standards  Distribution venues by product Acquisition & Integration  M&A Corporate Development Transaction Services  Integration & Operational Conversion © 2011 Ephor Group | 1 (800) 379-9330 | www.ephorgroup.com

Final Thought: “Perform Businesses” must put the: Valuation NLTV Arbitrage Right Skill, Right Process, Right Time, Fit Right Client, Right Cost, and Right Quality to create the: Right Results. ephor@ephorgroup.com www.ephorgroup.com 1-800-379-9330

Strategies for Growth in 2012 eBook

by charles bedard on Dec 15, 2011

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