Quick survey of sales performance discovers drivers of revenue capture and benchmarks against best practices. Enables the creation of a roadmap to world class sales excellence.

1. RapidInsights™
Date: Q12013
Authors:
AndrewB.Rauch-Partner
Confidential-SalesOverDriveLLC,2012
PAGE:
speed direction
performance
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2. PAGE: Confidential-SalesOverDriveLLC,2012
RapidInsights-RapidImpact-RapidCoaching
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RapidInsightsSnapshot™
0
1
2
3
4
5
6
7
8
9
10
Product/Service Markets Message Management Momentum Model Revenue Process Talent Technology Measurement
7.0
5.0
3.5 3.5
2.5
5.0
4.0
3.5
3.0
4.5
high
performance
stuck
performance
under
performance
Quantitativesnapshotofyourcorerevenuedrivers

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Markets
• Targeting
• Know your
Customers
• Know your
Competition
Message
• Elevator Pitch
• Message Mapping
• Brand
Management
• Selling Culture
• Face to Market
• Leadership
Momentum
• Key Account Development
• Channel Development
• Influence the Influencers
• Communication Channels
Revenue Model
• Transaction vs.
Relational
• Direct vs. Indirect
• Inbound vs. Outbound
• Value Disciplines
Product/
Service
• Product/Service
Superiority
• Positioning
• Value
• Pricing
Revenue Process
• Defined Revenue
Process
• Revenue Planning
• Compensation Plans
• Toolkits
Technology
• Data Mgmt.
• Lead to Revenue Mgmt.
• Relationship Mgmt.
Talent
• Recruiting
• Teaming
• Training
• Coaching
• Mentoring
Measurement
• Dashboard
• Pipeline Mgmt.
• Analytics
RapidInsightsSnapshot™
Quantitativesnapshotofyourcoredrivers&keyaccelerators
On Par Performance Stuck Performance Poor Performance
High Performance

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1 2 3 4 5
Markets
• Identify the market
sandbox
(data visualization) and
how big (5.3M seats).
• Develop a SWOT on
top 3-5 competitors.
• Develop a SWOT from
the point of view for
top 3-5 competitors.
• Identify and and
develop ideal customer
profile.
• Identify and target top
100 by top 5 industries.
Message
• Update and develop
Elevator pitch.
• Update and develop
message map for ideal
targets by buying roles.
• Consider brand name
of GeoSales only.
Management
• Consider developing a small
advisory board with focus
on helping with face-to-
market.
• Consider developing 1-3
"certified" implementation
partners leading to VAR.
Momentum
• Surgical targeting and implement
key account focus, development
process and toolkit(s).
• Develop channel strategy for key
technology partners and
toolkit(s).
• Identify channel strategy for key
data partners and toolkits(s).
• Influence the Influencers -
Developing top 20 list of
key centers of influence in the
market to "influence".
• Communication Channels - direct,
internet, PR and Analysts
Relations , Thought Leadership
Content (Video, Radio, Blog)
Product/Service
• Product - mitigate risk
with additional mapping
technology and
prospect data providers.
• Positioning - GeoMap is
better (much more
intelligent) way to analyze,
map and model data.
• Pricing -Update service
agreements and "use" of
mapping and prospect
data to mitigate unlimited
use of maps and improve
profitability.
• Pricing - margins
and predictability.
RapidInsightsScorecard™
Qualitativeandactionablesnapshotofyourcoredrivers&relatedaccelerators

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6 7 8 9 10
Revenue Process
• Develop and implement
a relational sales and
marketing process
centered on key account
development and client
service.
• Develop and implement
revenue plan with key
metrics and scorecards.
• Align marketing and sales
talent to relational sales
process and product
leadership focus.
• Implement sales
and marketing toolkits for
relational revenue
process .
Technology
• Leverage current CRM
platform and expertise to
align with relational
marketing and sales
process.
Measurement
• Leverage current CRM
with revenue process
installed to
build dashboards for
marketing, sales and
client services.
• Develop a weekly,
monthly and quarterly
KPI's and reporting as
needed.
• Capture and re-
use marketing, sales,
service and competitive
best practices.
Revenue Model
• Key focus in the near
term to focus on
relational and direct
selling revenue
model for maximum
leverage.
• Limit and maximize a
few well aligned
"partners" in the near
term to maximize
resources.
• Align service and
value premise as a
"product leader"
operating model.
RapidInsightsScorecard™
Qualitativeandactionablesnapshotofyourcoredrivers&relatedaccelerators
Talent
• Develop job descriptions
that align with revenue
model for sales and
marketing resources.
• Develop measurement and
reward system.
• Develop optimal teaming
model to include sales
talent, SME's and client
services.
• Develop coaching and
mentoring protocols for
both executive, sales and
marketing team.

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2
1
3
4
Marketing
• Add product marketing leader
• Add Interim Leadership
• SWOT and competitive analysis
of data visualization landscape
• Identify top 100 ideal target
accounts
• Identify top 20 data technology
and service provider partners
Communication
• Add marcom leader
• Add MSP’s
• Finalize elevator pitch and
message mapping
• Update key communication
assets to include website, ppt,
and case studies and product
leadership content.
• integrated channels to include
direct, internet, SEO, PR,
Analysts and Investor Relations
• Add marketing automation
platform.
Goals
Selling
• Add Inside Sales Professional(s)
• Add key account Professional(s)
• Add business Development
Professional(s)
• Add Interim Leadership
• Install Revenue Plan
• Install sales process and training
• Install, KPI’s, Scorecards and
dashboard
• Install Measurement & Rewards
• Optimize CRM
Serving
• Add Account Manager(s)
• Install Account Management Process
• Develop KPI’s and Scorecards
• Capture & Re-use Best Practices
• Document successes & competition
Key Impact Areas
1. Pricing and Terms
2. Targeting
3. Sandbox and Competitors
4. Messaging and Communication Channels
5. Key Account Development
6. Centers of Influence
7. Relational Revenue Process
8. Resources Optimized for model
9. KPI's and Measurement
10. Capture and Re-use Best Practices
Strategicandtacticalpathwayforsustainedrevenuegrowth
$1M
RapidInsightsRoadmap™ $5M
$15M
Market
Leadership
Operational
Scale
Sustained Revenue
Growth

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(B) Add Product Marketing
Professional - Fractional
Recruiting
Optimize CRM
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18
(A) Add Marketing Communication Professional
Add MSP’s and List Optimization
(A) Add inside Sales Professional(s)
(A) Add Key Accounts and Channel Development Professional
Add Client Services Professional
Interim Marketing and Sales Leadership
Install Marketing Automation
Recruiting
Recruiting
SWOT
Digital
Assets
1. Internet Marketing (Video, Newsletters,Whitepapers, PPT etc)
2. Direct Marketing (WebSite, SEO and Internet)
3. Influence the Influencers - PR - Analysts Relations - Trade Shows
Install Sales Process,Tools, Dashboards
Recruiting
Install
Acct .Mgmt
Process
Trade Shows