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Maximizing the business value of your sales

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What your sales are revealing about your business and your future risk and performance

What your sales are revealing about your business and your future risk and performance

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  • 1. SIMMETHOD™ A new way to measure and predict your corporate risk and performance What your sales are revealing about your business and your future risk and performance WWW.SIMMETHOD.COM 11/15/2013 1
  • 2. SIMMETHOD™ Risk and Opportunity Alerts 11/15/2013 WWW.SIMMETHOD.COM 2
  • 3. Unlocking the value of your Sales to become 2014 Best-In-Class Sales contribution to Best-In-Class performance and risk reduction in Technology, Software, Social Media, Human Resources and Business Services 11/15/2013 WWW.SIMMETHOD.COM 3
  • 4. Key Predictive Questions • Are your sales predictive of your future risk and performance? • How much value do your sales are adding to your customers, your business and your valuechain? 11/15/2013 WWW.SIMMETHOD.COM 4
  • 5. Key Predictive Questions • Are your sales aligned to business value creation? • How much value is your sales team adding to your business in comparison to your peers and the Best-In-Class? 11/15/2013 WWW.SIMMETHOD.COM 5
  • 6. SIMMETHOD’s 2013 Correlation between the SIMMETHOD Sales and Value Creation Index 11/15/2013 WWW.SIMMETHOD.COM 6
  • 7. -5 NHN Visa Apple Mastercard Checkpoint Baidu Infosys Netease Google Yahoo Cognizant Priceline Tata Services Cielo Intuit AOL Paychex Wipro Vmware Aggreko Accenture Experian Dassault HCL Moody's Oracle Citrix LinkedIn Microsoft Amadeus SAP H & R Block DKSH IBM Salesforce Amazon Ebay Teradata SIMMETHOD’s 2013 Top 50% Correlation Between Sales and Value Creation Index 25 20 SIMMETHOD Sales index 15 10 5 SIMMETHOD Value Creation Index 0 -10 -15 11/15/2013 WWW.SIMMETHOD.COM 7
  • 8. -5 -10 -15 Adobe Brambles Thomas Cook Verisk Analytics EMC Automatic Data Facebook Honeywell International Randstad Compal Elecronics HP Western Union Quanta Computer Alliance United Technology Innolux CA Fiserv Sodexco Tui NetApp Manpower Dell Computer Sciences Fidelity National Information Adecco Symantec Capgemini Atos Expedia American Express SIMMETHOD’s Bottom 50% Correlation between Sales and Value Creation Index 15 SIMMETHOD Sales index 10 5 SIMMETHOD Value Creation Index 0 -20 -25 11/15/2013 WWW.SIMMETHOD.COM 8
  • 9. Gap to Best-In-Class Performance Bottom 50% to Top 50% Is your “sales gap” to the SIMMETHOD Best-In-Class a predictor of your future risk and performance? 11/15/2013 WWW.SIMMETHOD.COM 9
  • 10. Gap to Best-In-Class Performance Bottom 50% to Top 50% SIMMETHOD’s Best-InClass businesses create 2.5x more value with 20% less sales 11/15/2013 WWW.SIMMETHOD.COM 10
  • 11. Gap to Best-In-Class Performance Bottom 50% to Top 50% SIMMETHOD’s Best-InClass businesses create 2.9x more profits with 20% less sales 11/15/2013 WWW.SIMMETHOD.COM 11
  • 12. Gap to Best-In-Class Performance Bottom 50% to Top 50% SIMMETHOD’s Best-In-Class businesses create 2.5x more value with each $1 of tangible and intangible assets 11/15/2013 WWW.SIMMETHOD.COM 12
  • 13. Gap to Best-In-Class Performance Bottom 50% to Top 50% SIMMETHOD’s BestIn-Class businesses generate 2.3x more cash 11/15/2013 WWW.SIMMETHOD.COM 13
  • 14. Gap to Best-In-Class Performance Bottom 50% to Top 50% SIMMETHOD’s Best-In-Class businesses operate with half the debt 11/15/2013 WWW.SIMMETHOD.COM 14
  • 15. SIMMETHOD Industry and Business Trends (2012-2013) Sales Index Trend and contribution to the Strategy/Execution Performance Predictive Index 11/15/2013 WWW.SIMMETHOD.COM 15
  • 16. SIMMETHOD Industry and Business Trends (2012-2013) Case Studies: • Vmware • Intuit • Amazon • Salesforce • Dell • HP 11/15/2013 • • • • • Moody’s Brambles Manpower Randstad Adecco WWW.SIMMETHOD.COM 16
  • 17. SIMMETHOD™ Industry and Business Trends Sales and Marketing contribution to Business Value 2012 to 2013 25 Vmware’s Sales index is below Best-In-Class contributing to a drop in competitive advantage (Strategy/Execution Performance Predictive index) against the Best-In-Class 20 15 10 2012 2013 5 0 VMware Strategy /Execution Performance Predictive index 11/15/2013 B-I-C Strategy /Execution Performance Predictive Index VMware Sales Index B-I-C Sales Index WWW.SIMMETHOD.COM 17
  • 18. SIMMETHOD™ Industry and Business Trends Sales and Marketing contribution to Business Value 2012 to 2013 25 Intuit has outperformed the Best-In-Class at Sales index and Strategy/Execution Performance Predictive Index levels highlighting an improved competitive position 20 15 10 2012 2013 5 0 Intuit Strategy B-I-C Strategy /Execution /Execution Performance Performance Predictive index Predictive Index 11/15/2013 Intuit Sales Index B-I-C Sales Index WWW.SIMMETHOD.COM 18
  • 19. SIMMETHOD™ Industry and Business Trends Sales and Marketing contribution to Business Value 2012 to 2013 25 Amazon Sales Index has improved against the B-I-C and is now above B-I-C. Although its Strategy/Execution Performance Predictive Index is in positive territory, is still below Best-In-Class 20 15 10 2012 2013 5 0 Amazon Strategy /Execution Performance Predictive index 11/15/2013 B-I-C Strategy /Execution Performance Predictive Index Amazon Sales Index WWW.SIMMETHOD.COM B-I-C Sales Index 19
  • 20. SIMMETHOD™ Industry and Business Trends Sales and Marketing contribution to Business Value 2012 to 2013 25 Salesforce Sales Index negative score shows a reduced contribution to business value creation reflected in a drop and below Best-In-Class score for the Strategy/ Execution Performance Predictive Index 20 15 10 2012 2013 5 0 -5 Salesforce Strategy /Execution Performance Predictive index B-I-C Strategy /Execution Performance Predictive Index Salesforce Sales Index B-I-C Sales Index -10 11/15/2013 WWW.SIMMETHOD.COM 20
  • 21. SIMMETHOD™ Industry and Business Trends Sales and Marketing contribution to Business Value 2012 to 2013 30 A slight improvement in the Sales Index against the B-I-C has not been translated into performance gains against the SIMMETHOD Best-In-Class 20 10 2012 0 -10 Dell Strategy /Execution Performance Predictive index B-I-C Strategy /Execution Performance Predictive Index Dell Sales Index B-I-C Sales Index 2013 -20 -30 -40 11/15/2013 WWW.SIMMETHOD.COM 21
  • 22. SIMMETHOD™ Industry and Business Trends Sales and Marketing contribution to Business Value 2012 to 2013 30 Sales Index contribution to business value and the Strategy/Execution Performance Predictive Index (still negative) have improved in relation to SIMMETHOD’s Best-In-Class 20 10 2012 0 -10 HP Strategy /Execution Performance Predictive index B-I-C Strategy /Execution Performance Predictive Index HP Sales Index -20 B-I-C Sales Index 2013 -30 -40 11/15/2013 WWW.SIMMETHOD.COM 22
  • 23. SIMMETHOD™ Industry and Business Trends Sales and Marketing contribution to Business Value 2012 to 2013 25 Moody’s Sales Index has improved and is above the Best-In-Class . However its Strategy/Execution Performance Predictive Index shows a weakening competitive position against the SIMMETHOD Best-in-Class 20 15 10 2012 2013 5 0 Moody's Strategy /Execution Performance Predictive index 11/15/2013 B-I-C Strategy /Execution Performance Predictive Index Moody's Sales Index B-I-C Sales Index WWW.SIMMETHOD.COM 23
  • 24. SIMMETHOD™ Industry and Business Trends Sales and Marketing contribution to Business Value 2012 to 2013 25 Brambles’ Sales Index and Strategy/Execution Performance Predictive indices have improved against SIMMETHOD’s B-I-C . However, Brambles still underperforms the SIMMETHOD Best-in-Class 20 15 10 5 2012 2013 0 -5 -10 Brambles Strategy /Execution Performance Predictive index B-I-C Strategy /Execution Performance Predictive Index Brambles Sales Index B-I-C Sales Index -15 11/15/2013 WWW.SIMMETHOD.COM 24
  • 25. SIMMETHOD™ Industry and Business Trends Sales and Marketing contribution to Business Value 2012 to 2013 30 A positive Sales Index is contributing to an improvement in the Strategy/Execution Performance Predictive Index (although still negative) 20 10 2012 0 -10 Manpower Strategy /Execution Performance Predictive index B-I-C Strategy /Execution Performance Predictive Index Manpower Sales Index B-I-C Sales Index 2013 -20 -30 -40 11/15/2013 WWW.SIMMETHOD.COM 25
  • 26. SIMMETHOD™ Industry and Business Trends Sales and Marketing contribution to Business Value 2012 to 2013 30 A B-I-C Sales Index and positive trends in the Sales and Strategy/Execution Performance Predictive Index show a competitive improvement trend 20 10 2012 0 -10 -20 Randstad Strategy /Execution Performance Predictive index B-I-C Strategy /Execution Performance Predictive Index Randstad Sales Index B-I-C Sales Index 2013 -30 -40 -50 11/15/2013 WWW.SIMMETHOD.COM 26
  • 27. SIMMETHOD™ Industry and Business Trends Sales and Marketing contribution to Business Value 2012 to 2013 30 Negative trends on both the Sales and Strategy/Execution Performance Predictive indices show a loss of competitive advantage against Best-In-Class 20 10 2012 0 -10 Adecco Strategy /Execution Performance Predictive index B-I-C Strategy /Execution Performance Predictive Index Adecco Sales Index B-I-C Sales Index 2013 -20 -30 -40 11/15/2013 WWW.SIMMETHOD.COM 27
  • 28. SIMMETHOD Competitive Intelligence Sales & Marketing and Strategy/Execution Performance Predictive Indices 11/15/2013 WWW.SIMMETHOD.COM 28
  • 29. SIMMETHOD Competitive Intelligence Sales and Marketing View 25 20 Salesforce underperforms the Best-InClass in the Sales and the Strategy/Execution Performance Predictive (although positive) Indices SIMMETHOD Sales Index 15 10 SIMMETHOD Strategy /Execution Performance Predictive Index 5 0 Vmware Salesforce Intuit 2013 B-I-C -5 11/15/2013 WWW.SIMMETHOD.COM 29
  • 30. SIMMETHOD Competitive Intelligence Sales and Marketing View 30 20 10 Similar Sales Index scores with different risk/performance results. The answer can be found in the other SIMMETHOD indices SIMMETHOD Sales Index 0 HP Dell Microsoft 2013 B-I-C -10 SIMMETHOD Strategy /Execution Performance Predictive Index -20 -30 -40 11/15/2013 WWW.SIMMETHOD.COM 30
  • 31. SIMMETHOD Competitive Intelligence Sales and Marketing View 30 20 10 Sales Index at B-I-C levels are not translated into B-I-C performance. The 3 businesses underperform the Best-In-Class value creation capabilities SIMMETHOD Sales Index 0 Adecco Manpower Randstad 2013 B-I-C -10 SIMMETHOD Strategy /Execution Performance Predictive Index -20 -30 -40 11/15/2013 WWW.SIMMETHOD.COM 31
  • 32. SIMMETHOD Competitive Intelligence Sales and Marketing View 50 40 SIMMETHOD Sales Index 30 20 10 0 -10 American Express -20 -30 -40 Visa Mastercard 2013 B-I-C Why business fail to perform? Internal management decision-making or external circumstances beyond management control? SIMMETHOD Strategy /Execution Performance Predictive Index -50 11/15/2013 WWW.SIMMETHOD.COM 32
  • 33. SIMMETHOD Competitive Intelligence Sales and Marketing View 45 40 35 The 3 companies outperform the B-I-C Sales Index but their sales translate into a different Strategy/Execution Performance Predictive Index SIMMETHOD Sales Index 30 25 20 SIMMETHOD Strategy /Execution Performance Predictive Index 15 10 5 0 Google 11/15/2013 Amazon Apple WWW.SIMMETHOD.COM 2013 B-I-C 33
  • 34. SIMMETHOD Industry and Business Trends (2012-2013) Further Case Studies: • IBM • Oracle • SAP • Microsoft 11/15/2013 • • • • LinkedIn Apple Yahoo Google WWW.SIMMETHOD.COM 34
  • 35. SIMMETHOD’s Disclaimer • The purpose of the SIMMETHOD Strategy/Execution Performance Predictive Index, Reports and Risk/Opportunities Alerts is not to make a Business right or wrong but rather contribute towards the understanding of management actions in comparison to industry peers and the SIMMETHOD Best-InClass. 11/15/2013 WWW.SIMMETHOD.COM 35
  • 36. SIMMETHOD’s Disclaimer • SIMMETHOD’s Strategy/Execution Performance Predictive Indices, metrics and risk/opportunities alerts do not seek to be exact but rather serve as a conduit to ask better questions and seek better answers in the performance improvement, risk minimization and value creation journey. 11/15/2013 WWW.SIMMETHOD.COM 36
  • 37. SIMMETHOD’s Disclaimer • Sometimes, the value of a metric in itself does not provide the greatest of insights, but valuable actionable knowledge is gained from its ability to provide a trend or a common comparison yardstick with other businesses across a range of industries. 11/15/2013 WWW.SIMMETHOD.COM 37
  • 38. SIMMETHOD’s Disclaimer • This report is for informational purpose only and SIMMETHOD shall not be liable for the contents of the report or risk/opportunities alerts or for any damage incurred or alleged to be incurred to any of the Businesses included in the Reports as a result of its content 11/15/2013 WWW.SIMMETHOD.COM 38
  • 39. SIMMETHOD’s Algorithms The SIMMETHOD algorithms review businesses and stockholders decisions across industries and build industry-agnostic indices and leading indicators in order to: • Identify, measure, correlate and predict your strengths, weaknesses, risks and opportunities against your current and potential future competitors from inside or outside your industry. 11/15/2013 WWW.SIMMETHOD.COM 39
  • 40. SIMMETHOD’s Algorithms • SIMMETHOD’s Algorithms convert raw data into industry-agnostic performance predictive indices enabling you to set up unique leading indicators against SIMMETHOD’s Global Success Metrics Database covering sales, profits, assets, Human Resources, overheads, social media, business models, business growth and resource management. 11/15/2013 WWW.SIMMETHOD.COM 40
  • 41. SIMMETHOD’s Algorithms • The key to SIMMETHOD’s algorithms is the way in which unrelated performance indicators are combined adherent to the 7 Laws of Best Practices, Growth and Value Creation in order to calculate the gap between your business and the Best-in-Class across multiple industries WWW.SIMMETHOD.COM 11/15/2013 41
  • 42. SIMMETHOD’s Algorithms • This gap to the SIMMETHOD Best-in-Class usually highlights inefficient business models, work practices, C-level analytics, hidden costs or execution that is not aligned to strategy and objectives. 11/15/2013 WWW.SIMMETHOD.COM 42
  • 43. SIMMETHOD’s Algorithms • Early detection of the gap to the SIMMETHOD Best-In-Class enables a business to take corrective action to ensure that strategy and execution will lead to Best-In-Class performance. 11/15/2013 WWW.SIMMETHOD.COM 43
  • 44. SIMMETHOD™ Risk and Opportunities Alerts SIMMETHOD receives over 110,000 business readers and has been “hot on LinkedIn, Twitter and Facebook” 40 times. 11/15/2013 WWW.SIMMETHOD.COM 44
  • 45. Jorge Oscar Tabacman jtabacman@gmail.com Twitter ID: SIMMETHOD SIMMETHOD™ A New Way to Measure and Predict the Risk and Performance of Your Business and Alert You of New Threats and Opportunities 11/15/2013 WWW.SIMMETHOD.COM 45

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