Bulldog Client Facing Lf K

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  • Finding ways to generate revenue has always been vital to firms.Yet the landscape has changed dramatically:With the advent of the internet, prospective buyers now get a view about their business issues, how others are tackling them, and assess potential vendors online without having to contact themWeb technologies and marketing automation software provide marketers with ways to attract target audiences and figure what matter to them which they didn’t dream of beforeThose techniques reduce the cost of generating new business so much, compared to conventional marketing and selling, that they have become a competitive advantage
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  • Bulldog Client Facing Lf K

    1. 1. Generating Revenue in Today’s World Christian Bernard CEO, Bulldog Solutions International cbernard@bulldogsolutions.com
    2. 2. 2What’s new?What’s new? Technology Disruption New Challenging Economic ModelsInternet-era Buyers Behavior© 2012 Bulldog Solutions. All rights reserved. www.bulldogsolutions.com
    3. 3. 3What’s new? case …But in any Revenue Growth 50.00% • More experienced Buyers 40.00% • Growing Competition 30.00% • Saturated Markets 20.00% • Unpredictable Sales Ratios 10.00%S&M Expenses • Questionable Costs of Sales 0.00% -5.00% -4.00% -3.00% -2.00% -1.00% 0.00% 1.00% 2.00% 3.00% 4.00% • Revenue Growth Uncertainty -10.00% -20.00% -30.00% © 2012 Bulldog Solutions. All rights reserved. www.bulldogsolutions.com
    4. 4. Why is Management Discipline: RPMNew RPM crucial now? 4 (Revenue Performance Management) Value: What is the value of my revenue cycle? Return: What is the Reach: How many leadsreturn on my spend through can I influence in my revenue the revenue cycle? cycle? Velocity: How long does Conversion: At what rate it take to convert leads do my leads convert to revenue through the revenue cycle? through the revenue cycle?© 2012 Bulldog Solutions. All rights reserved. www.bulldogsolutions.com
    5. 5. RPM : Focus on Revenue creation Value5Why is RPM crucial now? chain Value: What is the value of my revenue cycle? Return: What is the Reach: How many leadsreturn on my spend through can I influence in my revenue the revenue cycle? cycle? Velocity: How long does Conversion: At what rate it take to convert leads do my leads convert to revenue through the revenue cycle? through the revenue cycle?© 2012 Bulldog Solutions. All rights reserved. www.bulldogsolutions.com
    6. 6. 6Why is RPMon 3 major componentsTraction crucial now? RPM Blueprint Attract Engage Convert Process Programs Infrastructure© 2012 Bulldog Solutions. All rights reserved. www.bulldogsolutions.com
    7. 7. 7Why is RPMon 3 major componentsTraction crucial now? RPM Blueprint Lead Attract Engage Management CRM Empowerme nt Convert Process Programs Infrastructure© 2012 Bulldog Solutions. All rights reserved. www.bulldogsolutions.com
    8. 8. 8Why is RPMon 3 major componentsTraction crucial now? RPM Blueprint Lead Attract Engage Management CRM Empowerme nt Convert Process Data Reporting Bases Programs Web Markeying Technologies Automatio Infrastructure n© 2012 Bulldog Solutions. All rights reserved. www.bulldogsolutions.com
    9. 9. 9Why is RPMon 3 major componentsTraction crucial now? RPM Blueprint Webinars Social Networks Search Engine Marketing Physic al Events White Lead Papers Management Newsletters Client Case Studies CRM Empowerme nt Benchmarks, ROI Calculators Negociation Framework Study Process Channel Partners Tours Data Reporting Bases Programs Web Markeying Technologies Automatio Infrastructure n© 2012 Bulldog Solutions. All rights reserved. www.bulldogsolutions.com
    10. 10. 10Why is RPM crucial now? :BULLDOG SPECIAL RPM Blueprint Webinars Social Networks Search Engine Marketing Physic al Events White Lead Papers Management Newsletters Client Case Studies CRM An End-to-End control Empowerme nt Benchmarks, ROI Calculators Negociation Framework Study Process Channel Partners Tours Data Reporting Bases Programs Web Markeying Technologies Automatio Infrastructure n© 2012 Bulldog Solutions. All rights reserved. www.bulldogsolutions.com
    11. 11. 11Why is RPM crucial now? RPM Components RPM Blueprint© 2012 Bulldog Solutions. All rights reserved. www.bulldogsolutions.com
    12. 12. Why is : From where you stand …RPM RPM crucial now? 12© 2012 Bulldog Solutions. All rights reserved. www.bulldogsolutions.com
    13. 13. Why is : From where you stand …RPM RPM crucial now? 13© 2012 Bulldog Solutions. All rights reserved. www.bulldogsolutions.com
    14. 14. Why is : To wherenow? go …RPM RPM crucial you 14 Revenue Performance Improvement Phase 1 1. RPM Assessment 2. Revenue Performance Improvement Strategy 3. 3 RPI Scenarios backed by a Financial Business Case© 2012 Bulldog Solutions. All rights reserved. www.bulldogsolutions.com
    15. 15. Why is : To wherenow? go … RPM RPM crucial you 15Revenue Performance Levers1. Revenue Generation Process aligned with internet-era Prospects Behaviour2. Technology infrastructure which drives efficient conversations with scale3. S&M Investments optimized for new behavioural & technology requirements100% 90% 98% 5X! 80% 70% 60% 50% 40% 30% 31% 20% 20% 10% 0% 2006 2007 2008 2009 2010 S&P 500 Eloqua Public Companies Eloqua RPM Index Revenue Efficiency Revenue Growth © 2012 Bulldog Solutions. All rights reserved. www.bulldogsolutions.com
    16. 16. Generating Revenue in Today’s WorldAssess Your New Business Efficiency athttps://www.surveymonkey.com/s/samaa Assess Your Revenue Engine at http://eba.bulldogsolutions.com Christian Bernard CEO, Bulldog Solutions Europe cbernard@bulldogsolutions.com +33 6 08 37 25 78

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