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Venture Accelerator Partners Overview 2009
 

Venture Accelerator Partners Overview 2009

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At VA Partners we work with growing technology firms to drive revenue. We provide two offerings Sales Leadership and Business Development on a part time basis.

At VA Partners we work with growing technology firms to drive revenue. We provide two offerings Sales Leadership and Business Development on a part time basis.

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    Venture Accelerator Partners Overview 2009 Venture Accelerator Partners Overview 2009 Presentation Transcript

    • Presentation for Overview 2009
    • Crossing the chasm – sales challenge Time Revenue Idea Product Development
      • Go to Market
      • Warm leads
      • Cold calling
      • Lead follow up
      • Product development
      • Installations & trouble shooting
      • This on top of product development, installations & trouble shooting, financial and administrative responsibilities
      • Challenge: Time, funding, and skill set.
      • Sales & Business Development
      • Dedicated sales team
      • Sales Management
      • Cold calling & follow up
      • Channel development
      • Challenge: Time and skill set
      Go to Market Sales & Business Development
    • Importance of sales
      • The crucial factors for the 50 fastest growing companies in Canada (% of group that selected)
        • Strategic Sales: 96%
        • Ability to generate capital by their business: 86%
        • Strategic Marketing: 78%
        • Focusing on a narrow niche: 72%
      From Profit Magazine, Profit Hot 50 Measured by 2 years of growth
    • At Venture Accelerator Partners our vision is to; “ Drive revenue for growing technology organizations”.
    • Driving revenue
        • Recent success
        • Web based solution provider – drove $300,000 of revenue working 1.5 days per week
        • Wireless solution provider – secured meetings with senior executives at global telecoms solutions provider
        • Digital media solution provider – qualified interest from large pharma and financial services companies with a funnel size of $300,000 - $500,000
    • The VA Partners difference
      • Grow revenue faster
        • Execution and sales leadership.
      • Proven experience
        • 30+ years high tech sales success.
      • Sales process
        • Methodology to look at your organization and process to drive revenue.
      • Flexible compensation
        • Different methods of payment and lengths of time.
    • Grow revenue faster
      • Sales execution
        • We will help you drive revenue by being your sales force.
        • Close business sooner and with less effort.
      • Sales leadership
        • Create a plan to drive revenue.
        • We can hire, manage, and lead your sales force.
        • Develop and implement a streamlined CRM solution.
        • Train your team on winning strategies and process.
    • Experience that counts
      • Focus on growing tech companies
      • Over 30 years in sales experience in tech
        • Software, hardware, services, and telecom
      • Hunter mentality
      • Call at high levels
        • C-Level, VP, and Director
      • History of selling to a number of verticals
      • Sales management background
      • Business degrees
    • Specialized experience
      • Steve Gruber
        • Experience with start ups
            • Ovum growth from $0 to $1.7M in 3 years
            • SWP growth from $0 to $750K in 1 year
        • MBA from University of Toronto
      • Mark Elliott
        • Experience with quota’s from $3M to $200M
        • Consistent record of making and exceeding quota
        • Recognized as a sales leader
          • Manager of the year
          • Top Contributor for the year in sales and marketing
        • GM and Director experience
    • Sales process methodology Account development Account management Sales management Review strategy Product definition Pricing strategy Sales plan Sales tools Sales funnel AIM Analyze Implement Manage
    • Sales process tools
      • Call plans
      • Activity targets
      • Sales deliverables
      • Funnel checklist
      • Forecast process
      • Sales presentations
      • Sales force automation
      Prospecting Qualifying Proposing Closing Roll-out
    • Sample of a sales execution engagement
      • Phase 1- Analyze
      • Activities and Tools
      • Review solution and value-prop
      • SWOT analysis
      • Review of current sales process
      • Look at wins and losses
      • Examine target customers & markets
      • Time Frame
      • Day or days
      • Phase 2- Implement
      • Activities and Tools
      • Update value prop and targets
      • Create and update deliverables
      • Roll-out call plan and funnel checklist
      • Sales force CRM
      • Time Frame
      • Days
      • Phase 3 – Manage 1
      • Activities and Tools
      • Research accounts and verticals
      • Cold call and email accounts
      • Test value prop and targets
      • Book meetings and conference calls
      • Utilize CRM
      • Time Frame
      • Months
      • Phase 4- Manage 2
      • Activities and Tools
      • Attend meetings and conference calls
      • Expand reach within accounts
      • Utilize CRM
      • Close the sale
      • Time Frame
      • Months
    • Flexible compensation
      • Compensation method
        • Per diem
        • Commission
        • Bonus on milestones
        • Equity Stake
      • Time commitment
        • Number of days a week
        • Project for a block of days
        • Short and long term
    • The VA Partners difference
      • Increase revenue
        • Execution and sales leadership.
      • Proven experience
        • 30+ years high tech sales success.
      • Sales process
        • Methodology to look at your organization and process to drive revenue.
      • Flexible compensation
        • Different methods of payment and lengths of time.
    • Next steps
      • Steve Gruber Mark Elliott
      • 905-309-7177 647-401-7156
      • [email_address] [email_address]
    • A Few Case Studies…
    • Web based software - Case Study
      • Market: Canadian post secondary and not-for-profit
      • Situation: Have productized a portfolio of online portal based solutions for universities & colleges and want to begin grow revenues and gain new clients
      • Challenge: Limited cash flows and high degree of customization required
      • Answer: VA Partners to assist with sales leadership (value proposition, collateral, sales strategy) and sales execution (averaged 1.5 days per week)
      • Results:
      • Closed business totaling $300,000, built sales funnel totaling $1,300,000, added 98 Accounts and 430+ Contacts to the database
    • Wireless sensor network solution - Case Study
      • Market: Global telecoms solution providers, utilities, chip manufacturers
      • Situation: Have a new IP based wireless embedded system & sensor network solution - are looking to develop commercialization opportunities
      • Challenge: new engineering standard, limited mindshare, competing solutions
      • Answer: VA Partners to assist with sales leadership (NA value proposition, competitive positioning, sales strategy) & sales execution
      • Results:
        • Secured meeting with a snr exec at a global telecoms solution provider
        • Secured a dialogue with a global integrated oil & gas company
        • Generated interest from a number of Canadian post-secondary institutions