Michael Kozloff Business Value Development Profile 2011

Business Value Development For Business Owners and CxOs Michael Kozloff DevBusiness / ru 2.0 mkozloff (@) devbusiness.ru http://devbusiness.ru/mkozloff …

Sator Arepo Tenet Opera RotasMichael A. Kozloff ExperienceBusiness development,  Business Development Consultant &startup, turnaround, Executiveoperations management  20 years in IT & Consultingexperience  Cross discipline knowledge Achievements  Co-founded well known Russian SW house: Cognitive Technologies in 1992  Helped Microsoft to become respectful enterprise vendor  First CM for VMware Russia. Grew business by more than 3 times during 1,5 years … 2

Sator Arepo Tenet Opera RotasBusiness Development ServicesStrategic & operational business Developing company’s revenueplanning cycle “Thinking business value” workshop Solution portfolio development  Turning products into solutions. VDEL Business planning solutions example.  Cross usage/selling scenarious Sale models design & implementation  Solution sales Tailoring marketing content to sale with ROI  Channel programs  Seminar in a Box (SIB) development for customers and partners  ROI calculators (how and why?) Lead generation & presale  Social networking and customer & partner workshops planning and execution.  Microsoft workshop example … 3

Sator Arepo Tenet Opera RotasConsulting & Outsourcing Customers … 4

Sator Arepo Tenet Opera Rotas“Thinking business value” workshop Moderated discussion •Developing Business Value Planning Framework •Collective input into the plan’s structure and priorities •Min 2 days x 8 hours – no interruptions Participants •Business Owner(s) •CxOs (Sales, Marketing, Channel, Presale, Services) •No preparation, thinking out of the box Outcome •Mutual agreement to move forward with developing Business Plan for XXXX … 5

Sator Arepo Tenet Opera RotasWhere is Business Value? ROI for Customers ROI for Partners Channel program with no ROI = Products with no ROI = lower sales lower partner margins Lower margins = lower loyalty to Lower sales = lower cash flow vendor Lower cash flow = lower ROC for Lower loyalty to vendor = lower investors sales Lower ROC = early investor’s exist Lower ROC = early investor’s exist … 6

Sator Arepo Tenet Opera RotasChannel Development Example:Why Deal Registration Programs (DRP)? Better pipeline visibility •Contributes to the improved forecasting and planning •Ease of run rate vs. managed deals separation Improved channel loyalty •Simple and transparent deal protection tool for the key partners via margins control •Scalable framework to mange channel conflicts Improved vendor’s margins •For unmanaged deals •Less discounts on run rate deals … 7

Sator Arepo Tenet Opera RotasDevelopment of Marketing Content that Saleswith ROI and Event Delivery Developed dozens solution presentations and several ROI calculators (devbusiness.ru/mkozloff/t ag/roi/) Executed hundreds customer & partner events While at Microsoft rated as 8.2 out of 9 on average delivery … 8

Sator Arepo Tenet Opera RotasROI Calculator Example: Microsoft Office 2007Migration to Office 2010Показатель Значение Значение (с учетом рисков)Общие затраты (приведенная стоимость, 47 260 841,77р. 47 260 841,77р.PV)Общая выгода (приведенная стоимость, 323 248 331,62р. 161 624 165,81р.PV)NPV (чистая приведенная стоимость) 275 987 489,85р. 114 363 324,04р.NPV на сотрудника 55 197,50р. 22 872,66р.ROI (за весь период) 684% 342%Выгода в месяц, PV 8 979 120,32р. 4 489 560,16р.Период окупаемости, месяцев 5,26 10,53• 5,000 сотрудников переходят с Microsoft Office 2007 Professional на 2010 в течение одного года. http://bit.ly/as2TDv• Горизонт финансового анализа составляет 3 года. … 9

Sales Cycle Development Sator Arepo Tenet Opera Rotas Demand Sales Cycle Stage Generation Prospect Qualify Understand Solution Proof Close Probability NA 0% 10% 20% 40% 60% 80% 100% Generate Validate potential Understand customer Demonstrate Sales Cycle awareness and opportunity and Qualify lead/ requirements & Present solution which exceeds capability to exceed Negotiate and pre-qualified identify potential opportunity establish Customer customer finalize contract Objective prospects customer relationship customer needs requirements •Qualified Verifiable •Potential •Opportunity •Solution •Preliminary •Verbal prospects assessment •Signed customer Evaluation solution approval Outcomes MQP/SQP completed documents identified plan agreed agreed upon received generated •Маркетинго- •Поиск •У заказчика есть •Встреча со •Подготовка и •Возможно, •Подписание вая кампания потенциаль- потенциальная Спонсором презентация проведение договора с по созданию ных проблема или •У Спонсора есть решения proof-of-concept Заказчиком (с спроса заказчиков и текущая проблема и Заказчику и проекта учетом Спонсору •Подготовка партнера и My Client сделок потребность готовность предложения услуг) •Заказчик готов выделить бюджет •Ожидание Activities обсуждать •У нас есть решения покупку возможное Заказчика •Обсуждение решение доступа к •Регистрация Спонсору сделки •Разработка •Работа с •Работа с •Работа с •Разработка •Помощь в proof- •Оценка позициони- клиентской заказчиком и заказчиком и презентации of-concept предложения рования и базой (CIO, Спонсором Спонсором решения с •Участие в Заказчику презентации CISO, ИТ- •Работа с учетом партнера, подготовке решения услуг, оценки предложения клиента менеджеры) возможными ROI, внедрения и после My Activities •Презентация партнерами поддержки подтверждения, на публичном что решение мероприятии устраивает общей Заказчика и концепции Спонсора решения …

Sator Arepo Tenet Opera RotasOVERALL EXPERIENCE … 11

Sator Arepo Tenet Opera RotasSeasonal Leads Generation … 12

Sator Arepo Tenet Opera Rotas…Always Listening to the Customer … 13

Sator Arepo Tenet Opera Rotas… and Partner Needs … 14

Sator Arepo Tenet Opera RotasCognitive Technologies Co-founder … 15

Sator Arepo Tenet Opera RotasCognitive Technologies (1992-98):Co-founder & Sales Director Start-up and business development from the ground zero Companys strategy and business development; sales team building and management; selling to distributors, VARs, OEMs, Enterprise; business planning, ESOP (employee stock ownership plan) development and deployment Key Achievements:  Built sales organization from ground zero  Sustained strong revenue gains despite a fiercely competitive and declining market.  Profitable and sustainable business developed  Made Cognitive Technologies Ltd. recognisable as one of the top Russian software vendors. … 16

Sator Arepo Tenet Opera RotasManagement Consulting ExperienceCARANA Corporation (1999-2001) Business Development Director  Key task: business turnaround management  New business model and strategy development.  Organization development during the corporate strategy changeover. Improvement and strengthening of business functions and development of business procedures for the new business model.  Development of relationships with existing as well as searching for new customers At the beginning of 2001 restructuring was successfully completed and since that time CARANA was generally concentrated on the specific market’s segment (RAO UES reform). … 17

Sator Arepo Tenet Opera RotasProduct Marketing & Project ManagementExperience. V6 (2001-02) Sales Director  The goal: business turnaround management  9 direct reports (account reps & project managers).  Enterprise Sales/PMO departments renovating and Sales restructuring.  Change management, new product strategy development & execution. Key Achievements:  Sales/Project Management department renovated.  Sustainable strategy and business model developed and launched.  New customers won: Financebank; Uniland; 777777+. Old customers retained: Hewlett-Packard, MARS, Russian Aluminum, Verysell … 18

Sator Arepo Tenet Opera RotasMicrosoft Solutions Experience(2003-2007) … 19

Sator Arepo Tenet Opera RotasMicrosoft: Business Productivity Adviser Driving sales of Enterprise Project Management, Business Intelligence, Enterprise Portals & Information Worker (IW) solutions into the Large Enterprise space. Key Achievements:  Microsoft Gold Star Award November 2006: • … for consistently over delivering on customer expectation in the role as an solutions sales specialist for the IW area.  Year to year successfully attained sales quota (126-177%) and personal commitments (MBOs).  Welcomed as the preferred speaker at Microsoft and partner events (at Microsoft rated at 8.2 out of 9 on average delivery). “Mikhail is a guy you should all be fighting for having him working on your accounts or your partners”, -- Johan Anstensrud, EPG Director … 20

Sator Arepo Tenet Opera RotasMicrosoft: Solution Sales Manager IW&C (InformationWorking & Collaboration) Managing team of Solution Sales specialists (workload allocation between SS, check-in of SS commitments execution, measure SS productivity for revenue and wins...) Emerging telecom solution sales (Microsoft TV, Hosted M&C, CSF, CCF...) to Megafon, Sistema Telecom, Synterra, Vimpelcom, UTel... Key Achievements:  Helped to change customers’ perception toward Microsoft’s leading role in Enterprise IT  Raised team’s compensation up to 30% as the FY07 result … 21

Sator Arepo Tenet Opera Rotas1st VMware Russia/CIS Country Managerhttp://www.pcweek.ru/themes/detail.php?ID=111921 4CIO Business Breakfast 2009 … 22

Sator Arepo Tenet Opera RotasVMware:Regional Manager Russia / CIS (2007-09) Pushed VMwares business in Russia and CIS with focus on business strategy, sales, marketing, channel and investment planning and execution Sales growth > 300%. April 2009 YTD sales growth was 20% Increased staff of the VMware Russia/CIS Moscow office 4 times Made VMware selling business value: worked with hundreds CIO and IT managers to explain of how to squeeze down total cost of IT-infrastructure by 50-80% with VMware deployment Helped partners across Russia and CIS to realize business benefits of working with VMware “Michael is a strong leader with a clear vision on the Russian / CIS IT-market. He managed to achieve a triple digit business growth, hired a great team for VMware and has built a solid foundation for the future growth. Its been a pleasure working with him”. M.Hillewaert, Regional Director VMware EMEA East … 23

Sator Arepo Tenet Opera RotasInformation Security Experience … 24

Sator Arepo Tenet Opera RotasTrend Micro:Regional Manager Russia/CIS (06-11/2009)Key achievements: Helped to establish Trend Micro’s representative office in Moscow Developed business plan to grow business in 2010 and beyond Kicked off EMEA level deal registration program to improve partners loyalty … 25

Sator Arepo Tenet Opera RotasOpen Source Experience 4CIO Business Breakfast 2010 Open Source Forum 2010 … 26

Sator Arepo Tenet Opera RotasVDEL: Consultant (09/2009-12/2009)Regional Manager Russia / CIS (01-06/2010) Developed business grow plan for 2010 and beyond Hired high caliber sales & marketing team Developed product portfolio’s positioning based on business value Launched multivendor deal registration program to improve partners loyalty Executed “Open Source Forum 2010” Executed Q1FY11 (12/09-02/10) YoY sales growth 19,5% (EUR) Top qualities: Expert, High Integrity, Creative “I have known Michael for more then 15 years, and while working together he has again proved to me that he is a person of high integrity and deep understanding of the IT Market in Russia and surrounding territory. He is definitely an excellent top level manager for any global IT company.” … 27 Milan Prohaska (VDEL’s owner) hired myself as a IT Consultant in 2009

Sator Arepo Tenet Opera Rotas S A T O R A R E P O T E N E T O P E R A R O T A S(c)2011, Михаил Козлов. Информация в настоящей презентации предоставляется на условиях «КАК ЕСТЬ», без предоставления каких-либо гарантий и прав.Используя данную информацию, Вы соглашаетесь с тем, что (i) автор(ы) не несут ответственности за использование Вами данной информации и (ii) Вы принимаетена себя весь риск, связанный с использованием данной информации». Упомянутые торговые марки и названия принадлежат их законным владельцам. … 28

Michael Kozloff Business Value Development Profile 2011

by Michael Kozloff on Mar 03, 2011

Accessibility

Categories

Tags

Upload Details

Usage Rights

2 Embeds 230

Statistics

Michael Kozloff Business Value Development Profile 2011 — Presentation Transcript

http://www.devbusiness.ru	150
http://devbusiness.ru	80