Business Transformation Consulting V3


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TA2 Consulting service overview

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Business Transformation Consulting V3

  1. 1. MAKING YOUR STARTUP A SUCCESS <ul><li>Real-world  Evidence-based  Hands-on </li></ul>Ta2 Consulting
  2. 2. <ul><li>TA2 provides strategic and operational level management services to early stage firms seeking fast, yet thorough, adjustment to business operations to respond to new market conditions </li></ul><ul><li>Services focused on sales, marketing, and business development adjustments, strategic option assessment, and deal team management </li></ul><ul><li>TA2 team comprised comprised of veterans of Microsoft, IBM, HP, Genesys, as well as multiple early stage ventures </li></ul>Executive Summary Ta2 Consulting
  3. 3. What We Do <ul><li>We help you make the hard decisions and execute changes that lead to a successful outcome </li></ul><ul><ul><li>Execute change management, assess strategic options, and prepare for exit by team of former corporate executives* who have frontline experience </li></ul></ul><ul><ul><li>Extends your executive team by providing real-world, practical guidance to identify and resolve critical issues </li></ul></ul><ul><ul><li>Deliver fixed term , results-driven engagement with focus on actionable, short term course correction </li></ul></ul><ul><ul><ul><li>*Team comprised of former executives of Microsoft, IBM, HP, Genesys, as well as multiple early stage ventures </li></ul></ul></ul>Ta2 Consulting
  4. 4. EXAMPLE Ventured Backed Company <ul><li>Background </li></ul><ul><li>Client’s market increasingly crowded by 2 global IT industry leaders that which caused price erosion and longer sales cycle that led to uncertainty of existing go-to-market strategy – and viability as stand alone company. </li></ul><ul><li>Engagement </li></ul><ul><ul><li>Team retained by BOD to evaluate company’s options and re-focus company’s executive, sales and marketing strategies. </li></ul></ul><ul><ul><li>Team analyzed current operations ; devised and implemented short-term course corrections ; explored and assessed strategic options . </li></ul></ul><ul><ul><li>Formed Deal Team , identified and analyzed potential strategic partners, prioritized targets, developed sell-side materials, led due diligence processes. </li></ul></ul><ul><li>Result </li></ul><ul><ul><li>Successfully sold company to the 2 nd largest firm within industry. </li></ul></ul>Ta2 Consulting
  5. 5. EXAMPLE Management by Scorecard <ul><li>Background </li></ul><ul><ul><li>Executive Staff, QBR, and BOD meeting roulette; meeting – issue surfaced, next meeting – new issues, next meeting – spin again. </li></ul></ul><ul><li>Engagement </li></ul><ul><ul><li>Helped team gain agreement on strategic, operational, financial, and operational goals; created report with milestones and progress toward targets. </li></ul></ul><ul><li>Results </li></ul><ul><ul><li>Provided clear, consistent means to measure Executive Staff on progress and critical issues. </li></ul></ul>Ta2 Consulting
  6. 6. EXAMPLE Management by Scorecard <ul><li>Background </li></ul><ul><ul><li>Exec team lacked visibility to health of funnel due to inconsistent definitions, terminology, processes; funnel ‘choke point’ not identified; VP of Sales used ambiguity to obscure reality </li></ul></ul><ul><li>Engagement </li></ul><ul><ul><li>Established consistent funnel criteria and required corresponding SFA data; established stage goals in order to identify and prioritize choke points; upgraded VP of Sales </li></ul></ul><ul><li>Results </li></ul><ul><ul><li>Improved visibility & focused management on critical funnel issues </li></ul></ul>Ta2 Consulting
  7. 7. Your Extended Executive Team <ul><li>Analyze and assess the business </li></ul><ul><li>Explore and recommend strategic options </li></ul><ul><li>Help make the hard decisions </li></ul><ul><li>Implement the required changes </li></ul><ul><li>Prepare for a successful exit </li></ul>Ta2 Consulting
  8. 8. <ul><li>Sales Funnel/Pipeline Analysis </li></ul><ul><ul><li>Funnel math and comparables </li></ul></ul><ul><ul><li>Activity measurements </li></ul></ul><ul><ul><li>Identification of process improvements </li></ul></ul><ul><li>Sales Plan Creation/Refinement </li></ul><ul><ul><li>Market & target account planning </li></ul></ul><ul><li>Sales Operations Assessment </li></ul><ul><ul><li>Lead generation </li></ul></ul><ul><ul><li>Pipeline management </li></ul></ul><ul><li>Pricing & Margin Analysis </li></ul><ul><li>Consultative Sales Training </li></ul>Sales Competencies Ta2 Consulting
  9. 9. <ul><li>Evaluation of existing Go-To-Market versus alternatives </li></ul><ul><li>Business development investment prioritization </li></ul><ul><li>Alliance/Partner program development </li></ul><ul><li>Construction of relationships with industry leaders (Cisco, HP, IBM, Microsoft, Oracle, SFDC, SAP) </li></ul><ul><li>Emerging market analysis </li></ul><ul><li>Buy vs. Build vs. Partner analyses </li></ul><ul><li>Channel recruitment </li></ul><ul><li>M&A/Deal Team management and execution </li></ul>Business Development Competencies Ta2 Consulting
  10. 10. Marketing Competencies <ul><li>Market & competitive analyses </li></ul><ul><li>Core messaging </li></ul><ul><li>Marketing funnel & demand generation analysis </li></ul><ul><li>Customer satisfaction programs </li></ul><ul><li>Product marketing methodology </li></ul><ul><li>Web-based lead generation programs </li></ul>Ta2 Consulting
  11. 11. Deal Team Management <ul><li>Prepare company </li></ul><ul><ul><li>External and internal communications; employees and shareholders expectation </li></ul></ul><ul><li>Assembly of due diligence materials </li></ul><ul><ul><li>Historical and projected financials </li></ul></ul><ul><ul><li>Funding history and capitalization table </li></ul></ul><ul><ul><li>Detailed customer information, references </li></ul></ul><ul><ul><li>Detailed pipeline analysis </li></ul></ul><ul><ul><li>Technology/hardware/software, patent info </li></ul></ul><ul><li>Prepare detailed competitive review </li></ul><ul><li>Prepare Sell-side Materials </li></ul><ul><ul><li>Timeline & expanded deal team (including counsel) </li></ul></ul><ul><ul><li>Non-confidential &quot;Teaser&quot; </li></ul></ul><ul><ul><li>Establish and finalize the list of potential acquirers to be contacted (Tier-1 & Tier-2) </li></ul></ul><ul><ul><li>Build decks of specific value proposition/message customized for each potential acquirer on the Tier-1 list </li></ul></ul><ul><ul><li>Non-disclosure agreement for interested parties </li></ul></ul>Ta2 Consulting
  12. 12. Rent-to-Own <ul><li>Initial fixed term consulting engagement, length based upon specific project deliverables </li></ul><ul><ul><li>Typically 3 to 6 months </li></ul></ul><ul><li>Client option to convert to employment offer upon completion of initial project </li></ul><ul><ul><li>Individual vs. Team consulting dependent on scope and scale of functional requirements </li></ul></ul><ul><li>Contract vehicle through TA2 Consulting </li></ul><ul><ul><li>Operate under 1099 independent contractor agreement </li></ul></ul><ul><ul><li>Can utilize client’s existing subcontractor agreements </li></ul></ul>