+ 1.408.394.7337
http://www.linkedin.com/in/ResetConsultancy
Reset
Consultancy
ReArchitecting
Business
Reset
Consultancy
Re-Building
Re-Engineering
Re-Energizing
Process & Structure
Through Process, Structure and Efficiency
RESULTS
The Right Business Balance Strength in Experience
Agile Strategies
Turn Around Strategies
Impacting your Business
Turn Aro...
Advisory Practice Overview
• Mission: Process Management Development. Defining the Strategies,
Structures and Initiatives ...
• Long Track Record of Building, Re-engineering and Re-energizing
Companies Through the Implementation of Process and Stru...
• Challenge of Improving a Company‟s Performance Becomes Even
Greater in Tough Economic Times.
• Focus Performance Improve...
• The Metabolism of a Sales Force Is Usually Faster Than the Company
Headquarter The Focus on Process and Results Creates ...
Process Implementation and Management
Corporate Process
• „I Own Charts‟
• Executive Trackers
• Critical Success Factors (...
Corporate Process „I Own Charts‟
Sales
Marketing
Engineering
Finance
VP of Marketing
“I Own the Strategies,
Products and Marketing Programs
that will Ensure the Success
of the Sales Organizat...
Corporate Process Executive Tracker Marketing
Corporate Process Critical Success Factors
• RESET Is Responsible for
Implementing and Improving a
Number of Critical Metrics for
Corporations Including "Critical
Su...
Corporate Process CSF – Finance & Marketing
Corporate Process CSF – Business Development
Corporate Process CSF – Sales
Process Implementation and Management
Marketing Process
• Product Management
• Product Development
Process / Roadmaps
• St...
• Weekly Product Management Meeting
• MRD & PRD‟s
• Weekly Product Management Updates
(PMU) Process
• Dedicated Release Ma...
New Product Release:
Marketing Process Product Management
Marketing Process Product Management
Product C
MSRP: $30,000
VAR Cost: $18,000
UMC: $3,500
Direct/Distribution Channel
OEM Only
Product C-C
MSRP: $15,000
VAR C...
New Product Release:
Marketing Process Product Management
Marketing Process Product Management
Process Implementation and Management
Engineering Process
• Product War-Rooms
• Product Management
"The only things that g...
• Company-wide “Product War
Room” Focuses on Customer
Technical Issues.
• “Knowledge-sharing” Between
Executive Staff and ...
Marketing Process Product War Rooms
Setting Priorities: Deal Breakers, Decisions Made,
Action Items, Listing and Naming Bu...
Marketing Process Product War Rooms
Marketing Process Product War Rooms
Status Reports
Process Implementation and Management
Sales Process
• Lead Process
• Strategic Account Committee
- U.S.
- International
• ...
Raw Leads
Open Lead
Live Contact
Qual.
Lead
Lead Prospect
Target lists, mktg campaigns, tradeshows/seminars, VAR database,...
Qualified Prospect
Certified Prospect
Evaluation
Candidate
Paying
Cust.
Qualified Lead
Evaluation
Customer
Identified thro...
Sales Process Lead Process - Reporting
Sales Process Sales War Rooms
Sales Process SAC Meetings
Strategic Account Committee
• Company-wide “War Room” Focuses on
Generating Revenues.
• “Knowle...
Opening New Doors
Marketing Communications
Advertising Retail Merchandising eCommerce & Websites Product & Packaging Design
Norelco
Branding
Print Campaign
• Full-page spreads, full color
• Showcase entire “cluster/collection”
of products
• 11 categories of magaz...
Print Product Campaigns
Packaging by Design
Social Marketing
Blogs
Wikis
Social Networks
RSS
Strategic Alliances
Special Events Branding
Promotions & Sponsorships
• Philips becomes first and title sponsor of new LPGA
Harvey Penick tour...
Image Building
Big Impression
To Win The Game
You Need A Strategy
At the end of the day it‟s all about,
“Hitting Your Sales Numbers!”
• We Improve Your Company
• We Enhance Your Own Personal Skill Set
May We Help You Achieve
Your Goals?
+ 1.408.394.7337
http://www.linkedin.com/in/ResetConsultancy
Reset Consultancy - Process
Reset Consultancy - Process
Reset Consultancy - Process
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Reset Consultancy - Process

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Marketing • Business, Sales & Marketing Strategies • Branding • Online ecommerce • Advertising • Startups • Turn Arounds • Global Product Launches • Retail Channel, Morgan Rees +1.408.394.7337

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Reset Consultancy - Process

  1. 1. + 1.408.394.7337 http://www.linkedin.com/in/ResetConsultancy
  2. 2. Reset Consultancy ReArchitecting Business
  3. 3. Reset Consultancy Re-Building Re-Engineering Re-Energizing Process & Structure
  4. 4. Through Process, Structure and Efficiency RESULTS
  5. 5. The Right Business Balance Strength in Experience Agile Strategies Turn Around Strategies Impacting your Business Turn Around Strategies Impacting your Business
  6. 6. Advisory Practice Overview • Mission: Process Management Development. Defining the Strategies, Structures and Initiatives Required to Deliver Revenue Objectives. • Focus on Business Turn-around Activities • More Than 20 Years Experience in Strategic Brand Building, Marketing, Mind Share and Process Implementation. • Clients & Partners: Philips Electronics, Belanima (Beauty & Wellness), Array, InfoGard Labs, Insignia Solutions, Wherify Wireless, inCharge Technologies, Critical Path, Rocktonic, Ugobi, Noctar, DC7 Networks, Atari and Ampex NetSol (Rebranded company and first ever dual listing of a U.S. company on NASDAQ-NTWK and the Dubai Exchange-DIFX)
  7. 7. • Long Track Record of Building, Re-engineering and Re-energizing Companies Through the Implementation of Process and Structure • People Skills to Work Well With Bankers, Customers, Suppliers, Vendors, Creditors and Clients • Cost Efficient and ROI Driven • Honesty and Integrity "The Only Things That Get Perfected Are What's Inspected." Agency Overview
  8. 8. • Challenge of Improving a Company‟s Performance Becomes Even Greater in Tough Economic Times. • Focus Performance Improvement on Those Workforces Vital to Business Success and Financial Results. • Intellectual Capital Is a Key Source of Value for Companies. Process Implementation and Management
  9. 9. • The Metabolism of a Sales Force Is Usually Faster Than the Company Headquarter The Focus on Process and Results Creates an Innovative • Approach to Synchronize the Company With Their Customers on a Real-time Basis and Positions the Company to Sustain True Competitive Advantage. • Process and a Structured Approach Increase Time to Market, Which Is Critical in a Highly Competitive Environment. Process Implementation and Management
  10. 10. Process Implementation and Management Corporate Process • „I Own Charts‟ • Executive Trackers • Critical Success Factors (CSF) Marketing Process • Product Management • Product Development Process • Strategic Marketing • Product War Rooms (Engineering) Engineering Process • Product War Rooms • Product Management Sales Process • Lead Process • Strategic Account Committee & Sales • War Rooms (U.S., International etc.)
  11. 11. Corporate Process „I Own Charts‟ Sales Marketing Engineering Finance
  12. 12. VP of Marketing “I Own the Strategies, Products and Marketing Programs that will Ensure the Success of the Sales Organization” • Sales & Marketing Collateral • Marketing Creative • Advertising • Public Relations • Corporate Image • Branding • Communications Strategy • Media Relations • Web Management • Trade Shows • Channel Marketing Support • Product Planning Process • Product Roadmap (shared) • MRD Creation • Product Portfolio Management • Product Lifecycle • Product Positioning • Product Pricing • Product Bundling • Product Functionality Targets • Product Launch Plan • Program Management Lead • User Group Development & Coordination • Industry Analysis and Marketing Strategy • Market & Competitor Research • Market Segmentation & Customer Targeting • Corporate Pricing Strategy • New Channel Identification • Industry Analyst and Consultant Programs • Sales Training • Technical Publications and Documentation • Sales Tool Development • White Paper Development • Curriculum Development and Administration of Sales and Channel Partner Training for Sales Product Management “I Own the Product Strategy and Definition for Branded Products” MarCom “ I Own the MarCom Programs and Corporate Identity that will Ensure Brand Equity and a Cohesive Communications Message” Technical Marketing “I Own the Technical Assistance, Training and Competitive Technology Analysis in Support of Sales and Product Management Objectives” Strategic Marketing “I Own the Development and Validation of the Marketing Strategy” „I Own Chart‟: Marketing
  13. 13. Corporate Process Executive Tracker Marketing
  14. 14. Corporate Process Critical Success Factors
  15. 15. • RESET Is Responsible for Implementing and Improving a Number of Critical Metrics for Corporations Including "Critical Success Factors." (CSF’s) • CSF’s Are Objectives Set for Each Department to Better Achieve the Company’s Overall Strategy. • Proposed by the Head of Each Department. Approved and Discussed With the President and CEO • Accountability Corporate Process Critical Success Factors
  16. 16. Corporate Process CSF – Finance & Marketing
  17. 17. Corporate Process CSF – Business Development
  18. 18. Corporate Process CSF – Sales
  19. 19. Process Implementation and Management Marketing Process • Product Management • Product Development Process / Roadmaps • Strategic Marketing • Product War Rooms (Engineering)
  20. 20. • Weekly Product Management Meeting • MRD & PRD‟s • Weekly Product Management Updates (PMU) Process • Dedicated Release Managers • Feature Enhancement Requests Mechanism • Measure Impact of a Change in Terms Of: Cost/time, Short-term/immediate Revenue, Long-term Revenue, Accounts Affected and Alternatives (i.e. Third Party Products) Marketing Process Product Management Objective: Defining the Product & Managing it from Cradle-to-Grave.
  21. 21. New Product Release: Marketing Process Product Management
  22. 22. Marketing Process Product Management
  23. 23. Product C MSRP: $30,000 VAR Cost: $18,000 UMC: $3,500 Direct/Distribution Channel OEM Only Product C-C MSRP: $15,000 VAR Cost: $9,000 UMC: $3,500 Product C-E MSRP: $9,000 VAR Cost: $5,400 UMC: $2,000 Product C-F MSRP: $4,000 VAR Cost: $3,600 UMC: $2,000 Product A Product B Direct Only OEM Product C OEM Product B MSRP: $50,000 VAR Cost: $30,000 UMC: $4,000 Product B-C MSRP: $25,000 VAR Cost: $15,000 UMC : $2,000 Product A-G Government MSRP: $100,000 UMC: $4,000 Product A Corporate MSRP: $80,000 Channel Price: $50K UMC: $4,000 OEM MSRP: $5,000 Royalty: $1,500Fill-InAnchor Bundle MSRP: $5,000 Bundle MSRP: $5,000 VAR Bundle MSRP: $10,000 Flagship Marketing Process Roadmap
  24. 24. New Product Release: Marketing Process Product Management
  25. 25. Marketing Process Product Management
  26. 26. Process Implementation and Management Engineering Process • Product War-Rooms • Product Management "The only things that get perfected are what's inspected."
  27. 27. • Company-wide “Product War Room” Focuses on Customer Technical Issues. • “Knowledge-sharing” Between Executive Staff and Their Teams to Mobilize & Attack Bug and Feature Challenges. • Identify Product Priorities Quickly & Rapidly Resolve. • Set Responsibilities – Assignments, Deadlines • Track Progress on a Real-time Basis. • Not a Detailed Engineering/development Review. Engineers Have the Highest Desire to Meet Deadlines Engineering Process Product War Rooms
  28. 28. Marketing Process Product War Rooms Setting Priorities: Deal Breakers, Decisions Made, Action Items, Listing and Naming Bugs in a Status At-a-Glance Format.
  29. 29. Marketing Process Product War Rooms
  30. 30. Marketing Process Product War Rooms Status Reports
  31. 31. Process Implementation and Management Sales Process • Lead Process • Strategic Account Committee - U.S. - International • Channel Development
  32. 32. Raw Leads Open Lead Live Contact Qual. Lead Lead Prospect Target lists, mktg campaigns, tradeshows/seminars, VAR database, web, etc. Outbound telesales activities initiated either through phone and/or e-mail Array corporate and product intro complete; Potential interest/needs assessed; Primary contact info confirmed 10 9 8 7 Initial needs identified; General list pricing discussed; Specific projects noted; timeframe, budget, requirements, and other key contacts/decision makers recorded in SF.com. 6 GATE: Lead contact info inputted into SF during import or through ISR Note: Primary contact defined as a decision-maker, recommender, and or influencer for IT infrastructure purchases. Targeted Markets GATE: Initial live phone conversation w/ primary contact completed GATE: Interest in Array solutions & potential for purchase confirmed GATE: Face-to-face meeting or conf call scheduled for RSM Enter Field Sales Funnel Sales Process Lead Process
  33. 33. Qualified Prospect Certified Prospect Evaluation Candidate Paying Cust. Qualified Lead Evaluation Customer Identified through Lead Gen. (email blast, inside sales, VAR, dir mail, or advert) as having interest Initial Meeting held; Key Buyers, Competition & Need/Pain Identified S/E Assigned; Success Criteria documented; Evaluation Plan established Units shipped; Initial config. installed by S/E; CS staff assigned; Success Criteria reconfirmed Firm PO received with NO conditions 5 4 3 2 Evaluation completed; Success criteria reconfirmed and achieved; Contract Negotiations 1 Gate: Technical App & Value App Forms Approved Gate: Performance Contract Executed Gate: Customer‟s Technical Buyer Signs Off Gate: PO received Gate: ISR Makes Contact with Decision-Maker Sales Process Lead Process
  34. 34. Sales Process Lead Process - Reporting
  35. 35. Sales Process Sales War Rooms
  36. 36. Sales Process SAC Meetings Strategic Account Committee • Company-wide “War Room” Focuses on Generating Revenues. • “Knowledge-sharing” Between Executive Staff and Their Teams to Mobilize & Attack Revenue Challenges. • Identify Priorities Quickly & Rapidly Deploy Strategic Action Teams (Sat). • Track Sac Progress on a Real-time Basis. • Not a Detailed Acct Review or Review of the Sales Organization.
  37. 37. Opening New Doors
  38. 38. Marketing Communications
  39. 39. Advertising Retail Merchandising eCommerce & Websites Product & Packaging Design Norelco Branding
  40. 40. Print Campaign • Full-page spreads, full color • Showcase entire “cluster/collection” of products • 11 categories of magazines • 40 magazines total; 101 insertions (ads) Print Brand Campaigns
  41. 41. Print Product Campaigns
  42. 42. Packaging by Design
  43. 43. Social Marketing Blogs Wikis Social Networks RSS
  44. 44. Strategic Alliances
  45. 45. Special Events Branding Promotions & Sponsorships • Philips becomes first and title sponsor of new LPGA Harvey Penick tournament, Austin • NASCAR - highest attended sporting event in the U.S. • “Motown Live”: Title Sponsor of new, syndicated variety show • Digital TV Express: Tractor-trailer exhibit touring the entire country featuring Philips DTV products • Tradeshows Product Placement • “Enemy of the State” featuring Will Smith and Gene Hackman • “Austin Powers” featuring Mike Myers • “The Game” featuring Michael Douglas & Sean Penn
  46. 46. Image Building
  47. 47. Big Impression
  48. 48. To Win The Game You Need A Strategy
  49. 49. At the end of the day it‟s all about, “Hitting Your Sales Numbers!”
  50. 50. • We Improve Your Company • We Enhance Your Own Personal Skill Set
  51. 51. May We Help You Achieve Your Goals?
  52. 52. + 1.408.394.7337 http://www.linkedin.com/in/ResetConsultancy

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