1. Predictive Sales Models
Profile
Benchmark
Measure
BBS|BIRCHWOOD
BUSINESS STRATEGIES, LLC
Closing the loop between sales and strategy

2. BBS|BIRCHWOOD
BUSINESS STRATEGIES, LLC
Birchwood Business Strategies, LLC • 176 Birchwood Drive • Fairfield, CT 06824 • 203-292-0182 • weinstein.stuart@gmail.com
2
3 Statistical ModelsSegmentation | Revenue Assessment | Market Potential
Profile
Benchmark
Measure
Lifetime Value Score = Revenue Assessment
Benchmarks revenue for each segment and enables performance measurements
Provides a revenue guideline for your clients and adjusts for growth over time
Used for: Revenue Evaluation • Growth Assessment
Market Evaluator = Market Potential
Measures markets
Provides details of a market’s composition
Used to determine: Market Size • Penetration • Market Comparison
Prospect Optimizer = Behavioral Segmentation
●Creates a client profile and benchmarks what products they purchase
●Breaks client base down into more manageable groups to optimize the smaller pieces
Usedfor Alignment: Sales • Marketing • Product Development
•Customer
Profile
•Purchasing
Benchmark
• Revenue
Benchmark
• Revenue
Measure
• Market
Measure

3. BBS|BIRCHWOOD
BUSINESS STRATEGIES, LLC
Birchwood Business Strategies, LLC • 176 Birchwood Drive • Fairfield, CT 06824 • 203-292-0182 • weinstein.stuart@gmail.com
3
What the models answer
1.What to sell a client / best product bundles per cohort
2.When to sell it / how long it takes to sell
3.Revenue impact: immediate and over time
4.Which client types to target for: speed, offerings or deal size
5.Where to find more / measure how much more
Profile
Benchmark
Measure
Prospect Optimizer
Prospect Optimizer
Prospect Optimizer
Lifetime Value Score
Market valuator

4. BBS|BIRCHWOOD
BUSINESS STRATEGIES, LLC
Birchwood Business Strategies, LLC • 176 Birchwood Drive • Fairfield, CT 06824 • 203-292-0182 • weinstein.stuart@gmail.com
4
Profile
Benchmark
Prospect Optimizer Maps the Sales Opportunity
TacticalTotal Potential Customers
Additional Prospects
with the same
characteristics
Your
Current
Client-
BaseNew Business OpportunitiesYour Client’s Total Needs
Additional Offerings
you can provide
each client
Your
Current
RelationshipUp-selling Opportunities
Prospect Optimizer

5. BBS|BIRCHWOOD
BUSINESS STRATEGIES, LLC
Birchwood Business Strategies, LLC • 176 Birchwood Drive • Fairfield, CT 06824 • 203-292-0182 • weinstein.stuart@gmail.com
5
Map of Market –vertical Markets
Low ===== Dollars===== High
Segment 4
Segment 3
Segment 2
Segment 1
Segment 8
Segment 7
Segment 6
Segment 5
Segment 12
Segment 11
Segment 10
Segment 9
Quick ==================Time================== Long
Strategic
Profile
Benchmark
Prospect Optimizer

6. BBS|BIRCHWOOD
BUSINESS STRATEGIES, LLC
Birchwood Business Strategies, LLC • 176 Birchwood Drive • Fairfield, CT 06824 • 203-292-0182 • weinstein.stuart@gmail.com
6
Low ===== Dollars===== High
Segment 4
Segment 3
Segment 2
Segment 1
Segment 8
Segment 7
Segment 6
Segment 5
Segment 12
Segment 11
Segment 10
Segment 9
Quick ===================Time=================== Long
$250,000
18 months
$132,000
12 months
$58,000
9 months
$12,000
6 months
$126,000
18 months
$88,000
11 months
$39,000
8 months
$10,000
6 months
$32,000
15 months
$21,000
10 months
$9,000
3 months
$7,500
2 months
Profile
Benchmark
Map of Market -Initial deal size & time to close
Prospect Optimizer

7. 7
BBS|BIRCHWOOD
BUSINESS STRATEGIES, LLC
Birchwood Business Strategies, LLC • 176 Birchwood Drive • Fairfield, CT 06824 • 203-292-0182 • weinstein.stuart@gmail.com
Low ===== Dollars===== High
Segment 4
Segment 3
Segment 2
Segment 1
Segment 8
Segment 7
Segment 6
Segment 5
Segment 12
Segment 11
Segment 10
Segment 9
Quick =============Time============= Long
Ranked #10
5%
Under performing
Vertical Market
Over performing
Vertical Market
Ranked #1
17%
Ranked #11
5%
Ranked #4
10%
Ranked #12
2%
Ranked#8
7%
Profile
Benchmark
Measure
Ranked #2
15%
Ranked #3
11%
Ranked #9
5%
Ranked#7
7%
Ranked#6
8%
Ranked#5
8%
Blue = Fine
Red = Under-
performing
White = Needs
Improvement
Green = Top
Performer
Map of Market –
Revenue production
Prospect Optimizer |
Lifetime Value Scores

8. 8
BBS|BIRCHWOOD
BUSINESS STRATEGIES, LLC
Birchwood Business Strategies, LLC • 176 Birchwood Drive • Fairfield, CT 06824 • 203-292-0182 • weinstein.stuart@gmail.com
Low ===== Dollars===== High
Segment 4
Segment 3
Segment 2
Segment 1
Segment 8
Segment 7
Segment 6
Segment 5
Segment 12
Segment 11
Segment 10
Segment 9
Quick =============Time============= Long
Profile
Benchmark
Measure
Blue = Fine
Red = Under
performing
White = Needs
improvement
Green = Top
performer
Map of Market –
Current vs. average revenue production
Under performing Vertical Markets
Up and Coming Vertical Markets
Ranked#9
0%
Ranked#5
1%
Ranked #11
-7%
Ranked #1
7%
Ranked#10
-1%
Ranked #2
3%
Ranked #3
3%
Ranked#7
1%
Ranked#6
1%
Ranked#8
1%
Ranked#4
1%
Ranked #12
-10%
Prospect Optimizer |
Lifetime Value Scores

9. BBS|BIRCHWOOD
BUSINESS STRATEGIES, LLC
Birchwood Business Strategies, LLC • 176 Birchwood Drive • Fairfield, CT 06824 • 203-292-0182 • weinstein.stuart@gmail.com
9
Where newrevenues come from
Segment 117%
Segment 27%
Segment 35%
Segment 45%
Segment 55%
Segment 68%
Segment 711%
Segment 810%
Segment 97%
Segment 108%
Segment 1115%
Segment 122%
Segment 1
Segment 2
Segment 3
Segment 4
Segment 5
Segment 6
Segment 7
Segment 8
Segment 9
Segment 10
Segment 11
Segment 12
4 Segments account for 53% of Revenues
Segments 1 and 11 account for more
than a third of revenues
Segments 7 and 8 account for more
Than 20% of revenues
Benchmark
Measure
Lifetime Value Score

10. BBS|BIRCHWOOD
BUSINESS STRATEGIES, LLC
Birchwood Business Strategies, LLC • 176 Birchwood Drive • Fairfield, CT 06824 • 203-292-0182 • weinstein.stuart@gmail.com
10
Price & discount optimization
•Price points and discounts need to achieve either more deals or higher profit margins
•Prices can be optimized for each segment
•discount rates need to speed the sales cycle
Benchmark
Measure
Prospect Optimizer | Lifetime Value Score
Prospect Optimizer
Lifetime Value Score
Lifetime Value Score
Lifetime Value Score

11. BBS|BIRCHWOOD
BUSINESS STRATEGIES, LLC
Birchwood Business Strategies, LLC • 176 Birchwood Drive • Fairfield, CT 06824 • 203-292-0182 • weinstein.stuart@gmail.com
11
Competitor threat assessment
Assess impact of competitors by segment
•Which competitors are winning deals by segment
•Financial impact of a loss per segment
•What combinations of offerings were impacted
•Effect on revenue per segment
•Which regions are most at risk
•Which competitors are easily beaten by segment
•What advantages need to be highlighted to each segment to win deals
Profile
Benchmark
Measure
Prospect Optimizer | Lifetime Value Score | Market Evaluator
Lifetime Value Score
Prospect Optimizer
Market Evaluator
Prospect Optimizer
Prospect Optimizer

12. BBS|BIRCHWOOD
BUSINESS STRATEGIES, LLC
Birchwood Business Strategies, LLC • 176 Birchwood Drive • Fairfield, CT 06824 • 203-292-0182 • weinstein.stuart@gmail.com
12
•Rates the probability of success for an individual representative in a given territory
•Comparison of the highest indexing segments in a territory to the highest performing index segments for the representative
•3 index scores
•Index score of sales representative’s performance with each segment
•Index score of a territory’s concentration of segments
•Success index score
Scoring sales reps for a region
Benchmark
Measure
Market Evaluator

13. 13
BBS|BIRCHWOOD
BUSINESS STRATEGIES, LLC
Birchwood Business Strategies, LLC • 176 Birchwood Drive • Fairfield, CT 06824 • 203-292-0182 • weinstein.stuart@gmail.com
Profile
Benchmark
CRM
Product
Development
Human
Resources
Marketing
Market
Research
Marketing
Information
Systems
Database
Marketing
Customer
Service
Advertising
Agency
E-Business Field
Sales
Finance
Demand
Generation
Sales Based
Tele-sales
Tele-marketing
Field
Service
How the Prospect
Optimizer is Used
Coordinating across
departments
Prospect Optimizer