CPG Overview


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Overview of Cardinal Points Group

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  • CPG Overview

    1. 1. Cardinal Points Group Navigating Business Success "Experience is a hard teacher because she gives the test first, the lesson afterwards." – Unknown United States Brazil Canada Puerto Rico Great Britain France Romania Japan China Singapore Australia New Zealand Spain Austria Belgium Germany Russia Italy Belgium Slovenia Slovakia Sweden Denmark Finland South Africa
    2. 2. CPG Background <ul><li>Founded 1998 </li></ul><ul><li>Focused on IT Product, Services, Solutions and related Channels </li></ul><ul><li>Experienced Professionals within the industry </li></ul>
    3. 3. <ul><li>1985 –1993 Enterprise Group Manager, Arthur Andersen & Co. specializing in Private-Closely Held businesses within in the technology sector and focused on manufacturing and distribution </li></ul><ul><li>1993 –1998 Sr. Vice President & CFO, Dickens Data Systems, Inc. Value Added Distributor of Technology Solutions </li></ul><ul><li>1998 – Today Founder and Partner, Cardinal Points Group LLC </li></ul>Warren R. Turner, CPA Career Summary Double Digit Growth… Transformation, Focus & Profitable!!! Dickens Data Systems, Inc. Revenue History 0 50 100 150 200 250 300 350 400 1993 1994 1995 1996 1997 Millions
    4. 4. Educational Roadmap Operations Sales & Marketing Financial Management Workshop (FMW) Services Marketing Workshop (SMW) Building a Services Pyramid (BSP) Sales & Marketing Tools Benchmarking Best Practices Management Disciplines for Services Developing Compensation Plans Competency Assessment & Strategies Services Sales Workshop (SSW) Business Partner Consulting Engagements Industry Education Models Return on Investment Models Justification Templates IGS Offerings “Business Issue” Sheets 25 Countries 4,000 + Attendees Peer Based Learning One on One Strategy Sessions Web Events United States Brazil Canada Puerto Rico Great Britain France Romania Japan China Singapore Australia New Zealand Spain Austria Belgium Germany Russia Italy Belgium Slovenia Slovakia Sweden Denmark Finland South Africa
    5. 5. Financial Management Workshop (FMW) Overview <ul><li>Agenda </li></ul><ul><li>Solution Provider Evolution </li></ul><ul><li>Real Competencies </li></ul><ul><li>Financial Impact of Services </li></ul><ul><li>The Real Cost of IT </li></ul><ul><li>Getting Premium Prices </li></ul><ul><li>Upon Completion you should: </li></ul><ul><li>Understand the financial strategies of successful services companies </li></ul><ul><li>Learn benchmarks and current trends in the services industry – “your network to best practices” ” </li></ul><ul><li>Develop immediate action plans to improve the services profitability of your company </li></ul>Managing a Profitable Services Business “ Dancing with the Elephant”
    6. 6. Services Sales Workshop (SSW) Overview <ul><li>Agenda </li></ul><ul><li>Services Impact </li></ul><ul><li>Marketing Strategies </li></ul><ul><li>Sales Skills Training </li></ul><ul><li>Sales Process Training </li></ul><ul><li>Business Process Training </li></ul><ul><li>Building Justification </li></ul><ul><li>Fear Factors of Selling </li></ul><ul><li>No budget, no money, no interest, no need… </li></ul><ul><li>Selling intangible products (services) </li></ul><ul><li>Selling without value – “Selling Naked” </li></ul><ul><li>Calling on non-IT executives </li></ul><ul><li>Getting to high-level executives </li></ul><ul><li>Sales call tension </li></ul>Services Sales Workshop “ Eliminating The Fear Factor”
    7. 7. Sample M&A Transactions “ Warren successfully identified the strategic acquirer for our business. His understanding of M&A and channels is an asset to any VAR looking to buy or sell their business” John Moran, former CEO and Owner of Inter-American Data
    8. 8. Testimonials “ Cardinal Points Group under Warren’s direction authored the # 1 rated course in IBM Business Partner History, Warren’s unique insight into the daily challenges of running a VAR business coupled with his own experiences have been extremely valuable to both IBM, its Business Partners and me.” John Pratt, Sr. VP of Professional Services Agilysys and Former Executive IBM
    9. 9. Testimonials &quot;Warren is recognized as a thought leader within the Business Partner Channel. His unique career experiences and understanding of channels provide clear and strategic direction to those partners wanting to embrace a services business model and create value for their business.” John Mullally, IBM Master Inventor
    10. 10. Testimonials “ Warren has a clear insight into the challenges facing today’s resellers and services providers. His been there done that experience is relevant to our business needs. He thinks straight and talks straight providing practical advice.” Todd Bowling, Chief Executive Officer, Solutions II
    11. 11. Testimonials “ Warren’s Financial Management Workshop and Services Sales Workshop took me by surprise and exposed me to many new thoughts and ideas relevant to my business. As a result I engaged Warren to present his materials to my management team and it has helped serve as a catalyst for change.” Alberto Dosal, Chief Executive Officer, Compuquip Technologies
    12. 12. Contact Information <ul><li>Warren R. Turner </li></ul><ul><li>4851 Olde Village Court </li></ul><ul><li>Atlanta, GA 30338 </li></ul><ul><li>[email_address] </li></ul><ul><li>(O) 770-913-0048 </li></ul><ul><li>(M) 404-664-6000 </li></ul><ul><li>http://www.linkedin.com/in/warrenturner </li></ul>