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Beyond codes corporate presentation


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Beyond codes corporate presentation

  1. 1. Sales & Lead generation Management | Your GLOcal partners
  2. 2. <ul><li>Beyond Codes Inc: An Introduction </li></ul><ul><li>Our Portfolio </li></ul><ul><li>Lead Generation Process </li></ul><ul><li>Our Value Proposition </li></ul><ul><li>Key Differentiators </li></ul><ul><li>Our Clients </li></ul><ul><li>Some Testimonials </li></ul>Contents
  3. 3. <ul><li>An Introduction </li></ul>Beyond Codes Inc
  4. 4. Beyond Codes Inc <ul><li>Beyond Codes Inc is a trusted partner that enables your sales function through: </li></ul><ul><li>Lead Generation </li></ul><ul><li>Appointment Setting </li></ul><ul><li>Sales Pipeline Management & </li></ul><ul><li>Sales Intelligence </li></ul>
  5. 5. Some Facts About Us Company Incorporated in USA in April ’ 08 Experience Combined Sales & Management experience of 400+ years Customers >50 clients (9 of the Top 20 Indian IT/ ITeS/KPO are clients) Focus Areas IT ITeS KPO
  6. 6. Global Footprint Chandigarh Bangalore London New York Houston San Jose Los Angeles
  7. 7. <ul><li>Dedicated high bandwidth and back-up support </li></ul><ul><ul><li>MPLS/T1 Internet lines </li></ul></ul><ul><li>Unlimited International / VoIP calling </li></ul><ul><li>In-house Training / Tele-Conference facility </li></ul><ul><li>Internet based CCTVs inside and outside work area for close monitoring </li></ul><ul><li>State-of-the-art Infrastructure in Chandigarh, India </li></ul>Our Infrastructure
  8. 8. <ul><li>Located in the Technology Park, Chandigarh </li></ul><ul><li>Integrated latest servers and workstations </li></ul><ul><li>IP firewall and anti-virus software </li></ul><ul><li>High end handsets and calling infrastructure </li></ul><ul><li>End-to-End Lead Management Software deployed </li></ul>State-of-the-Art Center
  10. 10. The Beyond Codes Pillars Over 50,000 meetings fixed RESULTS * Head- Sourcing, Head-Operations, etc VPs/Directors 30% CXOs 60% Others* 5% Meetings by Level Meetings by Type Face to Face 55% Conference Calls 45%
  11. 11. The Beyond Codes Pillars 40% of clients through referrals RESULTS CREDIBILITY SMEs 30% Large Companies 70% Source of Business
  12. 12. The Beyond Codes Pillars <ul><li>High Client Retention achieved through a focus on: </li></ul><ul><ul><li>Quality of leads and meetings </li></ul></ul><ul><ul><li>Cost of delivery </li></ul></ul><ul><ul><li>Time of delivery </li></ul></ul><ul><li>First lead generated within two-weeks of resource deployment </li></ul>80% client retention RESULTS CREDIBILITY COMMITMENT
  13. 13. The Beyond Codes Inc Pillars Multidimensional and sustained growth RESULTS CREDIBILITY COMMITMENT GROWTH Growth Figures
  14. 14. Vertical Expertise Banking & Financial Services Insurance Healthcare & Life sciences High Technology Telecom Manufacturing Retail Media & Entertainment & more.
  15. 15. Domain Expertise Infrastructure Software BPO BPM
  16. 16. Our Experience* *The size of the bubbles are in proportion to the number of clients served Banking & Financial Services Insurance Health-care & Life Sciences Retail Media Manufacturing Others Hi-Tech Tele-com
  17. 17. <ul><li>A Comprehensive Basket of Services </li></ul>Our Portfolio
  18. 18. <ul><li>LEAD GENERATION </li></ul><ul><li>“ Smart Calls” to generate more prospects per calling agent per day </li></ul>Services Portfolio <ul><li>LEAD NURTURING </li></ul><ul><li>Building relationships to establish “Top-of-Mind” recall </li></ul>
  19. 19. <ul><li>SALES GENERATION </li></ul><ul><li>Accelerating sales closure by reaching out to decision-makers </li></ul>Services Portfolio <ul><li>ACCOUNT MANAGEMENT </li></ul><ul><li>Accelerating sales closure by reaching out to decision-makers </li></ul>
  20. 20. <ul><li>RFP SUPPORT </li></ul><ul><li>Regular info-releases about new RFPs (size of the proposal, submission date, project details across verticals, etc) </li></ul>Services Portfolio <ul><li>ACTIONABLE RESEARCH </li></ul><ul><li>Actionable industry and competitive intelligence based on key client needs </li></ul>
  21. 21. <ul><li>End-to-End & Collaborative </li></ul>Lead Generation Process
  22. 22. Intelligent Database Building Client provides sales brief Team BCI deconstructs brief to create specific parameters for database building
  23. 23. Convergence of Multiple Sources Public Sources – Web & Offline Database Building and Research Database supplied by client Existing Databases Beyond Codes Inc Knowledge Base Primary Research Paid Sources - Web
  24. 24. Profiled “Smart” Calling Company Profile The short profile document contains information about the company’s business and its key executives to help the Lead Generation Executive (LGE)make calls that yield results <ul><li>Smart Calling </li></ul><ul><li>A “Smart Call” is NOT just a cold call. It is: </li></ul><ul><li>Researched </li></ul><ul><li>Made by an experienced LGE (4-8 years of relevant experience) </li></ul><ul><li>Made by LGEs with domain knowledge, so they talk the same language </li></ul><ul><li>Made to capture expectations from the resulting face-to-face meeting </li></ul>
  25. 25. Call Captured in Report Smart Calling The LGE captures the information from the call and adds to the Company Profile so that the client is well-prepared to win the account Meeting Support Docket This docket contains all the basic information about the company and the details of the executive to be met. It also captures details from the “smart” call
  26. 26. <ul><li>Meeting Wizard </li></ul><ul><li>Company Overview </li></ul><ul><li>Products and Services </li></ul><ul><li>Company Structure </li></ul><ul><li>Key personnel </li></ul><ul><ul><li>Biographies of key personnel </li></ul></ul><ul><ul><li>Biographies of key technology personnel </li></ul></ul><ul><li>Recent News and Highlights </li></ul><ul><li>Competitors </li></ul><ul><li>Technology Overview </li></ul><ul><li>Recent Projects Undertaken/ Ongoing IT initiatives </li></ul><ul><li>Technology Business Drivers/ Pain areas </li></ul><ul><li>Competition Overview </li></ul><ul><li>Competitors on the Radar </li></ul><ul><li>Technology Trends (impacting the relevant industry) </li></ul><ul><li>Critical Resource Mapping </li></ul>Sample Table of Contents of a Docket
  27. 27. In Summary Database built using multiple sources based on the client brief Initial Research conducted to build profiles of companies to be called LGEs use company profiles to call CXO level executives for appointments Appointments are set and sales leads delivered to client with company profile Sales Call The client then meets to win the account
  28. 28. In Summary Sales Call The client then meets to win the account Database built using multiple sources based on the client brief Initial Research conducted to build profiles of companies to be called LGEs use company profiles to call CXO level executives for appointments Appointments are set and sales leads delivered to client with company profile
  29. 29. Beyond Codes Inc Su CC ess Model Collaborate <ul><li>Select the right account manager for success of the engagement </li></ul><ul><li>Continuous internal training on domain/vertical and technology </li></ul><ul><li>Periodic reporting (Daily /Weekly / Monthly) for monitoring and control </li></ul>Customize <ul><li>Varied formats of CRM data and reporting </li></ul><ul><li>Customize strategy to reach out to the decision maker </li></ul><ul><li>Adapt the sales calling campaign in an efficient manner, whenever required </li></ul><ul><li>Lead Quality Assessed before finalizing meeting </li></ul>
  30. 30. <ul><li>Beyond Codes Inc uses a variety of metrics to measure and report its performance </li></ul><ul><li>Review Mechanism is a face-to-face meeting every quarter </li></ul><ul><li>Some metrics include: </li></ul><ul><ul><li>Contacts attempted versus Contacts made </li></ul></ul><ul><ul><li>Contacts made versus Meetings fixed </li></ul></ul><ul><ul><li>Weekly progress </li></ul></ul><ul><ul><li>Monthly progress </li></ul></ul><ul><ul><li>Target versus Actual leads </li></ul></ul><ul><ul><li>Discussion duration </li></ul></ul>Metrics Used to Assess Performance
  31. 31. <ul><li>Meeting Report contains the following information </li></ul><ul><ul><ul><li>Company </li></ul></ul></ul><ul><ul><ul><li>Meeting Date </li></ul></ul></ul><ul><ul><ul><li>Meeting Type </li></ul></ul></ul><ul><ul><ul><li>Time of Meeting </li></ul></ul></ul><ul><ul><ul><li>Contact Person </li></ul></ul></ul><ul><ul><ul><li>Title </li></ul></ul></ul><ul><ul><ul><li>Contact Number </li></ul></ul></ul><ul><ul><ul><li>Email Id </li></ul></ul></ul><ul><ul><ul><li>Remarks </li></ul></ul></ul><ul><ul><ul><li>Special Notes </li></ul></ul></ul>Sample Meeting Report
  32. 32. Typical Inside Sales Team Activity View Building prospect lists Identifying contacts Filtering Appointment Setting Contact mapping Sales research on companies Opportunity tracking Company specific alerts Disjointed customer and opportunity view Multiple vendors for several activities Loss of synergies
  33. 33. Beyond Codes Comprehensive Lead Gen + Research Solution Pre-lead generation Research layer <ul><li>Contacts </li></ul><ul><li>Leads </li></ul><ul><li>Customers </li></ul><ul><li>Accounts </li></ul><ul><li>Partners </li></ul><ul><li>Assemble data from BCI databank + Client internal information </li></ul><ul><li>1 page profiles prepared </li></ul>Indicates activities undertaken by research at each stage of lead generation Lead generation in-process Research layer <ul><li>Meetings/ appointment setting </li></ul><ul><li>Detailed meeting documents </li></ul>Products 1 page profiles Meeting documents Sales Intelligence Reports Post lead production Research layer <ul><li>Account management </li></ul><ul><li>Cross selling opportunities </li></ul><ul><li>Follow up activities </li></ul><ul><li>Discover new prospects </li></ul><ul><li>Drivers for new campaigns </li></ul><ul><li>Sales Intelligence Reports </li></ul>Feedback flow and process enrichment
  34. 34. Beyond Codes Comprehensive Research Solution - Portfolio <ul><li>Internal Use Only </li></ul><ul><li>Basis for Smart Calling </li></ul><ul><li>Document for clients </li></ul><ul><li>3 to 5 page document to support meetings </li></ul>Company description Brief IT details Brief Recent news Revenues Company website Industry updates IT Brief on competitors Competitors Key Personnel IT Landscape
  35. 35. Sales intelligence Reports - Process Data Gathering Data validation Data Consolidation
  36. 36. Beyond Codes Comprehensive Research Solution - Coverage Enterprise Universe Domain Expertise <ul><ul><li>Banking and Financial Services </li></ul></ul><ul><ul><li>Insurance </li></ul></ul><ul><ul><li>Healthcare </li></ul></ul><ul><ul><li>Hospitality </li></ul></ul><ul><ul><li>Travel, Transportation and Logistics </li></ul></ul><ul><ul><li>Utilities </li></ul></ul><ul><ul><li>Telecom </li></ul></ul><ul><ul><li>Information Technology Services </li></ul></ul><ul><ul><li>Financial Data Services </li></ul></ul><ul><ul><li>Manufacturing and engineering </li></ul></ul><ul><ul><li>Entertainment and Media </li></ul></ul><ul><li>Fortune 500 and Fortune 1000 companies </li></ul><ul><li>Small and Mid-sized companies across verticals </li></ul>Horizontals <ul><ul><li>Business intelligence and analytics </li></ul></ul><ul><ul><li>Technology and systems </li></ul></ul><ul><ul><li>Financial and strategic profiling </li></ul></ul><ul><ul><li>Infrastructure </li></ul></ul><ul><ul><li>Content management </li></ul></ul><ul><ul><li>Portal </li></ul></ul><ul><ul><li>Web technologies </li></ul></ul>
  37. 37. Our Value Proposition
  38. 38. End-to-End Management Plan Prepare Pitch <ul><ul><li>Aligned Processes for Complete Lead Generation Management </li></ul></ul>
  39. 39. Our Key Differentiators
  40. 40. Differentiators: Our Advantage Multiple Engagement Models Flexible and models suiting client budget and requirements including success based models Rapid Scalability Flexible Onsite-Offsite presence ensures rapid scalability with no loss of productivity with existing resources deployed on projects Diversified Domain and Vertical Experience Domain and Vertical specialists service appropriate portfolio of clients
  41. 41. Some Comparatives Parameter BCI US Co Ind Co Onsite – Offsite Combine Model of Engagement ✓ ✗ ✗ Smart Calling Approach to Lead Generation ✓ ✗ ✗ Extensive and Deep Domain Knowledge and Skills ✓ ✗ ✗ Structured Research Management ✓ ✗ ✗ Knowledge Management of Research Library ✓ ✓ ✓ Experience of Deal Closure with user of IT Services ✓ ✗ ✗ End-to-End Account Management Support ✓ ✗ ✗ Proprietary Databases ✓ ✓ ✓ Shadow Resources ✓ ✓ ✓ Monitoring Reports and CRM Systems ✓ ✓ ✓ Trained Resources ✓ ✓ ✓ Systemized Relationship and Network Leverage ✓ ✗ ✓
  42. 42. Team Beyond Codes Inc
  43. 43. Management Team Gaurav Kumar, Founder & CEO <ul><ul><li>15+ years experience in Business Development, Lead Generation & Management with a proven track record in success based sales and marketing consultancy. </li></ul></ul><ul><ul><li>His diversified knowledge and international experience contributed to building teams across North America, UK and India. </li></ul></ul>Dr. Abhijit Nadkarni, COO <ul><ul><li>Over 21 years of Management experience with 15+ years in Client Delivery, Project Management and Sales activities. </li></ul></ul><ul><ul><li>Involved in with clients from various verticals to integrate their people, processes, technologies </li></ul></ul>
  44. 44. Management Team <ul><ul><li>Extensive Client Management & Business Development Experience in US & Indian Geographies </li></ul></ul>Moses, Director, Quality & Training <ul><ul><li>Moses has over 20 years of experience in Technology and Technology and quality related training. He has worked with some of the Top 10 companies in the world contributing to best practices in Beyond Codes Inc. </li></ul></ul>Akshita Mehra, New Business Development
  45. 45. Management Team Dhanashree Bhandare, Lead Research <ul><ul><li>Extensive Research Experience across verticals such as Banking, Financial Services, Healthcare </li></ul></ul><ul><ul><li>Research Experience across verticals </li></ul></ul>
  46. 46. Testimonials
  47. 47. ClientSpeak Sudip Neogi President, Sahara Next, Head IT & Telecom, Sahara India “ They were able to generate leads for us in the US for our IT applications across verticals like Healthcare, Financial Services etc. Their sales commitment far exceeded our expectations. We look forward to expanding to a national level shortly.” It has been a great experience working with Beyond Codes and their lead generation team did a great job supporting our sales team. It was a good blend of an offshore-onsite communication, delivery and understanding of our requirements and that worked for us Vaibhav Bhatnagar Senior VP, Infinite Computer Solutions
  48. 48. ClientSpeak Bharat Gera CEO, ThinkAhead &quot;Beyond Codes is the right US front-end for your product/service company. I have seen the team in action, and they get you prospects. Amazing, in a few hours - they had more than 3 live appointments for us with technology vendors.” Beyond Codes helped to kick-start our sales and lead generation activities for a new product in the US with a focused approach, which quickly identified a number of well-qualified opportunities in the retail segment for our offshore knowledge services. Girish Ramachandra CEO, Knovigate
  49. 49. <ul><li>Email: </li></ul><ul><li>Phone: +1 408 833 6227 </li></ul>Contact Us