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LITE 2018 – Key Tools and How to Use Them to Grow Your Business [Patrick Flanagan]

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LITE 2018 – Key Tools and How to Use Them to Grow Your Business [Patrick Flanagan]

  1. 1. Key Tools and How to Use Them to Grow Your Business
  2. 2. Patrick Flanagan CCO of Administrate • Joined Administrate late 2014 • Based in Edinburgh • Passionate about Administrate and the market we are in • Background in scaling companies with Sales and Customer Success
  3. 3. Why is everyone always talking about growth? Why do we care about growth at Administrate? Why do we care about our customers growing? • Debate at previous company in 2009 • According to Credit Suisse, publicly traded companies in 2017 were lasting an average of less than 20 years versus 60 years in 1950. Why? • Lower barrier to entry • Technology disruption • Global economy, more competition • Business is growing and changing around us, if we don’t adapt and grow, we will shrink or go away • Growth is hard, it is painful, it is an impetus for change, you have to change to survive Growth - Why Grow?
  4. 4. • Organic - Win new business in your same market • Organic - Win new business in a different market • Acquisition – same market • Acquisition – new market • Organic - Expansion of existing accounts • New regions, divisions, etc • Introducing new products • Cross selling products Growth - How do you grow?
  5. 5. • Organic - Win new business in your same market • Organic - Win new business in a different market • Acquisition – same market • Acquisition – new market • Organic - Expansion of existing accounts • New regions, divisions, etc • Introducing new products • Cross selling products Growth - How do you grow?
  6. 6. • Sales and Marketing Strategy Templates – fill these out at least yearly, review at least every six months – (pro tip - schedule it or it won’t happen) • Have a cohesive tech stack informed by your Sales and Marketing Strategies Growth – Tools for Organic Growth – New Business
  7. 7. Growth – Tech Stack MARKETING SALES CUSTOMER SUCCESS Market analysis Lead capture Lead source Augmentation tool Marketing Automation tool Post or fulfilment on demand integration with your MA tool Marketing analytics tool Sales System Phone/Web Conference CRM Phone/Web Conference
  8. 8. Growth – Tech Stack – Market Analysis
  9. 9. Growth – Tech Stack – Lead Capture
  10. 10. Growth – Tech Stack – Lead Source
  11. 11. Growth – Tech Stack – Augmentation
  12. 12. Growth – Tech Stack – Marketing Automation
  13. 13. Growth – Tech Stack –Tactile Marketing Automation
  14. 14. Growth – Tech Stack – Marketing Analytics
  15. 15. Growth – Tech Stack – Sales System
  16. 16. Growth – Tech Stack – Integrated Phone/Conf/Msg
  17. 17. Growth – Tech Stack – Calendar/Mail Sync
  18. 18. Growth – Tech Stack – Email Tracker
  19. 19. Growth – Tech Stack – CRM
  20. 20. Growth – Tech Stack – Survey Tool
  21. 21. Growth –Tech Stack Workflow
  22. 22. Growth –Sample Tech Stack Workflow (Advanced)
  23. 23. Growth – Sample Tech Stack Workflow (Basic)
  24. 24. Administrate is a fullservice offeringnow. We are dedicated to your success! • Administrate Account Managers • Administrate Development Portal – Administrate API • Administrate PRO Growth – Leverage Administrate Resources
  25. 25. Growth – Leverage Administrate Resources – Account Managers TEAM HIGHLANDER TEAM EAGLE
  26. 26. We can’t (and shouldn’t) be everything, but we can integrate with almost everything! Administrate Vision – Platformfor Education
  27. 27. Growth – Leverage Administrate Resources - API
  28. 28. Growth – Leverage Administrate Resources – Administrate PRO
  29. 29. THANKS! email your Account Managementteamif you wantthe FREE SALES STRATEGY TEMPLATE or have any other questions! teameagle@getadministrate.com teamhighlander@getadministrate.com

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