More Related Content Similar to Bulldog Client Facing Lf K (20) Bulldog Client Facing Lf K1. Generating Revenue
in Today’s World
Christian Bernard
CEO, Bulldog Solutions
International
cbernard@bulldogsolutions.com
2. 2
What’s new?
What’s new?
Technology Disruption
New Challenging
Economic Models
Internet-era Buyers Behavior
© 2012 Bulldog Solutions. All rights reserved.
www.bulldogsolutions.com
3. 3
What’s new? case …
But in any
Revenue Growth
50.00%
• More experienced Buyers
40.00%
• Growing Competition 30.00%
• Saturated Markets 20.00%
• Unpredictable Sales Ratios
10.00%
S&M Expenses
• Questionable Costs of Sales
0.00%
-5.00% -4.00% -3.00% -2.00% -1.00% 0.00% 1.00% 2.00% 3.00% 4.00%
• Revenue Growth Uncertainty
-10.00%
-20.00%
-30.00%
© 2012 Bulldog Solutions. All rights reserved.
www.bulldogsolutions.com
4. Why is Management Discipline: RPM
New RPM crucial now? 4
(Revenue Performance Management)
Value: What is the value
of my revenue cycle?
Return: What is the Reach: How many leads
return on my spend through can I influence in my revenue
the revenue cycle? cycle?
Velocity: How long does Conversion: At what rate
it take to convert leads do my leads convert to revenue
through the revenue cycle? through the revenue cycle?
© 2012 Bulldog Solutions. All rights reserved.
www.bulldogsolutions.com
5. RPM : Focus on Revenue creation Value5
Why is RPM crucial now?
chain
Value: What is the value
of my revenue cycle?
Return: What is the Reach: How many leads
return on my spend through can I influence in my revenue
the revenue cycle? cycle?
Velocity: How long does Conversion: At what rate
it take to convert leads do my leads convert to revenue
through the revenue cycle? through the revenue cycle?
© 2012 Bulldog Solutions. All rights reserved.
www.bulldogsolutions.com
6. 6
Why is RPMon 3 major components
Traction crucial now?
RPM Blueprint
Attract Engage
Convert
Process
Programs
Infrastructure
© 2012 Bulldog Solutions. All rights reserved.
www.bulldogsolutions.com
7. 7
Why is RPMon 3 major components
Traction crucial now?
RPM Blueprint
Lead
Attract Engage
Management
CRM
Empowerme
nt
Convert
Process
Programs
Infrastructure
© 2012 Bulldog Solutions. All rights reserved.
www.bulldogsolutions.com
8. 8
Why is RPMon 3 major components
Traction crucial now?
RPM Blueprint
Lead
Attract Engage
Management
CRM
Empowerme
nt
Convert
Process Data
Reporting
Bases
Programs
Web Markeying
Technologies Automatio
Infrastructure n
© 2012 Bulldog Solutions. All rights reserved.
www.bulldogsolutions.com
9. 9
Why is RPMon 3 major components
Traction crucial now?
RPM Blueprint Webinars
Social Networks
Search Engine
Marketing Physic
al
Events
White
Lead Papers
Management
Newsletters Client Case Studies
CRM
Empowerme
nt
Benchmarks,
ROI Calculators
Negociation
Framework Study
Process
Channel Partners Tours
Data
Reporting
Bases
Programs
Web Markeying
Technologies Automatio
Infrastructure n
© 2012 Bulldog Solutions. All rights reserved.
www.bulldogsolutions.com
10. 10
Why is RPM crucial now? :
BULLDOG SPECIAL
RPM Blueprint Webinars
Social Networks
Search Engine
Marketing Physic
al
Events
White
Lead Papers
Management
Newsletters Client Case Studies
CRM
An End-to-End control
Empowerme
nt
Benchmarks,
ROI Calculators
Negociation
Framework Study
Process
Channel Partners Tours
Data
Reporting
Bases
Programs
Web Markeying
Technologies Automatio
Infrastructure n
© 2012 Bulldog Solutions. All rights reserved.
www.bulldogsolutions.com
11. 11
Why is RPM crucial now?
RPM Components
RPM Blueprint
© 2012 Bulldog Solutions. All rights reserved.
www.bulldogsolutions.com
12. Why is : From where you stand …
RPM RPM crucial now? 12
© 2012 Bulldog Solutions. All rights reserved.
www.bulldogsolutions.com
13. Why is : From where you stand …
RPM RPM crucial now? 13
© 2012 Bulldog Solutions. All rights reserved.
www.bulldogsolutions.com
14. Why is : To wherenow? go …
RPM RPM crucial you 14
Revenue Performance Improvement Phase 1
1. RPM Assessment
2. Revenue Performance Improvement Strategy
3. 3 RPI Scenarios backed by a Financial Business Case
© 2012 Bulldog Solutions. All rights reserved.
www.bulldogsolutions.com
15. Why is : To wherenow? go …
RPM RPM crucial you 15
Revenue Performance Levers
1. Revenue Generation Process aligned with internet-era Prospects Behaviour
2. Technology infrastructure which drives efficient conversations with scale
3. S&M Investments optimized for new behavioural & technology requirements
100%
90%
98% 5X!
80%
70%
60%
50%
40%
30% 31%
20% 20%
10%
0%
2006 2007 2008 2009 2010
S&P 500 Eloqua Public Companies Eloqua RPM Index
Revenue Efficiency
Revenue Growth
© 2012 Bulldog Solutions. All rights reserved.
www.bulldogsolutions.com
16. Generating Revenue
in Today’s World
Assess Your New Business Efficiency at
https://www.surveymonkey.com/s/samaa
Assess Your Revenue Engine at
http://eba.bulldogsolutions.com
Christian Bernard
CEO, Bulldog Solutions Europe
cbernard@bulldogsolutions.com
+33 6 08 37 25 78
Editor's Notes Finding ways to generate revenue has always been vital to firms.Yet the landscape has changed dramatically:With the advent of the internet, prospective buyers now get a view about their business issues, how others are tackling them, and assess potential vendors online without having to contact themWeb technologies and marketing automation software provide marketers with ways to attract target audiences and figure what matter to them which they didn’t dream of beforeThose techniques reduce the cost of generating new business so much, compared to conventional marketing and selling, that they have become a competitive advantage Thank you