Venture Accelerator Partners Overview 2009


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At VA Partners we work with growing technology firms to drive revenue. We provide two offerings Sales Leadership and Business Development on a part time basis.

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Venture Accelerator Partners Overview 2009

  1. 1. Presentation for Overview 2009
  2. 2. Crossing the chasm – sales challenge Time Revenue Idea Product Development <ul><li>Go to Market </li></ul><ul><li>Warm leads </li></ul><ul><li>Cold calling </li></ul><ul><li>Lead follow up </li></ul><ul><li>Product development </li></ul><ul><li>Installations & trouble shooting </li></ul><ul><li>This on top of product development, installations & trouble shooting, financial and administrative responsibilities </li></ul><ul><li>Challenge: Time, funding, and skill set. </li></ul><ul><li>Sales & Business Development </li></ul><ul><li>Dedicated sales team </li></ul><ul><li>Sales Management </li></ul><ul><li>Cold calling & follow up </li></ul><ul><li>Channel development </li></ul><ul><li>Challenge: Time and skill set </li></ul>Go to Market Sales & Business Development
  3. 3. Importance of sales <ul><li>The crucial factors for the 50 fastest growing companies in Canada (% of group that selected) </li></ul><ul><ul><li>Strategic Sales: 96% </li></ul></ul><ul><ul><li>Ability to generate capital by their business: 86% </li></ul></ul><ul><ul><li>Strategic Marketing: 78% </li></ul></ul><ul><ul><li>Focusing on a narrow niche: 72% </li></ul></ul>From Profit Magazine, Profit Hot 50 Measured by 2 years of growth
  4. 4. At Venture Accelerator Partners our vision is to; “ Drive revenue for growing technology organizations”.
  5. 5. Driving revenue <ul><ul><li>Recent success </li></ul></ul><ul><ul><li>Web based solution provider – drove $300,000 of revenue working 1.5 days per week </li></ul></ul><ul><ul><li>Wireless solution provider – secured meetings with senior executives at global telecoms solutions provider </li></ul></ul><ul><ul><li>Digital media solution provider – qualified interest from large pharma and financial services companies with a funnel size of $300,000 - $500,000 </li></ul></ul>
  6. 6. The VA Partners difference <ul><li>Grow revenue faster </li></ul><ul><ul><li>Execution and sales leadership. </li></ul></ul><ul><li>Proven experience </li></ul><ul><ul><li>30+ years high tech sales success. </li></ul></ul><ul><li>Sales process </li></ul><ul><ul><li>Methodology to look at your organization and process to drive revenue. </li></ul></ul><ul><li>Flexible compensation </li></ul><ul><ul><li>Different methods of payment and lengths of time. </li></ul></ul>
  7. 7. Grow revenue faster <ul><li>Sales execution </li></ul><ul><ul><li>We will help you drive revenue by being your sales force. </li></ul></ul><ul><ul><li>Close business sooner and with less effort. </li></ul></ul><ul><li>Sales leadership </li></ul><ul><ul><li>Create a plan to drive revenue. </li></ul></ul><ul><ul><li>We can hire, manage, and lead your sales force. </li></ul></ul><ul><ul><li>Develop and implement a streamlined CRM solution. </li></ul></ul><ul><ul><li>Train your team on winning strategies and process. </li></ul></ul>
  8. 8. Experience that counts <ul><li>Focus on growing tech companies </li></ul><ul><li>Over 30 years in sales experience in tech </li></ul><ul><ul><li>Software, hardware, services, and telecom </li></ul></ul><ul><li>Hunter mentality </li></ul><ul><li>Call at high levels </li></ul><ul><ul><li>C-Level, VP, and Director </li></ul></ul><ul><li>History of selling to a number of verticals </li></ul><ul><li>Sales management background </li></ul><ul><li>Business degrees </li></ul>
  9. 9. Specialized experience <ul><li>Steve Gruber </li></ul><ul><ul><li>Experience with start ups </li></ul></ul><ul><ul><ul><ul><li>Ovum growth from $0 to $1.7M in 3 years </li></ul></ul></ul></ul><ul><ul><ul><ul><li>SWP growth from $0 to $750K in 1 year </li></ul></ul></ul></ul><ul><ul><li>MBA from University of Toronto </li></ul></ul><ul><li>Mark Elliott </li></ul><ul><ul><li>Experience with quota’s from $3M to $200M </li></ul></ul><ul><ul><li>Consistent record of making and exceeding quota </li></ul></ul><ul><ul><li>Recognized as a sales leader </li></ul></ul><ul><ul><ul><li>Manager of the year </li></ul></ul></ul><ul><ul><ul><li>Top Contributor for the year in sales and marketing </li></ul></ul></ul><ul><ul><li>GM and Director experience </li></ul></ul>
  10. 10. Sales process methodology Account development Account management Sales management Review strategy Product definition Pricing strategy Sales plan Sales tools Sales funnel AIM Analyze Implement Manage
  11. 11. Sales process tools <ul><li>Call plans </li></ul><ul><li>Activity targets </li></ul><ul><li>Sales deliverables </li></ul><ul><li>Funnel checklist </li></ul><ul><li>Forecast process </li></ul><ul><li>Sales presentations </li></ul><ul><li>Sales force automation </li></ul>Prospecting Qualifying Proposing Closing Roll-out
  12. 12. Sample of a sales execution engagement <ul><li>Phase 1- Analyze </li></ul><ul><li>Activities and Tools </li></ul><ul><li>Review solution and value-prop </li></ul><ul><li>SWOT analysis </li></ul><ul><li>Review of current sales process </li></ul><ul><li>Look at wins and losses </li></ul><ul><li>Examine target customers & markets </li></ul><ul><li>Time Frame </li></ul><ul><li>Day or days </li></ul><ul><li>Phase 2- Implement </li></ul><ul><li>Activities and Tools </li></ul><ul><li>Update value prop and targets </li></ul><ul><li>Create and update deliverables </li></ul><ul><li>Roll-out call plan and funnel checklist </li></ul><ul><li>Sales force CRM </li></ul><ul><li>Time Frame </li></ul><ul><li>Days </li></ul><ul><li>Phase 3 – Manage 1 </li></ul><ul><li>Activities and Tools </li></ul><ul><li>Research accounts and verticals </li></ul><ul><li>Cold call and email accounts </li></ul><ul><li>Test value prop and targets </li></ul><ul><li>Book meetings and conference calls </li></ul><ul><li>Utilize CRM </li></ul><ul><li>Time Frame </li></ul><ul><li>Months </li></ul><ul><li>Phase 4- Manage 2 </li></ul><ul><li>Activities and Tools </li></ul><ul><li>Attend meetings and conference calls </li></ul><ul><li>Expand reach within accounts </li></ul><ul><li>Utilize CRM </li></ul><ul><li>Close the sale </li></ul><ul><li>Time Frame </li></ul><ul><li>Months </li></ul>
  13. 13. Flexible compensation <ul><li>Compensation method </li></ul><ul><ul><li>Per diem </li></ul></ul><ul><ul><li>Commission </li></ul></ul><ul><ul><li>Bonus on milestones </li></ul></ul><ul><ul><li>Equity Stake </li></ul></ul><ul><li>Time commitment </li></ul><ul><ul><li>Number of days a week </li></ul></ul><ul><ul><li>Project for a block of days </li></ul></ul><ul><ul><li>Short and long term </li></ul></ul>
  14. 14. The VA Partners difference <ul><li>Increase revenue </li></ul><ul><ul><li>Execution and sales leadership. </li></ul></ul><ul><li>Proven experience </li></ul><ul><ul><li>30+ years high tech sales success. </li></ul></ul><ul><li>Sales process </li></ul><ul><ul><li>Methodology to look at your organization and process to drive revenue. </li></ul></ul><ul><li>Flexible compensation </li></ul><ul><ul><li>Different methods of payment and lengths of time. </li></ul></ul>
  15. 15. Next steps <ul><li>Steve Gruber Mark Elliott </li></ul><ul><li>905-309-7177 647-401-7156 </li></ul><ul><li>[email_address] [email_address] </li></ul>
  16. 16. A Few Case Studies…
  17. 17. Web based software - Case Study <ul><li>Market: Canadian post secondary and not-for-profit </li></ul><ul><li>Situation: Have productized a portfolio of online portal based solutions for universities & colleges and want to begin grow revenues and gain new clients </li></ul><ul><li>Challenge: Limited cash flows and high degree of customization required </li></ul><ul><li>Answer: VA Partners to assist with sales leadership (value proposition, collateral, sales strategy) and sales execution (averaged 1.5 days per week) </li></ul><ul><li>Results: </li></ul><ul><li>Closed business totaling $300,000, built sales funnel totaling $1,300,000, added 98 Accounts and 430+ Contacts to the database </li></ul>
  18. 18. Wireless sensor network solution - Case Study <ul><li>Market: Global telecoms solution providers, utilities, chip manufacturers </li></ul><ul><li>Situation: Have a new IP based wireless embedded system & sensor network solution - are looking to develop commercialization opportunities </li></ul><ul><li>Challenge: new engineering standard, limited mindshare, competing solutions </li></ul><ul><li>Answer: VA Partners to assist with sales leadership (NA value proposition, competitive positioning, sales strategy) & sales execution </li></ul><ul><li>Results: </li></ul><ul><ul><li>Secured meeting with a snr exec at a global telecoms solution provider </li></ul></ul><ul><ul><li>Secured a dialogue with a global integrated oil & gas company </li></ul></ul><ul><ul><li>Generated interest from a number of Canadian post-secondary institutions </li></ul></ul>