3. CopyrightAldoZaffalon2016
Yamatho Consulting - Who We Are
▲ We are dedicated to understand your business, and help uncover the
shortcomings that limit the sales growth . We help:
ü We help small/medium organizations address broken commercial
processes and unleash their profitability potential.
ü Provide tools for the sales teams to better manage their time.
ü Generate commercial data analysis, to identify profitability leakage
through broken processes.
ü Drive sustainable, long term, sales growth models.
4. CopyrightAldoZaffalon2016
What We Do
We help small/medium companies increase their profitability by enhancing their
commercial processes.
Our Specific Service Offerings include:
▲ Current state assessment:
Interviews
Data gathering and analysis
Identification of growth opportunities
▲ Tools and Solutions
Value Proposition Generation
Needs Based Segmentation
Sales Funnel Optimization
Accounts Planning
Value Price
We provide
▲ A range of services designed to
increase sales force
effectiveness and time
management, including
§ Sales funnel optimization, account
planning, account based marketing
§ ‘Grounded’ practical and
implementable solutions
▲ We work with you to define,
develop and implement
5. CopyrightAldoZaffalon2016
Where We Have Worked
We have worked with many B2B businesses. Our expertise is grounded in practical
functional knowledge and experience.
Sample Projects
Sales Marketing
• Account Plan Direct
Channel
• Needs Based Segmentation
• Accounts Prioritization
• Coaching for Sales
Managers
• Sales Discount Analysis and
Reporting
• Sales Playbook Generation
• Value Proposition
Generation
• Value Proposition
Generation
• Product Line
Dashboard
• Strategic Price Setting
• Vendor management
• Discounts Analysis
• Needs Based
Segmentation
• Product Line
Optimization
• Profitability
Enhancement
Commercial, Corporate Projects
Marketing • Segmentation
• Value Proposition
• Strategy
Implementation
Sales • Sales Management
• Time Management
Price • Price Setting
• Transactional Price
• Value Based Price
Extensive Program Management
Support – particularly large complex
programs
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Sample Engagements
Process Engagement
Sales Funnel
Optimization
§ For a manufacturer of industrial equipment, we developed and executed a Needs Based Segmentation,
which allows to routinely, group their customers based on their changing needs.
§ We introduced the concept of Account Based Sales to a industrial equipment supplier involved in
complex B2B projects.
§ For a heavy equipment supplier, we integrated their strategic plan, with the sales group time management
processes.
§ Created an accounts prioritization tool for sales managers to drive sustainable growth.
Sales
Management
§ Deployed the Direct Channels Sales Account Plan, to facilitate the management of the sales force of the
manufacturer of residential and commercial water pumps.
§ Developed the Accounts Plan Review process, to facilitate the coaching of the sales employees by their
sales managers.
Marketing § Created a Playbook for the sales force, with the intention of providing a portable toolset for the sales
engineers to attack complex projects.
§ Generated standard products lines profitability reports, as part of the product lines review process to
identify leakage and growth opportunities.
Price
Analytics
§ Analyzed two (2) years worth of invoicing data, for a water treatment equipment supplier, a identify broken
processes that were limiting the profitability.
§ Addressed order entry issues at a supplier of irrigation pumps. The order entry was affecting the way
revenue was allocated in the ERP and impeded proper profitability analysis of the different product lines.
§ Diagnosed and fixed a broken pricing tool that was generating $500K/year in profitability leakage by
generating wrong warranty credit prices.
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Typical Compliance Approach & Outputs…..
Preliminary
Assessment
Consultation Functional analysis Prioritization &
planning
Approach to Engagements
Price Analysis Sales Management
Segmentation Funnel Optimization
Our Operating Model
§ Gather data and
analyze it
§ What are the pains?
§ How does it operate?
§ What system are in
place (interviews)?
§ Data/info analysis and
report out.
Typical Projects & Outputs
People
Process
Tools
Systems
Gather
data
Analysis
Interviews
Develop
Solutions
Implement
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Perspectives on Analytics …..
▲ For an increasing number of engagements, the development of simple but
effective tools has become a feature of many Yamatho Consulting’s value
generating opportunities. Tools are being requested for many different
applications – Reporting, Planning, Data Analysis, Segmentation
▲ For Small companies – the development of tracking / management /
reporting tools does not necessarily require extensive enterprise wide
solutions but in many cases can be done using the advanced functionality
of Excel.
10. CopyrightAldoZaffalon2016
Sales Account Planning
• The client had 75 sales
reps across the country.
Each rep had a designated
region and was responsible
for growing the region’s
sales. Managers had
limited face time with the
sales reps.
• Where the sales reps spending
the time at the right customers?
• How do we know which are the
right customers?
• Were the sales reps
implementing the strategic plan?
• Introduced a monthly top
priority account review
process
• Developed account plan
template, to be used and
updated for manager
meetings
• Created monthly dashboard
for priority accounts, with
short term goals and timing.
Prioritization Strategy Account Plan
Situation The Ask What We Did
The Outcome
Account Plan Check List
Case Study 1: Sales Force Time Management
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Perspectives on Analytics …..
• Marketing needed to create a
customer segment specific
playbook, so the sales force
could maximize outcome of
each sales force interaction
with the customers.
• Surveyed sales force
• Created segmentation tool
• Processed survey data and
identified segments
• Worked with marketing to create
segment based playbooks
Case Study 2: Needs Based Segmentation
Situation The Ask What We Did
The Outcome
Needs Based Segmentation for Account Based Marketing
• Create a framework to segregate
customers from the same region
and industry.
• Develop a repetitive process to
yearly update the framework.
