Bizruptor is a management consulting firm that provides consulting, technology, and assistance services. It has offices in Germany and the US (Palo Alto) and aims to bring a Silicon Valley mindset to disrupt value chains. The document outlines Bizruptor's marketing plan, which includes focusing efforts on its sweet spot of electric vehicle startups with seed funding and over 50 employees. The plan is to create an agile brand known for orchestrating disruptive innovation, then use low-cost communication channels and metrics to assess results. Traditional marketing does not work for startups, so the focus is on networking events and workshops to acquire customers.
You are currently preparing your financing round and want to get an overview of a VC's Investment criteria. This checklist contains the main questions we want to touch base on in Seed- and Series A pitch meetings.
Thought Leadership Development at PTC Global ServicesRob Leavitt
Overview presentation on thought leadership program at PTC Global Services for students at Hult International Business School, July 2015 - Focus on program objectives, scope, and impact.
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Conference presentation at Technology Services World, May 6, 2013: Sales complaints about unhelpful marketing are nothing new. As enterprise buyers focus more on business value than product features, however, marketing needs to play a much stronger role in directly supporting the sale of professional, educational, and managed services.
The need is greatest with key accounts and long-term deals. Sales is less able to go it alone but marketing too often gets bogged down in disconnected activities that contribute little to advancing strategic opportunities and relationships.
This presentation highlights four critical ways that marketing can support sales for growth in key accounts: thought leadership positioning, customer proof points, account-based campaigns, and executive relationship development. With examples from PTC Global Services.
An interactive gaming publisher sought a way to transform its data model and capture mechanism to improve tracking and analysis of promotional activities and estimate the ROI for various promotional tactics. Learn more: http://www2.deloitte.com/us/en/pages/deloitte-analytics/articles/analytics-is-no-game-for-interactive-publisher.html
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Being a Digital CPA is above and beyond the use of technology; it is about a mindset and employing technology to the point of transforming the way you interact with clients, staff and your overall business model. Are you simply using hardware and software or are you a true Digital CPA?
You are currently preparing your financing round and want to get an overview of a VC's Investment criteria. This checklist contains the main questions we want to touch base on in Seed- and Series A pitch meetings.
Thought Leadership Development at PTC Global ServicesRob Leavitt
Overview presentation on thought leadership program at PTC Global Services for students at Hult International Business School, July 2015 - Focus on program objectives, scope, and impact.
Marketing's Role in Driving Growth with Key AccountsRob Leavitt
Conference presentation at Technology Services World, May 6, 2013: Sales complaints about unhelpful marketing are nothing new. As enterprise buyers focus more on business value than product features, however, marketing needs to play a much stronger role in directly supporting the sale of professional, educational, and managed services.
The need is greatest with key accounts and long-term deals. Sales is less able to go it alone but marketing too often gets bogged down in disconnected activities that contribute little to advancing strategic opportunities and relationships.
This presentation highlights four critical ways that marketing can support sales for growth in key accounts: thought leadership positioning, customer proof points, account-based campaigns, and executive relationship development. With examples from PTC Global Services.
An interactive gaming publisher sought a way to transform its data model and capture mechanism to improve tracking and analysis of promotional activities and estimate the ROI for various promotional tactics. Learn more: http://www2.deloitte.com/us/en/pages/deloitte-analytics/articles/analytics-is-no-game-for-interactive-publisher.html
Socializing B2B Marketing: Lessons from Industry LeadersRob Leavitt
Webinar presentation for ISBM on how B2B leaders are using social media to strengthen innovation, brand awareness, lead development, sales enablement, and overall marketing productivity, with examples from Cisco, Cree, GE Healthcare, Xerox, and EMC. Highlights lessons learned and a framework for getting started in integrating social media to key B2B marketing priorities.
Being a Digital CPA is above and beyond the use of technology; it is about a mindset and employing technology to the point of transforming the way you interact with clients, staff and your overall business model. Are you simply using hardware and software or are you a true Digital CPA?
How to use Customer Success to Predict and Drive Up-SellGainsight
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
This presentation - How to use Customer Success to Predict and Drive Up-Sell - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists from Dell Boomi, Tableau, Marketo
A short presentation introducing you to what we do and how we do it, includes our high level proposition and introduction to the senior partners with contact details
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Torben Nielsen, VP of Innovation and Strategic Investments, Premera Blue Cross
Your company doesn’t need a digital strategy: it needs a strategy for a digital world. It’s a small nuance, but a big difference in terms of approach. The digital world is ever-changing and all-encompassing, and a strategy built for a digital world requires more than a better channel experience or the latest technology updates. It requires significant cultural shift and business model change that allows for velocity of agile teams, effortless operations, and data capabilities at scale. That’s a lot, we know. But it doesn’t have to be scary. There are a few key things any company can borrow from the technologically advanced to be a little more like them.
This workshop, led by Torben Nielsen, VP of innovation and strategic investments at Premera Blue Cross and Rick Garber, senior manager in West Monroe Partners’ digital practice, will explore how Premera is shifting to become a capability-led, products-driven organization, much like a tech company—the “products” in this case being differentiated, market-leading, technology-enabled member experiences. This master class will remove the mystery behind what it means to be a product-driven company in order to unlock new levels of efficiency, agility and go-to-market velocity, no matter what kind of business you are in.
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This presentation was presented at USI Lugano (alumni association) October 2013. http://www.alumni.usi.ch/en/eventi/eventi-prossimi/business-model.htm
The overall scope of the day was to talk about business model generation using the methodology - Business Model Canvas - http://www.businessmodelgeneration.com
As case for my presentation I used the process of unbundling Hoosh Technology (www.hoosh.com) as a company from SearcusGroup. (www.searcusgroup.com)
Searcus is a consulting company with its core competences in search marketing. An internal project connected to competitive intelligence was born in 2010. During 2011 the project grew much bigger than planned and action needed to be taken. There were different options. Close down projects, sell projects or unbundle it from Searcus and create a new company. I chose to latter and Hoosh Technology was born in 2012.
I have tried to add both Searcus and Hoosh to the business model canvas.
A prescribed and simple sales process is key to the timely and accurate positioning of Professional Services. The attached presentation describes a simple process and techniques that have worked well for Enterprise Software companies of medium to large sizes.
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The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
This presentation - How to Drive Customer Success Across Your Company - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists from Marketo, SurveyMonkey, Veeva Systems
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Janie Fox shared her experience at Conformato Conference 2016. She talked about "Developing and retaining your client DataArt case studies and Account Management best practice"
Приобрести видеозаписи конференции можно по ссылке https://goo.gl/oS325X
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What is a VC? What do they do? What do they look for? Get a crash course on VCs and learn how you can maximise your chances of getting funded, before you even have your first pitch meeting.
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Орыся Скляр (Head of Sales Operation @ELEKS) выступила с докладом "Coordination of Sales departments in Ua, UK, USA: KPI and bonuses" на Conformato Conference 2016. Приобрести видеозаписи конференции можно по ссылке https://goo.gl/jz8iXg
Основные тезисы доклада:
– Sales roles and responsibilities based on my experience at ELEKS.
– Types of sales people.
– What are benefits and issues of each of the sales roles.
– How to form a sales team. How to select a perfect combination of sales professionals.
– KPIs and compensation models. How to manage and motivate your sales team
Запись доклада можно купить здесь: http://conference.conformato.com/
How to use Customer Success to Predict and Drive Up-SellGainsight
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
This presentation - How to use Customer Success to Predict and Drive Up-Sell - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists from Dell Boomi, Tableau, Marketo
A short presentation introducing you to what we do and how we do it, includes our high level proposition and introduction to the senior partners with contact details
Presenters:
Rick Garber Senior Manager, Digital, West Monroe Partners
Torben Nielsen, VP of Innovation and Strategic Investments, Premera Blue Cross
Your company doesn’t need a digital strategy: it needs a strategy for a digital world. It’s a small nuance, but a big difference in terms of approach. The digital world is ever-changing and all-encompassing, and a strategy built for a digital world requires more than a better channel experience or the latest technology updates. It requires significant cultural shift and business model change that allows for velocity of agile teams, effortless operations, and data capabilities at scale. That’s a lot, we know. But it doesn’t have to be scary. There are a few key things any company can borrow from the technologically advanced to be a little more like them.
This workshop, led by Torben Nielsen, VP of innovation and strategic investments at Premera Blue Cross and Rick Garber, senior manager in West Monroe Partners’ digital practice, will explore how Premera is shifting to become a capability-led, products-driven organization, much like a tech company—the “products” in this case being differentiated, market-leading, technology-enabled member experiences. This master class will remove the mystery behind what it means to be a product-driven company in order to unlock new levels of efficiency, agility and go-to-market velocity, no matter what kind of business you are in.
The Business Model Journey. Unbundling Searcus, creating Hoosh. Jacob Hagemann
This presentation was presented at USI Lugano (alumni association) October 2013. http://www.alumni.usi.ch/en/eventi/eventi-prossimi/business-model.htm
The overall scope of the day was to talk about business model generation using the methodology - Business Model Canvas - http://www.businessmodelgeneration.com
As case for my presentation I used the process of unbundling Hoosh Technology (www.hoosh.com) as a company from SearcusGroup. (www.searcusgroup.com)
Searcus is a consulting company with its core competences in search marketing. An internal project connected to competitive intelligence was born in 2010. During 2011 the project grew much bigger than planned and action needed to be taken. There were different options. Close down projects, sell projects or unbundle it from Searcus and create a new company. I chose to latter and Hoosh Technology was born in 2012.
I have tried to add both Searcus and Hoosh to the business model canvas.
A prescribed and simple sales process is key to the timely and accurate positioning of Professional Services. The attached presentation describes a simple process and techniques that have worked well for Enterprise Software companies of medium to large sizes.
How to Drive Customer Success Across Your Company Gainsight
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
This presentation - How to Drive Customer Success Across Your Company - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists from Marketo, SurveyMonkey, Veeva Systems
Developing and retaining your client data art case studies and account manag...Conformato
Janie Fox shared her experience at Conformato Conference 2016. She talked about "Developing and retaining your client DataArt case studies and Account Management best practice"
Приобрести видеозаписи конференции можно по ссылке https://goo.gl/oS325X
Play Ventures - Demystifying FundraisingPlay Ventures
What is a VC? What do they do? What do they look for? Get a crash course on VCs and learn how you can maximise your chances of getting funded, before you even have your first pitch meeting.
Coordination of Sales departments in Ua, UK, USA: KPI and bonusesConformato
Орыся Скляр (Head of Sales Operation @ELEKS) выступила с докладом "Coordination of Sales departments in Ua, UK, USA: KPI and bonuses" на Conformato Conference 2016. Приобрести видеозаписи конференции можно по ссылке https://goo.gl/jz8iXg
Основные тезисы доклада:
– Sales roles and responsibilities based on my experience at ELEKS.
– Types of sales people.
– What are benefits and issues of each of the sales roles.
– How to form a sales team. How to select a perfect combination of sales professionals.
– KPIs and compensation models. How to manage and motivate your sales team
Запись доклада можно купить здесь: http://conference.conformato.com/
Industrial hemp is made up of varieties of Cannabis sativa that contain less than 0.3% THC as described earlier. It is an annual broadleaf plant with a taproot and is capable of very rapid growth under ideal growing conditions. The female flowers and seed set are indeterminate, meaning that the seeds continue to develop and mature over an extended period of time. This means there are both ripe and immature seeds on the same plants at time of grain harvest.
Shedding the lights on SUs Translating evidence into patients’ benefits mhrsrs2011
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, who were studying sulfonamide antibiotics and discovered that the compound sulfonylurea induced hypoglycemia in animals.
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In this presentation, delivered at Solnet's CXO Digital Transformation seminars, Phil Coop, (Digital Transformation Director, Solnet) discusses the roles of focus, innovation, team structure, culture, data, and UX as ingredients to a successful digital transformation.
Building Deeper Advisory Relationships with DataNICSA
An exploration into how asset managers are addressing today’s marketplace challenges and leveraging new tools and technologies to create more fruitful relationships with financial advisors.
The asset management industry is confronted with several challenges to growth. Increased transparency via technology, competitive fee pressure, product commoditization, regulatory change and demographic shifts are contributing to increased margin pressure. One possible solve is to deepen relationships by turning existing client data into an asset. While leveraging analytics to inform client segmentation, client journey mapping and brand enhancement is not a novel exercise in the business world, it has perhaps not been fully adopted and implemented within intermediary distributed asset management.
Michigan Marketing Minds - September 9, 2014 - Expressing Thought Leadership:...AnnArborSPARK
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Panelists will tell how their companies’ innovative content marketing strategies have helped them:
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-build strong brands that stand apart from the competition,
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It’s not a secret that the need to modernize traditional finance operations and evolve into a “Digital Finance” organization has become a key priority for finance leaders.
In this video recap of the webinar held on 12/11/ 2019; Raul Vega, Auxis CEO, discussed the key risks and challenges organizations typically face as part of their transformation journey, and how to develop and execute a strategy that provides the business case and outcomes you expect based on your specific company size and needs.
What was covered:
- What does Modern Finance really mean?
- Digitization as a Key Element of the Modern Finance Organization
- Most Common Tools you should be implementing as part of your Digital Finance journey
- What’s driving RPA’s growth?
- Implementation Strategies & Alternatives
- How Outsourcing can help finance executives self-fund their Digital Finance Strategy and drive faster outcomes
Modern Services Marketing Session at TSIA/TSW 2017 San DiegoFred Isbell
Digital transformation and innovations including cloud, social media, and Big Data/analytics have redefined services marketing -- no one debates that. The modern services marketer must both combine art and science to meet changing needs of the services marketplace, including digital technologies, thought leadership and storytelling, and analytics for key insights. We addressed the skills of a successful modern services marketer, technology as a key enabler to transformation and innovation, and address key best practices in this session given at the TSIA Technology Services World (TSW) 2017 event in San Diego CA.
Your Rock Solid Digital Approach to Attract More Industry AttentionAtlas Integrated
Learn how to identify which digital tools attract attention from companies, how to incorporate industry attraction into your digital media strategy, how to digitally target entrepreneurs within an industry, and how to digitally target site selectors and business location decision makers.
Design Thinking is a secret ingredient of many successful organizations. Integrating DT with CEMMethod has produced remarkable results. In this deck we review the how with examples.
To succeed in the Digital Era, organizations turn to Microsoft Digital Advisory Services. Digital Advisors like myself work with organizations to reimagine and transform customer
engagement, employee experiences, business models and operations, to empower organizations to reach their digital aspirations.
Welcome to learn more about our Advisory Services.
6. The plan
1. Focus the efforts sweet spot
2. Create the brand
3. Select effective communication channels
Low cost - high impact
bizruptive events
4. Set core metrics to assess results
Traditional marketing doesn’t work for
startups
7. Marketing & Sales
2% Financial Advisory
7%
Organizational
Design
13%
IT Strategy
20%
Corporate Strategy
21%
Process & Operation
Man.
37%
PRODUCTS AND SERVICES SEG. (2015)
Revenue = $200.6bn
Annual Growth 5.2%
Profit = 19.5bn
US Consulting Market
8. US Consulting Market
Total US Market Revenue ($)
x focused Services portion (%)
x CA Market (%)
= $200.6 bn x 80% x 20%
= $32 bn
Consulting Market Size in CA
9. Consulting Market Competition
Barriers to Entry
• Mature Life Cycle Stage
• High Competition
• Low Concentration
• Low Capital Intensity
• Light Regulation
Challenge
vs.
Opportunity
10. Automotive Start-ups
TAM (US): 97,852
Startups in The United States
SAM (SV): 22,813
Startups in Silicon Valley
SOM: 391
Start-Up market
11. The Sweet Spot
Companies with seed
capital
Companies developing
Electric Vehicles Projects
Companies growing to
more than 50 employees
46 COMPANIES
SIZE
SEGMENT MARKET
12. • International experience and distribution.
• Huge expertise in automotive industry.
• High flexibility and customer orientation.
• High customer satisfaction (95% repeated
business).
• Key partner in the automotive industry
(Volkswagen, Seat…) who can attract startup.
• New entrant market unawareness.
• Target diversification.
• Limited network/connections.
• Limited number of employees.
• Low competitors concentration.
• High potential clients concentration.
• Innovative value proposition.
• Possible partnership with Standford & Hult CDI.
• Silicon mindset to absorb and converge to EU.
• Far from EU hard to reach potential clients.
• Big corporates like big consulting firms.
• Startup mindset no need consultants.
• Startups have few money to invest in consultants.
S W
O T
16. The personality
AGILE
The firm is Agile and proactive to anticipate the future. It
seeks for innovations to respond to its customer’s needs to
transform this into accomplishments for them.
20. Core metrics and costs
Core metrics
• Conversion Rate
Hours, invitations, meetings, events,
newsletters, among others are
necessary to convert opportunities in
projects?
• Customer acquisition cost
What’s the real cost of bringing a new
customer?
• Return on investment
Money spent in marketing is bringing
new customers or retaining current
ones?
Costs
Activity Value in USD
Startup Challenge (Organization, invitations,
reception and 40 hours of consultancy) 3
7,000 $
Web Site (monthly fee with hosting, domain,
and maintenance)
200 $/month
Workshops (Organization, guests and
reception)
1,000 $/each
Direct Sales (Customer expense)
3,000 $/month
Marketing Strategy Design (Hult MBA
students)
21. Our Villa: The stage of bizruption, where you feel the
pulse of innovation.
1499 Cowper Street
Palo Alto, California 94301
Close to Hult, close to Ideo, close to the future.
Drue Freeman
Philip Magoulas
Elise Manzo
…and more
Startups, Venture Capitalists,
Entrepreneurs: Experience the explosive
mixture of money, mind and movers.
Share your thoughts, ask probing
questions and join the people who
will create the future.Access new methods
and promising solutions from
our international partners.
Learn from influential
speakers. Bond with
businesspeople of
tomorrow.
DIGITAL JOURNEY
Savor Silicon Valley. Immerse yourself in the
world of digital awareness. The longer you
stay the deeper you dive.
26. Citations
• "Traditional and Startup Marketing Compared via @onboardly." Onboardly The Differences Between Traditional and Startup
Marketing Comments. N.p., 14 Oct. 2014. Web. 17 Mar. 2016. [1]
• "The Ultimate Guide to Startup Marketing." The Ultimate Guide to Startup Marketing. N.p., n.d. Web. 17 Mar. 2016. [2]
• "30 Statistics Explain Struggles and Success of Startups | BarnRaisers."BarnRaisers RSS. N.p., 14 Sept. 2015. Web. 17 Mar. 2016. [3]
• "What Is Conversion Rate? - Definition & Information." Marketing Terms. N.p., n.d. Web. 17 Mar. 2016.[4]
• "Customer Acquisition Cost: The One Metric That Can Determine Your Company." 's Fate. N.p., n.d. Web. 17 Mar. 2016. [5], [6]
• "How To Set Your Consulting Fees." Forbes. Forbes Magazine, n.d. Web. 17 Mar. 2016. [7]
• "What Statistics Say About Startups | Founder's Guide." Founders Guide. N.p., n.d. Web. 17 Mar. 2016.
• "Startup Success By the Numbers." Mashable. N.p., n.d. Web. 17 Mar. 2016.
• "Statistic Brain." Statistic Brain. N.p., n.d. Web. 17 Mar. 2016.
• "All Companies." AngelList. N.p., n.d. Web. 17 Mar. 2016.
• "5 Reasons Why Vision Is Important In Leadership." Take It Personelly. N.p., 14 Oct. 2013. Web. 17 Mar. 2016.
Editor's Notes
Final message
We want to conclude the presentation with an image that can stick in the people’s mind and that can help summarizing some of the concepts we discussed. We believe that using the brand name as a verb “Bizrupt” may help to convey stronger feelings and eventually raise Bizruptor awareness.
Final message
We want to conclude the presentation with an image that can stick in the people’s mind and that can help summarizing some of the concepts we discussed. We believe that using the brand name as a verb “Bizrupt” may help to convey stronger feelings and eventually raise Bizruptor awareness.
Final message
We want to conclude the presentation with an image that can stick in the people’s mind and that can help summarizing some of the concepts we discussed. We believe that using the brand name as a verb “Bizrupt” may help to convey stronger feelings and eventually raise Bizruptor awareness.