"Jill Myers – Operations Manager, Concord Travis Bickham – VP of Marketing, Concord"

1. Communicating the ROI of Opps to
Executives

2. Travis Bickham
VP of Marketing
Jill Myers
Operations Manager

3. What we need to accomplish
• Scale quickly and effectively
• Keep key stakeholders onboard and engaged
• Analyze and highlight the ROI

4. ONE
SENTENCE

5. How do you go from this?

6. Or this?

7. To this
• Bottom line, if we take action we will increase overall sales efficiency X%,
and decrease time to close by X%, to achieve our quarter goals.

8. Where do you start?
• What data do we care about?
• What is our timeline?
• What are our goals?

9. Data Scope – finding your starting line
• Where they came from?
• What drove them to convert?
• How much did it cost?

10. Measuring cost
- Knowing when to measure
- Understand attribution

11. How to measure success?
• Connect data with business outcomes
• Monitor frequently
• Start at the end

12. Meeting prep
• Short as possible.
• How does this impact our business?
• Why is it relevant to them?

13. Relevance
• Do not miss this key step
• Lead with the pain point

14. Keeping stakeholders engaged
• Communicate, simply and effectively
• Understand definition of success
• Stick to your timeline

15. Turning data into actions
• 80/20 rule
• Focus on the decisions not the questions
• Implications for actions

16. Think like a CFO
ROI = Gains – Investment Costs
Investment Costs

17. Q&A