This document outlines a direct sales approach for PeoplePerHour to build a corporate customer base and generate predictable revenue streams. The approach involves: 1) Understanding the client, freelancer, and market landscape, 2) Building a value proposition for clients, freelancers, and PPH, 3) Developing a direct sales team using a phased approach, 4) Implementing go-to-market strategies like targeting specific industries and using tools like ROI calculators, and 5) Scaling the model by monitoring metrics and expanding the sales and freelance bases. The goal is to establish PPH as a trusted partner providing reliable services to clients and a predictable income stream for freelancers.
Predicting Customer Behavior - An Introduction to iSkyiSky
iSky helps companies and brand owners predict customer behavior.
Our industry experts and research specialists design fully-integrated customer engagement programs to capture the motives behind customer behavior, and analyze the financial implications of this behavior on brand health and enterprise profitability. Our solutions are designed to support customer acquisition and retention initiatives and impact brand strategy.
ProductCamp Toronto 2012 Re-Engineering Your Sales ProcessProductCamp Toronto
This session at ProductCamp Toronto 2012 was a "kitchen table conversation" on understanding the key elements of your sales process and how you can optimize for success.
How to keep your Product Management sanity and perspective: John Milburn (Pra...ProductCamp Toronto
Is Product Management still the President of the product as development moves to Agile or Scrum? Why are we so confused? What’s changed, and what has remained the same?
Predicting Customer Behavior - An Introduction to iSkyiSky
iSky helps companies and brand owners predict customer behavior.
Our industry experts and research specialists design fully-integrated customer engagement programs to capture the motives behind customer behavior, and analyze the financial implications of this behavior on brand health and enterprise profitability. Our solutions are designed to support customer acquisition and retention initiatives and impact brand strategy.
ProductCamp Toronto 2012 Re-Engineering Your Sales ProcessProductCamp Toronto
This session at ProductCamp Toronto 2012 was a "kitchen table conversation" on understanding the key elements of your sales process and how you can optimize for success.
How to keep your Product Management sanity and perspective: John Milburn (Pra...ProductCamp Toronto
Is Product Management still the President of the product as development moves to Agile or Scrum? Why are we so confused? What’s changed, and what has remained the same?
Describes how the different parts of the Marketing roles and functions serve a company and names what leaders must expect from each part of the whole. Talk originally done for a High-Tech Seminar course at Santa Clara Uinversity MBA program.
Top 4 Enterprise Bid Management Platforms for Digital Agencies | ymarketingRyan Lash
Considering implementing a bid management platform agency-wide?
Read ymarketing's quick POV on the Top 4 Enterprise platforms utilizing research from Digital Marketing Depot, Econsultancy and Forrester.
Supply Chain Summit on Innovation Driven Procurement Business ModelRobbert den Braber
Presentation given on the Global SC Summit @ October 4 in Venlo, The Netherlands
It shows the change in Procurement business model required to contribute to innovation
Lawrence Wright, serial entrepreneur
Лекция Лоренса Райта, серийного предпринимателя, основателя Стартап Академии Сколково и основателя компании GVA LaunchGurus для Startup Bootcamp 4-6 ноября 2015 года, интенсивной программы для начинающих предпринимателей
Is Agile getting in your way, got you confused? Requirements vs. User Stories, Product Managers vs. Product Owners, MRDs vs Backlogs, Epics, Goals, Themes, all a mystery to you? How does Product Management's role change and how do we continue to be the "President of the product" as development moves to Agile or Scrum? Why are Product Managers so confused?
Inquiry
Document Flow
Create a Quotation
Output of the Quotation Documentation
Creation of a Sales Order with Explicit Reference to the Quotation
Creation of a Sales Order without Explicit Reference to the Quotation
Output of the Sales Order Confirmation
Creation of the Quantity Contract Documentation
Creation of a Sales Order with Explicit Reference to the Contract
Creation of a Sales Order without Explicit Reference to the Contract
Output of the Contract..
USA Sales & Distribution Strategies StrategiesStephen Davis
This is a presentation that I have given to over 1000 Canadian companies over the years for the Atlantic Canadian Opportunities Agency (ACOA), The Canadian Consulate, Business New Brunswick, Innovation PEI, and the American Chamer of Commerce on how to develop sales in the USA.
Describes how the different parts of the Marketing roles and functions serve a company and names what leaders must expect from each part of the whole. Talk originally done for a High-Tech Seminar course at Santa Clara Uinversity MBA program.
Top 4 Enterprise Bid Management Platforms for Digital Agencies | ymarketingRyan Lash
Considering implementing a bid management platform agency-wide?
Read ymarketing's quick POV on the Top 4 Enterprise platforms utilizing research from Digital Marketing Depot, Econsultancy and Forrester.
Supply Chain Summit on Innovation Driven Procurement Business ModelRobbert den Braber
Presentation given on the Global SC Summit @ October 4 in Venlo, The Netherlands
It shows the change in Procurement business model required to contribute to innovation
Lawrence Wright, serial entrepreneur
Лекция Лоренса Райта, серийного предпринимателя, основателя Стартап Академии Сколково и основателя компании GVA LaunchGurus для Startup Bootcamp 4-6 ноября 2015 года, интенсивной программы для начинающих предпринимателей
Is Agile getting in your way, got you confused? Requirements vs. User Stories, Product Managers vs. Product Owners, MRDs vs Backlogs, Epics, Goals, Themes, all a mystery to you? How does Product Management's role change and how do we continue to be the "President of the product" as development moves to Agile or Scrum? Why are Product Managers so confused?
Inquiry
Document Flow
Create a Quotation
Output of the Quotation Documentation
Creation of a Sales Order with Explicit Reference to the Quotation
Creation of a Sales Order without Explicit Reference to the Quotation
Output of the Sales Order Confirmation
Creation of the Quantity Contract Documentation
Creation of a Sales Order with Explicit Reference to the Contract
Creation of a Sales Order without Explicit Reference to the Contract
Output of the Contract..
USA Sales & Distribution Strategies StrategiesStephen Davis
This is a presentation that I have given to over 1000 Canadian companies over the years for the Atlantic Canadian Opportunities Agency (ACOA), The Canadian Consulate, Business New Brunswick, Innovation PEI, and the American Chamer of Commerce on how to develop sales in the USA.
The Northfront Entrepreneur Alliance is a entreprenuer networking association in Northern Utah. This presentation was given on 04.06.11 to the group by Rob Kunz- a successfull entrepreneur, investor., and co-founder of BoomStartup. He discusses the Lean Startup Business Model and how to apply it.
This session focuses on how to create a solid and differentiated digital roadmap, with emphasis on social media planning.
It seems like creating a roadmap in today’s ever changing digital landscape is harder than ever. The pace of change is incredible. Canadian online consumer behaviour has changed dramatically since 2009, emerging medias keep emerging and industries are shifting under social medias’ impact. So questions arise including how do you craft the best digital roadmap without becoming distracted? How do you meet today’s consumer expectations in digital?
Over the years – I’ve come to rely on a number of planning frameworks that bring great focus and balance to my digital planning for many brands with budgets of all sizes.
Join me for I will share:
- How to plan for changing consumer expectations
- How to approach digital strategy planning
- What a social media maturity model looks like and how to apply it to your own roadmap efforts
A lecture focusing on how to create a solid and differentiated digital roadmap.
• How to plan for changing consumer expectations
• How to approach digital strategy planning
• What a social media maturity model looks like and how to apply it to your own roadmap efforts.
It’s important to understand the potential impact that a new disruptive technology might have on the marekt. The role of the Market Opportunity Analysis (MOA) is to help guide the process of better understanding of the most important market segments, how fast the opportuity is growing, what are the key sustainable differentiations and why are these important. Finally, the purpose of the MOA is to, on one hand, describe the key value propostions and to profile the most important use cases and how best to acquire customers.
We have prepared the following template which describes the MOA process and how outlines the factors for successfully growing market share. Our IRG MOA PowerPoint takes you through the key steps for learning about emerging market opportunities and using that learning to influence strategic decision making.
Designing & Executing Channel Marketing Campaigns for SMB PartnersWill Gibney
eCoast & SiriusDecisions - Designing MDF programs for SMB Channel Partners
-How leading vendors setup & manage channel marketing programs
-What partners want in a vendor focused campaign
-The critical factors in building a partner marketing portal
-Which types of campaigns are most effective in generating pipeline
Achieving Dialogue In The Age Of The Omni-Channel CustomerG3 Communications
"Blast" marketing strategies of the past are no longer sufficient to engage today's customers and foster loyalty. Typical campaign response rates have plummeted while customer opt-out rates have ascended, limiting your ability to converse with even your most valuable customers. New automated dialogue strategies can help retailers create a seamless experience across all channels and engage with each of their customers as individuals, connecting every customer communication - outbound, inbound, marketing, sales or service - into an ongoing dialogue where customer insight and understanding forms the basis for each and every interaction.
2. Objectives
Create a direct
sales force
Build a
corporate
customer base
Generate
predictable, repeatable
revenue streams
3. Barriers
PPH CLIENTS FREELANCERS
• No sales force • Untested model • Volume commitment
• No case studies • Unpredictable needs • Service level commitment
• Unclear business model • Unclear risk • Flexibility and choice
• Direct client-freelancer • Continuity of relationship
relationship risk with freelancer
• Finding the right contacts • Guarantee of service
• Finding the projects levels
• Cost of direct sales force • Internal business
• Need to educate market scepticism
4. Approach: Proposition
The model works for all parties involved
Reliability CLIENTS PPH Corporate customer base
Unparalleled ROI
Retainer/renewal fees
Efficient model
Single, trusted partner Changing the market
FREELANCERS
Predictable income stream
“Own” sales force
Access to blue chip clients
5. Approach: 1) Understand the market
DESK RESEARCH CLIENT RESEARCH FREELANCER RESEARCH
Review existing data for strong Create shortlist of top potential Use desk research to identify
client-freelancer relationships clients representative freelancers
Find key patterns (type of Find key contact(s) within shortlist Create online/ telephone survey
deliverable, most prevalent and organise interviews for key group (based on client
industries, skills most in demand/at drivers, PPH KPIs)
highest premium) Face-to-face meetings to
understand financial models, key Run survey and collate findings
Create list of target industries, drivers, main fears /barriers
companies, freelancers Understand key factors for
Understand key factors in decision freelancers including value of repeat,
Set target KPIs (number of clients, making process (RoI, SLAs ) corporate bookings
number of jobs per quarter, average
order value per job, repeat business ) Understand optimum business Understand minimum SLA
model for payment commitments
Examples of success e.g. JetBlue
6. Approach: 2) Build the proposition
Benefits to PPH
Build corporate
brand
Predictable revenue
stream
Increased share of
revenues
Get to the blue chip
mainstream
PPH
CLIENTS FREELANCERS
7. APPROACH: 3) Build the direct sales team
Adopt a phased approach – building cost in line with revenues
BUILD THE [1] Existing [2] Freelancers [3] Dedicated
TEAM internal staff on commission team
CREATE THE
Work from ROI Target PPH Accelerators for
COMMISSION model main KPI long term deals
PLAN
Beta Expand
GROW THE programme for Work through marketing
CLIENT BASE key existing target list effort with case
clients studies
8. APPROACH: 4) Go-to-market strategies
Target Market Tools Channels
ROI Calculator (deliverables, cost Existing clients (based on research
“Photofit” companies (build list of FTE, NI & Tax, desk space) findings)
from research findings)
New departments of existing
Service Level Agreement
clients
Departments to target
Case studies Cold calling “photofits”
Biographies Industry websites & social media
Projects to target
(Marketing, Design)
Payment plan Thought leadership
Build org chart & project maps
Independent reviews PR
9. Approach: 5) Scale the model
Set up monitoring
(revenue – sales
base & OTE)
Use freelancers to Build pipeline
scale in line with (hitlist: probables:
monitoring coverage)
Build direct sales Build freelance
team base
10. Conclusion
Generate
Get into
Build direct repeatable
blue chip
sales model revenue
mainstream
stream