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Stratechi Sales Plan Presentation by McKinsey Alum.pdf

The document outlines the sales strategy for the upcoming year, highlighting the sales team's mission to drive growth by acting as trusted advisors. It reviews past achievements, sets clear goals for the next year including a target of $12 million in sales, and emphasizes core initiatives such as launching new products and improving fundamentals. Additionally, it discusses sales pipeline enhancements, marketing strategies, and plans for expanding the sales team and improving customer engagement.

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INSERT COMPANY LOGO OR NAME 202X SALES STRATEGY 1
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER 2 THE SALES TEAM’S MISSION The Sales Team’s Mission is to drive sales growth by being the trusted advisor to customers and prospects for (insert product / service category)
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER AGENDA 3 • Year in Review • Next Year’s Goals • Core Initiatives • Launch New Products • Improve the Fundamentals • Turn up the Marketing • Elevate the Team
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER Over the past year, the Sales Team had many big wins 4 1 2 Record sales of $XX.X million 15% growth in customer value 3 85% customer retention 4 80% of sales team hit quota 5 Improved conversion by 20% 6 Reduced cost per new customer by 10%
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER Last year, our initiatives drove our growth spike in sales 5 $4.5 $4.8 $5.3 $5.8 $6.5 $8.5 $0 $1 $2 $3 $4 $5 $6 $7 $8 $9 2018 2019 2020 2021 2022 2023 TOTAL SALES $ Millions TARGET $7.5 Growth 10.4% 9.4% 12.1% 30.8% 6.5%
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER There has been a significant shift in our sales breakdown 6 55% 50% 46% 39% 34% 32% 35% 40% 45% 48% 13% 15% 14% 16% 18% 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% 2018 2019 2020 2021 2022 SALES BREAKDOWN (100%) % of Sales SERVICES PRODUCT 1 PRODUCT 2
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER Over the past year, we exceeded most of our KPIs with some big learnings 7 Revenue Profit Margin Customer Value Net Promoter Conversion Team Size Rev. / Rep. Budget KPIs +12% +4% +4% -6% -4% 0 +13% +13% $8m 42% $40k 70% 75% 12 $670k $1.6m $9.1m 44% $42k 64% 71% 12 $760k $1.8m TARGET ACTUAL VARIANCE The focus on larger deals worked Pricing approval helped drive profit Focus on bigger deals Implementations were slow Issues with competitive bids Quality hires Focus on big and steady deals T&E and bonus spend DRIVERS / LEARNINGS
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER 8 Our sales pipeline and initiatives ? Targets Leads Prospects / Proposals New Customers Repeat Customers CURRENT 202X TARGET TARGET GROWTH KEY INITIATIVES xx $xx $xx $xx $xx xx $xx $xx $xx $xx xx% xx% xx% xx% xx% • xx • xx • xx • xx • xx
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER AGENDA 9 • Year in Review • Next Year’s Goals • Core Initiatives • Launch New Products • Improve the Fundamentals • Turn up the Marketing • Elevate the Team
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER 10 For next year, our goals are simple and focused Million in Sales $12 20% Customer Growth 70% Net Promoter 76% Gross Margin
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER To achieve the big goals, we’re focused on achieving our KPIs 11 Revenue Profit Margin Customer Value Net Promoter Conversion Team Size Rev. / Rep. Budget KPIs +12% +4% +4% -6% -4% 0 +13% +13% $10.2m 44% $42k 64% 71% 12 $760k $1.8m $12m 46% $48k 70% 74% 15 $820k $2.2m 202X LAST YEAR 202X GOAL TARGET GROWTH
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER 01. 02. 03. 04. Our core initiatives will help us achieve our goals 12 Launch New Products Improve the Fundamentals Turn Up the Marketing Elevate the Team • Upgraded features • Entry-level product • $1 M potential • Streamline CX • Improve reporting & accountability • Introduce new software platform • Increase awareness & consideration • Improve marketing ROI w/ digital shift • Amplify with 2 new campaigns • Increase reps by 20% • Incentivize with new commission plan • Launch account management team
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER AGENDA 13 • Year in Review • Next Year’s Goals • Core Initiatives • Launch New Products • Improve the Fundamentals • Turn up the Marketing • Elevate the Team
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER New products are projected to deliver $1.1m in new sales 14 Insert product / service picture or logo Insert product / service picture or logo Insert product / service picture or logo Product 1 Name Product 2 Name Product 3 Name • The new features include… • The product fills the customer gap… • This entry-level offering will..
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER $ Projected - $1.1 M Target - $1.5 M • Marketing collateral and site completed • $300K digital and event campaign starting in March • Online sales training being created • Sales training scheduled for February • Integrating new products / services into inside sales process • Quote and order process being implemented • Pilot customers providing testimonials • Scheduling meetings with top customer & prospect • 2X multiplier on commission for first 6 months • Competition for top 3 grossing sales reps New Product Sales Marketing Training Process Targets Incentives Our target is $1.5 m in new sales through a launch program 15
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER Our European expansion is expected to generate $2 M 16 • Hired 4 sales reps, with 3 more to go • New hires are in training and will be mentored for 3 months • Conducting SVP search to manage territory • Partnered with two large distributors • Discussions to partner with the largest European companies • Ad agency launching large-scale campaign • Designed and implemented new CX flows • Procurement and supply chain running • Sales team on our sales platform and reporting
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER AGENDA 17 • Year in Review • Next Year’s Goals • Core Initiatives • Launch New Products • Improve the Fundamentals • Turn up the Marketing • Elevate the Team
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER We’re focused on improving sales pipeline fundamentals INITIATIVES Targets $30 M 2.5 Months Leads $20 M 1.2 Months Customers $20 M Prospects $10 M 26 Days • Increase marketing spend & improve ads • Improve customer targeting & ROI • Hire 5 inside sales reps • Improve lead CX on website (scheduling demos, features / benefits, ROI calculator) • Implement new prospect scoring / questions • Streamline demo & pilot sign-up • Train reps on negotiation and solution selling • Improve pricing tiers and trial pricing • Rollout 100% Moneyback Guarantee 18
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER We’re implementing the deal acceleration worksheet for all deals Deal Overview THE BIG QUESTIONS 2. WHAT is important to them? Xx 1. WHO are the decision makers? XX 4. WHY our solution? Xx 5. WHEN is the decision? Xx 6. HOW is the decision made? Xx 3. WHERE is the pain? Xx ANSWER Prospect: Value: % Close: NEXT STEPS Start Date: Expected Close: Team Member: Xx Xx 19
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER New software platform will enhance sales team productivity and shorten order to cash cycle • In testing of new CRM platform to facilitate and track all communication and activity • New online customer portal with ordering, scheduling, tracking, and payment features • CRM pilot freed up 3 hours per rep per week due to automating remedial tasks • New customer portal pilot shortened order to cash by 20 days and increased sales 10% • Mgmt. focused on change management of new CRM to drive behavior change • Phased rollout of customer portal to harden systems and process 20
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER We’re focused on growing sales with our top prospects & accounts 1. Xx TARGET $xx PROSPECTS 2. Xx $xx 3. Xx $xx 4. Xx $xx 5. Xx $xx 1. Xx $xx CURRENT ACCOUNTS 2. Xx $xx 3. Xx $xx 4. Xx $xx 5. Xx $xx OWNER xx xx xx xx xx xx xx xx xx xx KEY STRATEGIES • xx • xx • xx • xx • xx • xx • xx • xx • xx 21 • xx
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER The Sales Training Project will improve conversion and deal size Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Project 1 Action Item 1 Action Item 2 Action Item 3 Project 2 Action Item 1 Action Item 2 Action Item 3 Project 2 Action Item 1 Action Item 2 Action Item 3 Implementation Testing Launch 22
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER AGENDA 23 • Year in Review • Next Year’s Goals • Core Initiatives • Launch New Products • Improve the Fundamentals • Turn up the Marketing • Elevate the Team
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER Campaign • Mid-size companies • Mfg., Ind., & Srvc. • Older infrastructure • Trying to modernize Target Customers IT MANAGERS MODERNIZE YOUR SECURITY…TODAY Media Mix HEAVY DIGITAL & EVENTS SPEND $1.2M on SEO & search ads $800K on videos & video ads $600K on IT events $300K on social ads Our Marketing Strategy is focused and effective • The best automated security platform • The easiest to install • The least expensive • The largest threat detection network • The most trusted 24
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER Our target customers are IT Managers and CIOs of midsize companies IT Managers CIOs Key Attributes • Primary influencer and decision maker • Typically manages 5 different providers • Decision mostly based on trust and features • Gets info from videos and articles • 950,000 targets with 78% on LinkedIn • Midsize companies • $50-500M rev. • Older infrastructure • Modernizing • Mfg., Ind., and Retail • 500,000 companies • Delegates decision, but approves purchase • Likes to recognize brands before purchase • Frequently reads CIO, Inc., and Forbes • 425,000 targets with 89% on LinkedIn • Likes free trials and pilots 25
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER The Campaign • The best automated security platform • The easiest to install • The least expensive • The largest threat detection network • The most trusted The Goal • Drive awareness and consideration • Create brand equity as the preeminent provider • Develop captive leads The Messaging “Modernize your Security…Today” The Creative 26
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER The media mix is optimized to drive awareness and consideration $1,200 $300 $500 $200 Marketing Spend Print Decrease of 20% with half-page ads and 300 M impressions Events Shows in SF, NY, DAL, CHI, and DEN with attendance of 300 K Digital Spend increase of 30% with focus on social, search, and partnerships Leads Increase of 15% focused on association email blasts & warm leads 27
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER Our channel partners will drive leads into our sales funnel Insert logo Insert logo Insert logo Company 1 is a $2B reseller in NY driving 600 leads Company 2 is a… Company 3 is a Description • Setting up 1-on-1 meetings with Top 50 • Incentives for reps to sell new products • Co-sponsoring four events • Focused on IT manager leads through email • 15 dedicated agents • Competition for converted leads • Co-sponsoring breakfasts in 12 cities • Deeply integrated into their web funnel • Bonus for converted customers Initiatives 28
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER Facebook 12K followers Stories & Service Twitter 9K followers Updates & New Products Instagram 8K followers Product Use Images Pinterest 6K followers Product Use Images TikTok 20K followers Customer Videos Snapchat 10K followers Stories YouTube 3K subscribers Product & Troubleshooting Videos We’re ramping up our social engagement and followership 29
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER Media Mix Spend By Media and Month Campaign Digital Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec New Year Summer Play The Gift of … Back to School $1.2 M Print Ads $300 K Social $800 K Email & Website $700 K Events $600 K TOTALS $3.6 M 300 150 350 350 100 450 300 350 150 200 550 400 Media Spend 30
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER AGENDA 31 • Year in Review • Next Year’s Goals • Core Initiatives • Launch New Products • Improve the Fundamentals • Turn up the Marketing • Elevate the Team
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER The budget is 21% more than LY, with 26% sales growth T&E Last Year Budget Growth Sales $9,500,000 $12,000,000 26% Margin $6,500,000 $8,750,000 35% People Expenses Salaries $700,000 $840,000 20% Benefits $100,000 $130,000 30% Commission $200,000 $250,000 25% Travel $90,000 $110,000 22% Entertainment $30,000 $40,000 33% Miscellaneous $120,000 $140,000 17% Marketing Advertising $350,000 $400,000 14% Events $130,000 $160,000 23% Supplies $20,000 $30,000 50% Total Budget $1,740,000 $2,100,000 21% % of Sales 18.3% 17.5% Last Year Budget Account Mgrs. 2 3 Inside Sales 4 5 Sales Reps 10 13 Managers 2 3 Total 18 24 32
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER We have a strong team, with some gaps to fill • Target number of employees - xx • Target span of control – xx • Total budget - $xx • Total quota -$xx Name Title Name Title Name Title Name Title Name Title Name Title New Positions Unfilled Positions 33
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER Territory map WEST John Doe $21 M 14 Reps CENTRAL Jim Smith $17 M 10 Reps EAST Jen Williams $25 M 17 Reps SOUTH Amy Jones $22 M 13 Reps 34
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER Advancement Evaluation Development Onboarding Comp & Benefits Hiring Recruiting Employee Journey We have a holistic strategy to improve the entire employee journey • New online application process • Advertising on LinkedIn • Targeting 15 new hires • New hiring manager in place focused on experienced hires • More competitive sales commission & benefits package • New sales incentive trip & bonus • 4-week rotation to learn all aspects of the business • New buddy program for new hires • Assigning senior mentors for career development • New career track ladder • Improved evaluation criteria and process • New calibration meeting for VPs • Targeting 6 Director and 2 VP promotions • Improved salary and bonus adjustments for promotions Initiatives 35
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER Our sales compensation plan will grow sales ROLE SALARY COMMISSION STRUCTURE QUOTA TARGET COMP xx $xx • xx $xx $xx xx $xx • xx $xx $xx xx $xx • xx $xx $xx xx $xx • xx $xx $xx Quota Attainment Projected Sales Team Comp Projected Revenue 100% $xx Sales Comp as a % of Revenue $xx xx% 125% $xx $xx xx% 150% $xx $xx xx% Projected Impact of Compensation Plan 36
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER THANK YOU QUESTIONS ??? 37
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER GENERIC SLIDES 38
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER Our international coverage is balanced North America John Doe $21 M 14 Reps EMEA John Doe $21 M 14 Reps Asia John Doe $21 M 14 Reps South America John Doe $21 M 14 Reps 39
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER Expanding circle framework Level 2 Level 1 Level 4 Level 3 • Xx • Xx • Xx • Xx 40
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER 5 block slide Title 1 • Bullet 1 • Bullet 2 • Bullet 3 • Bullet 4 Title 2 • Bullet 1 • Bullet 2 • Bullet 3 • Bullet 4 Title 3 • Bullet 1 • Bullet 2 • Bullet 3 • Bullet 4 Title 4 • Bullet 1 • Bullet 2 • Bullet 3 • Bullet 4 Title 5 • Bullet 1 • Bullet 2 • Bullet 3 • Bullet 4 41
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER Hexagon slide Initiative 1 Paragraph Initiative 2 Paragraph Initiative 3 Paragraph Initiative 4 Paragraph Initiative 5 Paragraph Initiative 6 Paragraph PEOPLE STRATEGY 42
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER 3 STRATEGY YIN & YANG SLIDE Strategy 3 Paragraph Strategy 2 Paragraph Strategy 1 Strategy 2 Strategy 3 Strategy 1 Paragraph 43
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER 44 4-part puzzle piece Initiative 3 Paragraph Initiative 2 Paragraph Initiative 1 Paragraph Initiative 1 Initiative 2 Initiative 4 Initiative 3 Initiative 4 Paragraph 44
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER Roadmap Title • Type here • Type here Title • Type here • Type here Title • Type here • Type here Title • Type here • Type here Title • Type here • Type here Title • Type here • Type here Title • Type here • Type here 45
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER 4-part flower framework Initiative 4 Content Initiative 1 Content Initiative 2 Content Initiative 3 Content You can substitute icons 46
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER 8-part flower framework Initiative 8 Content Initiative 1 Content Initiative 2 Content Initiative 3 Content Initiative 4 Content Initiative 5 Content Initiative 6 Content Initiative 7 Content You can substitute icons 47
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER Speedometer 1 2 3 6 5 4 Initiative 1 Content Initiative 2 Content Initiative 3 Content Initiative 4 Content Initiative 5 Content Initiative 6 Content 48
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER 49 Pyramid slide • Bullet 1 • Bullet 2 • Bullet 3 • Bullet 1 • Bullet 2 • Bullet 3 • Bullet 1 • Bullet 2 • Bullet 3 • Bullet 1 • Bullet 2 • Bullet 3 Point 1 Point 2 Point 3 Point 4
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER 3-ellipse framework 50 IDEA 1 • Type content here • Type content here IDEA 2 • Type content here • Type content here IDEA 3 • Type content here • Type content here MAIN POINT
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER 3-box framework TITLE TITLE TITLE TITLE Write your text here $ Write your text here Write your text here Write your text here 51 EXECUTE
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER Staircase framework 52 Level 1 Level 2 Level 3 Level 4 Level 5 Title 1 Title 2 Title 3 Title 4 Title 5 • Type content here • Type content here • Type content here • Type content here • Type content here • Type content here • Type content here • Type content here • Type content here • Type content here
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER Downward flow template 53 Flow 6 Flow 5 Flow 4 Flow 3 Flow 2 Flow 1 Metrics / Goals Initiatives • Xyz • Xyz • Xyz • Xyz • Xyz • Xyz • Xyz • Xyz • Xyz • Xyz • Xyz • Xyz
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER 54 STEP 4 4-step process framework • Type content here • Type content here • Type content here • Type content here STEP 1 STEP 2 STEP 3 • Type content here • Type content here TITLE • Type content here • Type content here
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER Mar Jun Sep Dec Jan • Xx • Xx • Xx • Xx Q1 Q2 Q3 Q4 Milestone framework 55
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER • Xx • Xx • Xx • Xx Four-box framework Xx Xx Xx Xx 56
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER Three box framework • Xx • Xx • Xx Xx Xx Xx 57
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER 3-box segmented framework • Xx • Xx • Xx Xx Xx Xx • Xx • Xx • Xx • Xx • Xx • Xx • Xx • Xx • Xx • Xx • Xx • Xx Xx Xx Xx Xx Xx 58
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER Performance template 59 REVENUE NOI NPS 21% 10% 70% 85% of target 25% target 75% of target 12.5% target 105% of target 66% target
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER AGENDA Year in Review Next Year’s Goals Launch New Products Improve the Fundamentals Turn Up the Marketing Elevate the Sales Team INITIATIVES 1 2 3 4 -1 0 60
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER To achieve our goals, the sales team will focus on 5 core initiatives 1 LAUNCH NEW PRODUCTS & SERVICES 2 CONVERSION THROUGH SALES TRAINING 3 TURN UP THE MARKETING VOLUME 4 ELEVATE ACCOUNT MANAGEMENT 5 IMPROVE & GROW THE SALES TEAM 61
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER STRATEGY ICONS 62
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER STRATEGY ICONS – LIGHT BLUE BACKGROUND 1 OF 3 $ $XX 63
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER $ WWW. 1. 2. 3. STRATEGY ICONS – LIGHT BLUE BACKGROUND 2 OF 3 64
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER i X $ CEO ? STRATEGY ICONS – LIGHT BLUE BACKGROUND 3 OF 3 65
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER $ $XX STRATEGY ICONS – DARK BLUE BACKGROUND 1 OF 3
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER 67 $ WWW. 1. 2. 3. STRATEGY ICONS – DARK BLUE BACKGROUND 2 OF 3
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER 68 ? i $ X CEO STRATEGY ICONS – DARK BLUE BACKGROUND 3 OF 3
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER $ $XX STRATEGY ICONS – WHITE 1 OF 3
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER 70 $ WWW. 1. 2. 3. STRATEGY ICONS – WHITE 2 OF 3
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER 71 i $ X CEO ? STRATEGY ICONS – WHITE 3 OF 3
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER $ $XX STRATEGY ICONS – DARK BLUE 1 OF 3
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER 73 $ WWW. 1. 2. 3. STRATEGY ICONS – DARK BLUE 2 OF 3
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER 74 i $ X CEO ? STRATEGY ICONS – DARK BLUE 3 OF 3
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER WORKSHEETS 75
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER SWOT Analysis External Factors Internal Factors Harmful Helpful STRENGTHS • xx WEAKNESSES • xx OPPORTUNITIES • xx THREATS • xx 76
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER Porter’s Five Forces Analysis Major Players Assessment Overview of Key Dynamics & Impact to the Organization • XX MEDIUM • XX NEW ENTRANTS INDUSTRY RIVALRY SUPPLIER POWER BUYER POWER POTENTIAL SUBSTITUTES • XX HIGH • XX • XX LOW • XX • XX HIGH • XX • XX LOW • XX 77
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER PESTLE analysis worksheet Political Economic Social Technological Legal Environmental • xx • xx • xx • xx • xx • xx Top Trends Industry Implications Potential Company Actions / Strategies • xx • xx • xx • xx • xx • xx • xx • xx • xx • xx • xx • xx 78
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER Prioritization matrix template LOW HIGH HIGH LOW BENEFIT / VALUE EFFORT / COST LOW-HANGING FRUIT BIG BETS MAYBES (WORK ON IMPROVING) NOT WORTH THE EFFORT 1 IDEA / INITIATIVE 3 IDEA / INITIATIVE 4 IDEA / INITIATIVE 5 IDEA / INITIATIVE 2 IDEA / INITIATIVE 79
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER SUSTAINABLE COMPETITIVE ADVANTAGE WORKSHEET Brand Loyalty Intellectual Property Network Effect Innovation Location Locked-up Supply Scale i Proprietary Information • xx Sources of Sustainable Competitive Advantage Improvement Ideas • xx • xx • xx • xx • xx • xx • xx Current Rating 0 – None 5 – Major Differentiator 1 1 1 1 1 1 1 1 80
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER Change management game plan for “insert initiative” Case for Change 1 • Xx • xx Reinforcement 4 • Xx • xx Role Models 2 • Xx • xx Training 3 • Xx • xx 81
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER Change management model brainstorming worksheet 1. CASE FOR CHANGE What is the necessary behavioral change? Why is the change important and what are the benefits? Who are the executive sponsors and how can they champion the change? THE WHY & BENEFITS THE CHANGE EXECUTIVE SPONSORS Who are the existing or potential role models to show case and evangelize the benefits of the change? Can a pilot be done? What would a pilot look like? When will the pilot be conducted? What is the high-level plan? How will success be measured? PILOT OVERVIEW ROLE MODELS PILOT PLAN What kind of training is needed to ensure the behavior change happens? What would a training plan look like? What would an ongoing coaching plan look like? How can role models and mentors help drive the change? TRAINING PLAN TRAINING COACHING PLAN What KPIs / Metrics need to be in place to measure success? What types of incentives can be put in place to help drive change? What will be the ongoing governance to ensure the change is happening and course correct when it isn’t? INCENTIVES KPIs & METRICS GOVERNANCE 2. ROLE MODELING 3. TRAINING 4. REINFORCEMENT 82
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER SPECIFIC • What are we trying to accomplish with this goal? • Will others easily understand this goal? • Is this goal specific enough, too specific? MEASURABLE • How will we know when the goal is accomplished? • How will we measure progress & success? ATTAINABLE • Is this goal reasonable? • What resources do we need to accomplish the goal? • Is there a 70+% chance of reaching the goal? RELEVANT • Is this goal important right now? Why? • Why is this goal relevant to the company & mission? TIME BOUND • When is the start and due date for this goal? • Is this a reasonable due date? ANSWERS • xx • xx DEFINE THE GOAL • xx • xx • xx • xx SMART goal worksheet 83
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER Sales Strategy Overview Core Initiatives Sales & Pipeline Goals New Comp Plan Inside Sales Program INITIATIVES DESCRIPTION • Xyz • Abc Revenue Profit Margin Customer Value Net Promoter Conversion Team Size Rev. / Member Budget Key Metrics $11.2m 45% $45k 80% 80% 14 $800k $2.2m 202X $8m 42% $40k 70% 75% 12 $670k $1.6m $9.1m 44% $42k 64% 71% 12 $760k $1.8m 202X 202X BASELINE GOALS 84
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER Campaign name • XX Description: Dates: Budget: Opportunities / Goals • XX Differentiated Messaging / Creative • XX Customer Target(s) X X X Website Email Social Search Events Budget(000s) Redesign & Create Videos SF, LA Campaign Calendar Launch Weekly Emails & Analyze Open Rates, Click Through, & Conversion March April May July Launch Share Your Story Competition Test & Learn LinkedIn, Google, & Bing Search Ads DAL, CHI June $105 $150 $205 $125 $150 85
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER Product Roadmap Example Q1 Q2 Q3 Q4 Mobile enhancements Product Line 1 Product Line 2 Cost engineering UX Improvements Digital Experience Cost Power supply Performance Product Line 3 Updated Software New Ergonomic Design Migrate Production to New Facility IOT Enablement Best-in-class Processor Design 3.0 86
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER COMPREHENSIVE SWOT ANALYSIS WORKSHEET Customer Segments Markets Distribution Marketing Pricing Products Services Value Proposition The Organization Processes / Functions People Infrastruc- ture Partnerships Geographies Sales Go To Market EXTERNAL Targets INTERNAL Rank Order Opportunities Threats Rank Order 1 2 3 1 2 3 4 5 6 7 8 9 10 • Xx • Xx • Xx • Xx • Xx • Xx • Xx • Xx • Xx • Xx • Xx • Xx • Xx 1 1 1 1 1 1 1 1 1 1 1 1 1 • Xx • Xx • Xx • Xx • Xx • Xx • Xx • Xx • Xx • Xx • Xx • Xx • Xx Rank Order Strengths Relative to Competitors Weaknesses Relative to Competitors Rank Order 87
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER Service benchmarking template $ Aesthetics Consistency Convenience Speed Professionalism Impact Cost Other Important Dimensions TARGET CUSTOMER … Customer Importance (Rank Order) Core Features Rating COMPANY Value Proposition Dimensions Core Features Rating COMPETITOR 1 Core Features Rating COMPETITOR 2 1 1 1 1 1 1 1 1 •XX •XX •XX •XX •XX •XX •XX •XX •XX •XX •XX •XX •XX •XX •XX •XX 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 •XX •XX •XX •XX •XX •XX •XX •XX 1 1 1 1 1 1 1 1 TOTALS 10 10 10 SERVICE … 88
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER Product benchmarking template $ Aesthetics Durability / Reliability Performance Usability Serviceability Key Feature 1 Cost TARGET CUSTOMER … Customer Importance (Rank Order) Core Features Rating COMPANY Value Proposition Dimensions Core Features Rating COMPETITOR 1 Core Features Rating COMPETITOR 2 1 1 1 1 1 1 1 1 •XX •XX •XX •XX •XX •XX •XX •XX •XX •XX •XX •XX •XX •XX •XX •XX 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 •XX •XX •XX •XX •XX •XX •XX •XX 1 1 1 1 1 1 1 1 TOTALS 10 10 10 PRODUCT(S) COVERED … Key Feature 2 89
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER PROJECT TEAM CHARTER Mission / Objective of Team What is the mission / objectives of the team? Team Members Who are the team members and what skills do they bring? Stakeholders Responsible: Accountable: Consulted: Informed: Major Milestones When does the project start, finish? What are the big milestone dates and deliverables? Budget / Resources What is the overall budget of the project? What other internal and external resources are needed to be successful? Governance How are big decisions about budget, timing, and scope made? Are there regular steering committee meetings? Emails? Nurturing Environment What methodology is going to be used to manage the project? Waterfall, Agile? Where will the team be located? What coaching resources will be available? What can be done to improve the environment of the team? Norms What are the agreed to norms to make the project successful? What are those behaviors and actions that have made previous projects fail, that you want to avoid in this project (good ideas for some norms)? 90
91
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER CHARTS 92
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER Pie charts (click on chart to edit in excel) 93 Product 1 40% Product 2 30% Product 3 10% Other 20% SALES BY PRODUCT Enterprise 24% Small-to-Mid 35% Government 30% Non-Profit 11% SALES BY SEGMENT
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER 210 230 190 205 230 82 90 83 92 100 55 65 38 53 68 30 26 24 28 32 20 18 17 22 24 0 50 100 150 200 250 300 350 400 450 500 20XX 20XX 20XX 20XX 20XX Number of Team Members Organizational Breakdown 397 429 352 400 454 Growth 8% -18% 14% 14% Stacked column chart (click on chart to edit in excel) 94 Support Operations Sales & Marketing HR & Legal Finance
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER 100% stacked bar chart (click on chart to edit in excel) 95 % of Employees 45% 47% 50% 22% 25% 27% 20% 16% 13% 13% 12% 10% 202X 202X 202X Company Role Mix Generalists Specialists Supervisors Management
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER Stacked column chart (click on chart to edit in excel) 4.4 5.2 5.9 7.9 3.1 3.3 3.7 4.2 1.9 2.6 3.7 4.7 0 2 4 6 8 10 12 14 16 18 2019 2020 2021 2022 Sales ($ Millions) Year Sales by Segments (2019 – 2022) 8.4 11.1 13.3 16.8 Segment 1 Segment 2 Segment 3 Best used to show overall and sub-segment trends. Make sure you have large enough segments, so it doesn’t get too messy, and always place the largest values on the bottom. 96
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER 100% stacked column chart (click on chart to edit in excel) Focuses on the normalized relative trends of different segments but can also represent absolute values. Above is the same data from the preceding Stacked column chart to make a 100% stacked column chart. 47% 47% 44% 47% 33% 30% 28% 25% 20% 23% 28% 28% 0% 20% 40% 60% 80% 100% 2019 2020 2021 2022 Percentage of Overall Sales Year Sales by Segments (2019 – 2022) $8.4 m $11.1 m $13.3 m $16.8 m Segment 1 Segment 2 Segment 3 97
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER Waterfall chart One of the go to charts of most top strategy consulting firms. The waterfall chart disaggregates elements and totals them as steps to create the whole. Often used to show the magnitude of the different elements that make up something. Typically start with the largest values on the bottom, unless some other dimension such as process flow or time better organizes the elements. In PowerPoint, go to Insert: Chart: Waterfall Q2 Sales Pipeline Contacted Targets Not Interested Prospects Couldn’t Convert New Customers 10,000 -7,000 3,000 -2,000 1,000 98
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER Bubble chart Market Share Market Growth 5% 10% 15% 20% 0% 25% 50% 75% 100% $11m $4m $10m $5m $5m $15m Product A Product C Product B Product D Product E Product F Product Family 1 Product Family 2 PRODUCT PERFORMANCE Good way to visualize three or four dimensions. You can use the vertical and horizontal accesses, and the size, color and pattern within the bubbles. In PowerPoint, go to Insert: Chart: X Y Scatter: Bubble 99
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER Radar chart (click on chart to edit in excel) 100 0 5 10 15 20 25 30 35 Performance Quality Features Service Performance Customer Perception– Product 1 vs Product 2 Product 1 Product 2
INSERT LOGO OR CO. NAME - VIEW>MASTER>SLIDE MASTER TERMS OF USE Stratechi.com is owned and operated by StratTools Limited. Stratechi.com offers products including PowerPoint and Excel templates and content that include designs, text, icons, graphics, maps, pictures, and other digital content. Below these templates and the contents will also be described as “products”. The products are provided only via direct download. USAGE Stratechi.com permits you to download and use products, only in accordance with the terms below. IT IS ILLEGAL AND STRICTLY PROHIBITED TO DISTRIBUTE, PUBLISH, OFFER FOR SALE, LICENSE OR SUB-LICENSE, GIVE OR DISCLOSE TO ANY OTHER PARTY, THE PRODUCTS IN HARD COPY, DIGITAL FORM OR ANY OTHER MEDIUM WHETHER EXISTING OR NOT YET EXISTING, EXCEPT AS SPECIFICALLY PERMITTED BELOW. 1. LIMITED LICENSE You are granted a limited, non-exclusive, non-transferable license to use the products for the ALLOWED USAGE (2). You are not allowed to use the products except for that which is specifically listed in section ALLOWED USAGE (2). 2. ALLOWED USAGE Subject to the restrictions and limitations described under NOT ALLOWED USAGE (3), the products can be used to create derivative works or modifications to fit your own professional needs, provided that such works are not intended to be re-sold or published publicly for free distribution. 3. NOT ALLOWED USAGE a. Sell, distribute, sub-license, transfer or assign rights to the products and templates and any derivative products. b. Use or display the products and derivative works on websites or web pages (or similar) to induce or involving sale, license or other distribution of physical and digital products. c. Use, display, incorporate or bundle the products and derivative works on any product that results in a re-distribution or re-use of the website or web pages (or similar) to induce or involving sale, license or other distribution of digital products including presentation templates, websites templates, websites designs, stock images (this includes custom designed websites). d. Use the products and derivative works in design template applications intended for resale, online or by other means. e. Use the products and derivative works in any way that could be considered defamatory, libelous, immoral, obscene or fraudulent, or illegal, either by making physical changes to it, in the juxtaposition to accompanying text or images, or otherwise. 101

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Stratechi Sales Plan Presentation by McKinsey Alum.pdf

  • 1.
    INSERT COMPANY LOGOOR NAME 202X SALES STRATEGY 1
  • 2.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER 2 THE SALES TEAM’S MISSION The Sales Team’s Mission is to drive sales growth by being the trusted advisor to customers and prospects for (insert product / service category)
  • 3.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER AGENDA 3 • Year in Review • Next Year’s Goals • Core Initiatives • Launch New Products • Improve the Fundamentals • Turn up the Marketing • Elevate the Team
  • 4.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER Over the past year, the Sales Team had many big wins 4 1 2 Record sales of $XX.X million 15% growth in customer value 3 85% customer retention 4 80% of sales team hit quota 5 Improved conversion by 20% 6 Reduced cost per new customer by 10%
  • 5.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER Last year, our initiatives drove our growth spike in sales 5 $4.5 $4.8 $5.3 $5.8 $6.5 $8.5 $0 $1 $2 $3 $4 $5 $6 $7 $8 $9 2018 2019 2020 2021 2022 2023 TOTAL SALES $ Millions TARGET $7.5 Growth 10.4% 9.4% 12.1% 30.8% 6.5%
  • 6.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER There has been a significant shift in our sales breakdown 6 55% 50% 46% 39% 34% 32% 35% 40% 45% 48% 13% 15% 14% 16% 18% 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% 2018 2019 2020 2021 2022 SALES BREAKDOWN (100%) % of Sales SERVICES PRODUCT 1 PRODUCT 2
  • 7.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER Over the past year, we exceeded most of our KPIs with some big learnings 7 Revenue Profit Margin Customer Value Net Promoter Conversion Team Size Rev. / Rep. Budget KPIs +12% +4% +4% -6% -4% 0 +13% +13% $8m 42% $40k 70% 75% 12 $670k $1.6m $9.1m 44% $42k 64% 71% 12 $760k $1.8m TARGET ACTUAL VARIANCE The focus on larger deals worked Pricing approval helped drive profit Focus on bigger deals Implementations were slow Issues with competitive bids Quality hires Focus on big and steady deals T&E and bonus spend DRIVERS / LEARNINGS
  • 8.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER 8 Our sales pipeline and initiatives ? Targets Leads Prospects / Proposals New Customers Repeat Customers CURRENT 202X TARGET TARGET GROWTH KEY INITIATIVES xx $xx $xx $xx $xx xx $xx $xx $xx $xx xx% xx% xx% xx% xx% • xx • xx • xx • xx • xx
  • 9.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER AGENDA 9 • Year in Review • Next Year’s Goals • Core Initiatives • Launch New Products • Improve the Fundamentals • Turn up the Marketing • Elevate the Team
  • 10.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER 10 For next year, our goals are simple and focused Million in Sales $12 20% Customer Growth 70% Net Promoter 76% Gross Margin
  • 11.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER To achieve the big goals, we’re focused on achieving our KPIs 11 Revenue Profit Margin Customer Value Net Promoter Conversion Team Size Rev. / Rep. Budget KPIs +12% +4% +4% -6% -4% 0 +13% +13% $10.2m 44% $42k 64% 71% 12 $760k $1.8m $12m 46% $48k 70% 74% 15 $820k $2.2m 202X LAST YEAR 202X GOAL TARGET GROWTH
  • 12.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER 01. 02. 03. 04. Our core initiatives will help us achieve our goals 12 Launch New Products Improve the Fundamentals Turn Up the Marketing Elevate the Team • Upgraded features • Entry-level product • $1 M potential • Streamline CX • Improve reporting & accountability • Introduce new software platform • Increase awareness & consideration • Improve marketing ROI w/ digital shift • Amplify with 2 new campaigns • Increase reps by 20% • Incentivize with new commission plan • Launch account management team
  • 13.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER AGENDA 13 • Year in Review • Next Year’s Goals • Core Initiatives • Launch New Products • Improve the Fundamentals • Turn up the Marketing • Elevate the Team
  • 14.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER New products are projected to deliver $1.1m in new sales 14 Insert product / service picture or logo Insert product / service picture or logo Insert product / service picture or logo Product 1 Name Product 2 Name Product 3 Name • The new features include… • The product fills the customer gap… • This entry-level offering will..
  • 15.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER $ Projected - $1.1 M Target - $1.5 M • Marketing collateral and site completed • $300K digital and event campaign starting in March • Online sales training being created • Sales training scheduled for February • Integrating new products / services into inside sales process • Quote and order process being implemented • Pilot customers providing testimonials • Scheduling meetings with top customer & prospect • 2X multiplier on commission for first 6 months • Competition for top 3 grossing sales reps New Product Sales Marketing Training Process Targets Incentives Our target is $1.5 m in new sales through a launch program 15
  • 16.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER Our European expansion is expected to generate $2 M 16 • Hired 4 sales reps, with 3 more to go • New hires are in training and will be mentored for 3 months • Conducting SVP search to manage territory • Partnered with two large distributors • Discussions to partner with the largest European companies • Ad agency launching large-scale campaign • Designed and implemented new CX flows • Procurement and supply chain running • Sales team on our sales platform and reporting
  • 17.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER AGENDA 17 • Year in Review • Next Year’s Goals • Core Initiatives • Launch New Products • Improve the Fundamentals • Turn up the Marketing • Elevate the Team
  • 18.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER We’re focused on improving sales pipeline fundamentals INITIATIVES Targets $30 M 2.5 Months Leads $20 M 1.2 Months Customers $20 M Prospects $10 M 26 Days • Increase marketing spend & improve ads • Improve customer targeting & ROI • Hire 5 inside sales reps • Improve lead CX on website (scheduling demos, features / benefits, ROI calculator) • Implement new prospect scoring / questions • Streamline demo & pilot sign-up • Train reps on negotiation and solution selling • Improve pricing tiers and trial pricing • Rollout 100% Moneyback Guarantee 18
  • 19.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER We’re implementing the deal acceleration worksheet for all deals Deal Overview THE BIG QUESTIONS 2. WHAT is important to them? Xx 1. WHO are the decision makers? XX 4. WHY our solution? Xx 5. WHEN is the decision? Xx 6. HOW is the decision made? Xx 3. WHERE is the pain? Xx ANSWER Prospect: Value: % Close: NEXT STEPS Start Date: Expected Close: Team Member: Xx Xx 19
  • 20.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER New software platform will enhance sales team productivity and shorten order to cash cycle • In testing of new CRM platform to facilitate and track all communication and activity • New online customer portal with ordering, scheduling, tracking, and payment features • CRM pilot freed up 3 hours per rep per week due to automating remedial tasks • New customer portal pilot shortened order to cash by 20 days and increased sales 10% • Mgmt. focused on change management of new CRM to drive behavior change • Phased rollout of customer portal to harden systems and process 20
  • 21.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER We’re focused on growing sales with our top prospects & accounts 1. Xx TARGET $xx PROSPECTS 2. Xx $xx 3. Xx $xx 4. Xx $xx 5. Xx $xx 1. Xx $xx CURRENT ACCOUNTS 2. Xx $xx 3. Xx $xx 4. Xx $xx 5. Xx $xx OWNER xx xx xx xx xx xx xx xx xx xx KEY STRATEGIES • xx • xx • xx • xx • xx • xx • xx • xx • xx 21 • xx
  • 22.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER The Sales Training Project will improve conversion and deal size Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Project 1 Action Item 1 Action Item 2 Action Item 3 Project 2 Action Item 1 Action Item 2 Action Item 3 Project 2 Action Item 1 Action Item 2 Action Item 3 Implementation Testing Launch 22
  • 23.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER AGENDA 23 • Year in Review • Next Year’s Goals • Core Initiatives • Launch New Products • Improve the Fundamentals • Turn up the Marketing • Elevate the Team
  • 24.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER Campaign • Mid-size companies • Mfg., Ind., & Srvc. • Older infrastructure • Trying to modernize Target Customers IT MANAGERS MODERNIZE YOUR SECURITY…TODAY Media Mix HEAVY DIGITAL & EVENTS SPEND $1.2M on SEO & search ads $800K on videos & video ads $600K on IT events $300K on social ads Our Marketing Strategy is focused and effective • The best automated security platform • The easiest to install • The least expensive • The largest threat detection network • The most trusted 24
  • 25.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER Our target customers are IT Managers and CIOs of midsize companies IT Managers CIOs Key Attributes • Primary influencer and decision maker • Typically manages 5 different providers • Decision mostly based on trust and features • Gets info from videos and articles • 950,000 targets with 78% on LinkedIn • Midsize companies • $50-500M rev. • Older infrastructure • Modernizing • Mfg., Ind., and Retail • 500,000 companies • Delegates decision, but approves purchase • Likes to recognize brands before purchase • Frequently reads CIO, Inc., and Forbes • 425,000 targets with 89% on LinkedIn • Likes free trials and pilots 25
  • 26.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER The Campaign • The best automated security platform • The easiest to install • The least expensive • The largest threat detection network • The most trusted The Goal • Drive awareness and consideration • Create brand equity as the preeminent provider • Develop captive leads The Messaging “Modernize your Security…Today” The Creative 26
  • 27.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER The media mix is optimized to drive awareness and consideration $1,200 $300 $500 $200 Marketing Spend Print Decrease of 20% with half-page ads and 300 M impressions Events Shows in SF, NY, DAL, CHI, and DEN with attendance of 300 K Digital Spend increase of 30% with focus on social, search, and partnerships Leads Increase of 15% focused on association email blasts & warm leads 27
  • 28.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER Our channel partners will drive leads into our sales funnel Insert logo Insert logo Insert logo Company 1 is a $2B reseller in NY driving 600 leads Company 2 is a… Company 3 is a Description • Setting up 1-on-1 meetings with Top 50 • Incentives for reps to sell new products • Co-sponsoring four events • Focused on IT manager leads through email • 15 dedicated agents • Competition for converted leads • Co-sponsoring breakfasts in 12 cities • Deeply integrated into their web funnel • Bonus for converted customers Initiatives 28
  • 29.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER Facebook 12K followers Stories & Service Twitter 9K followers Updates & New Products Instagram 8K followers Product Use Images Pinterest 6K followers Product Use Images TikTok 20K followers Customer Videos Snapchat 10K followers Stories YouTube 3K subscribers Product & Troubleshooting Videos We’re ramping up our social engagement and followership 29
  • 30.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER Media Mix Spend By Media and Month Campaign Digital Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec New Year Summer Play The Gift of … Back to School $1.2 M Print Ads $300 K Social $800 K Email & Website $700 K Events $600 K TOTALS $3.6 M 300 150 350 350 100 450 300 350 150 200 550 400 Media Spend 30
  • 31.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER AGENDA 31 • Year in Review • Next Year’s Goals • Core Initiatives • Launch New Products • Improve the Fundamentals • Turn up the Marketing • Elevate the Team
  • 32.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER The budget is 21% more than LY, with 26% sales growth T&E Last Year Budget Growth Sales $9,500,000 $12,000,000 26% Margin $6,500,000 $8,750,000 35% People Expenses Salaries $700,000 $840,000 20% Benefits $100,000 $130,000 30% Commission $200,000 $250,000 25% Travel $90,000 $110,000 22% Entertainment $30,000 $40,000 33% Miscellaneous $120,000 $140,000 17% Marketing Advertising $350,000 $400,000 14% Events $130,000 $160,000 23% Supplies $20,000 $30,000 50% Total Budget $1,740,000 $2,100,000 21% % of Sales 18.3% 17.5% Last Year Budget Account Mgrs. 2 3 Inside Sales 4 5 Sales Reps 10 13 Managers 2 3 Total 18 24 32
  • 33.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER We have a strong team, with some gaps to fill • Target number of employees - xx • Target span of control – xx • Total budget - $xx • Total quota -$xx Name Title Name Title Name Title Name Title Name Title Name Title New Positions Unfilled Positions 33
  • 34.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER Territory map WEST John Doe $21 M 14 Reps CENTRAL Jim Smith $17 M 10 Reps EAST Jen Williams $25 M 17 Reps SOUTH Amy Jones $22 M 13 Reps 34
  • 35.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER Advancement Evaluation Development Onboarding Comp & Benefits Hiring Recruiting Employee Journey We have a holistic strategy to improve the entire employee journey • New online application process • Advertising on LinkedIn • Targeting 15 new hires • New hiring manager in place focused on experienced hires • More competitive sales commission & benefits package • New sales incentive trip & bonus • 4-week rotation to learn all aspects of the business • New buddy program for new hires • Assigning senior mentors for career development • New career track ladder • Improved evaluation criteria and process • New calibration meeting for VPs • Targeting 6 Director and 2 VP promotions • Improved salary and bonus adjustments for promotions Initiatives 35
  • 36.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER Our sales compensation plan will grow sales ROLE SALARY COMMISSION STRUCTURE QUOTA TARGET COMP xx $xx • xx $xx $xx xx $xx • xx $xx $xx xx $xx • xx $xx $xx xx $xx • xx $xx $xx Quota Attainment Projected Sales Team Comp Projected Revenue 100% $xx Sales Comp as a % of Revenue $xx xx% 125% $xx $xx xx% 150% $xx $xx xx% Projected Impact of Compensation Plan 36
  • 37.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER THANK YOU QUESTIONS ??? 37
  • 38.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER GENERIC SLIDES 38
  • 39.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER Our international coverage is balanced North America John Doe $21 M 14 Reps EMEA John Doe $21 M 14 Reps Asia John Doe $21 M 14 Reps South America John Doe $21 M 14 Reps 39
  • 40.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER Expanding circle framework Level 2 Level 1 Level 4 Level 3 • Xx • Xx • Xx • Xx 40
  • 41.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER 5 block slide Title 1 • Bullet 1 • Bullet 2 • Bullet 3 • Bullet 4 Title 2 • Bullet 1 • Bullet 2 • Bullet 3 • Bullet 4 Title 3 • Bullet 1 • Bullet 2 • Bullet 3 • Bullet 4 Title 4 • Bullet 1 • Bullet 2 • Bullet 3 • Bullet 4 Title 5 • Bullet 1 • Bullet 2 • Bullet 3 • Bullet 4 41
  • 42.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER Hexagon slide Initiative 1 Paragraph Initiative 2 Paragraph Initiative 3 Paragraph Initiative 4 Paragraph Initiative 5 Paragraph Initiative 6 Paragraph PEOPLE STRATEGY 42
  • 43.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER 3 STRATEGY YIN & YANG SLIDE Strategy 3 Paragraph Strategy 2 Paragraph Strategy 1 Strategy 2 Strategy 3 Strategy 1 Paragraph 43
  • 44.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER 44 4-part puzzle piece Initiative 3 Paragraph Initiative 2 Paragraph Initiative 1 Paragraph Initiative 1 Initiative 2 Initiative 4 Initiative 3 Initiative 4 Paragraph 44
  • 45.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER Roadmap Title • Type here • Type here Title • Type here • Type here Title • Type here • Type here Title • Type here • Type here Title • Type here • Type here Title • Type here • Type here Title • Type here • Type here 45
  • 46.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER 4-part flower framework Initiative 4 Content Initiative 1 Content Initiative 2 Content Initiative 3 Content You can substitute icons 46
  • 47.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER 8-part flower framework Initiative 8 Content Initiative 1 Content Initiative 2 Content Initiative 3 Content Initiative 4 Content Initiative 5 Content Initiative 6 Content Initiative 7 Content You can substitute icons 47
  • 48.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER Speedometer 1 2 3 6 5 4 Initiative 1 Content Initiative 2 Content Initiative 3 Content Initiative 4 Content Initiative 5 Content Initiative 6 Content 48
  • 49.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER 49 Pyramid slide • Bullet 1 • Bullet 2 • Bullet 3 • Bullet 1 • Bullet 2 • Bullet 3 • Bullet 1 • Bullet 2 • Bullet 3 • Bullet 1 • Bullet 2 • Bullet 3 Point 1 Point 2 Point 3 Point 4
  • 50.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER 3-ellipse framework 50 IDEA 1 • Type content here • Type content here IDEA 2 • Type content here • Type content here IDEA 3 • Type content here • Type content here MAIN POINT
  • 51.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER 3-box framework TITLE TITLE TITLE TITLE Write your text here $ Write your text here Write your text here Write your text here 51 EXECUTE
  • 52.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER Staircase framework 52 Level 1 Level 2 Level 3 Level 4 Level 5 Title 1 Title 2 Title 3 Title 4 Title 5 • Type content here • Type content here • Type content here • Type content here • Type content here • Type content here • Type content here • Type content here • Type content here • Type content here
  • 53.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER Downward flow template 53 Flow 6 Flow 5 Flow 4 Flow 3 Flow 2 Flow 1 Metrics / Goals Initiatives • Xyz • Xyz • Xyz • Xyz • Xyz • Xyz • Xyz • Xyz • Xyz • Xyz • Xyz • Xyz
  • 54.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER 54 STEP 4 4-step process framework • Type content here • Type content here • Type content here • Type content here STEP 1 STEP 2 STEP 3 • Type content here • Type content here TITLE • Type content here • Type content here
  • 55.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER Mar Jun Sep Dec Jan • Xx • Xx • Xx • Xx Q1 Q2 Q3 Q4 Milestone framework 55
  • 56.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER • Xx • Xx • Xx • Xx Four-box framework Xx Xx Xx Xx 56
  • 57.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER Three box framework • Xx • Xx • Xx Xx Xx Xx 57
  • 58.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER 3-box segmented framework • Xx • Xx • Xx Xx Xx Xx • Xx • Xx • Xx • Xx • Xx • Xx • Xx • Xx • Xx • Xx • Xx • Xx Xx Xx Xx Xx Xx 58
  • 59.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER Performance template 59 REVENUE NOI NPS 21% 10% 70% 85% of target 25% target 75% of target 12.5% target 105% of target 66% target
  • 60.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER AGENDA Year in Review Next Year’s Goals Launch New Products Improve the Fundamentals Turn Up the Marketing Elevate the Sales Team INITIATIVES 1 2 3 4 -1 0 60
  • 61.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER To achieve our goals, the sales team will focus on 5 core initiatives 1 LAUNCH NEW PRODUCTS & SERVICES 2 CONVERSION THROUGH SALES TRAINING 3 TURN UP THE MARKETING VOLUME 4 ELEVATE ACCOUNT MANAGEMENT 5 IMPROVE & GROW THE SALES TEAM 61
  • 62.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER STRATEGY ICONS 62
  • 63.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER STRATEGY ICONS – LIGHT BLUE BACKGROUND 1 OF 3 $ $XX 63
  • 64.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER $ WWW. 1. 2. 3. STRATEGY ICONS – LIGHT BLUE BACKGROUND 2 OF 3 64
  • 65.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER i X $ CEO ? STRATEGY ICONS – LIGHT BLUE BACKGROUND 3 OF 3 65
  • 66.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER $ $XX STRATEGY ICONS – DARK BLUE BACKGROUND 1 OF 3
  • 67.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER 67 $ WWW. 1. 2. 3. STRATEGY ICONS – DARK BLUE BACKGROUND 2 OF 3
  • 68.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER 68 ? i $ X CEO STRATEGY ICONS – DARK BLUE BACKGROUND 3 OF 3
  • 69.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER $ $XX STRATEGY ICONS – WHITE 1 OF 3
  • 70.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER 70 $ WWW. 1. 2. 3. STRATEGY ICONS – WHITE 2 OF 3
  • 71.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER 71 i $ X CEO ? STRATEGY ICONS – WHITE 3 OF 3
  • 72.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER $ $XX STRATEGY ICONS – DARK BLUE 1 OF 3
  • 73.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER 73 $ WWW. 1. 2. 3. STRATEGY ICONS – DARK BLUE 2 OF 3
  • 74.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER 74 i $ X CEO ? STRATEGY ICONS – DARK BLUE 3 OF 3
  • 75.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER WORKSHEETS 75
  • 76.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER SWOT Analysis External Factors Internal Factors Harmful Helpful STRENGTHS • xx WEAKNESSES • xx OPPORTUNITIES • xx THREATS • xx 76
  • 77.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER Porter’s Five Forces Analysis Major Players Assessment Overview of Key Dynamics & Impact to the Organization • XX MEDIUM • XX NEW ENTRANTS INDUSTRY RIVALRY SUPPLIER POWER BUYER POWER POTENTIAL SUBSTITUTES • XX HIGH • XX • XX LOW • XX • XX HIGH • XX • XX LOW • XX 77
  • 78.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER PESTLE analysis worksheet Political Economic Social Technological Legal Environmental • xx • xx • xx • xx • xx • xx Top Trends Industry Implications Potential Company Actions / Strategies • xx • xx • xx • xx • xx • xx • xx • xx • xx • xx • xx • xx 78
  • 79.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER Prioritization matrix template LOW HIGH HIGH LOW BENEFIT / VALUE EFFORT / COST LOW-HANGING FRUIT BIG BETS MAYBES (WORK ON IMPROVING) NOT WORTH THE EFFORT 1 IDEA / INITIATIVE 3 IDEA / INITIATIVE 4 IDEA / INITIATIVE 5 IDEA / INITIATIVE 2 IDEA / INITIATIVE 79
  • 80.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER SUSTAINABLE COMPETITIVE ADVANTAGE WORKSHEET Brand Loyalty Intellectual Property Network Effect Innovation Location Locked-up Supply Scale i Proprietary Information • xx Sources of Sustainable Competitive Advantage Improvement Ideas • xx • xx • xx • xx • xx • xx • xx Current Rating 0 – None 5 – Major Differentiator 1 1 1 1 1 1 1 1 80
  • 81.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER Change management game plan for “insert initiative” Case for Change 1 • Xx • xx Reinforcement 4 • Xx • xx Role Models 2 • Xx • xx Training 3 • Xx • xx 81
  • 82.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER Change management model brainstorming worksheet 1. CASE FOR CHANGE What is the necessary behavioral change? Why is the change important and what are the benefits? Who are the executive sponsors and how can they champion the change? THE WHY & BENEFITS THE CHANGE EXECUTIVE SPONSORS Who are the existing or potential role models to show case and evangelize the benefits of the change? Can a pilot be done? What would a pilot look like? When will the pilot be conducted? What is the high-level plan? How will success be measured? PILOT OVERVIEW ROLE MODELS PILOT PLAN What kind of training is needed to ensure the behavior change happens? What would a training plan look like? What would an ongoing coaching plan look like? How can role models and mentors help drive the change? TRAINING PLAN TRAINING COACHING PLAN What KPIs / Metrics need to be in place to measure success? What types of incentives can be put in place to help drive change? What will be the ongoing governance to ensure the change is happening and course correct when it isn’t? INCENTIVES KPIs & METRICS GOVERNANCE 2. ROLE MODELING 3. TRAINING 4. REINFORCEMENT 82
  • 83.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER SPECIFIC • What are we trying to accomplish with this goal? • Will others easily understand this goal? • Is this goal specific enough, too specific? MEASURABLE • How will we know when the goal is accomplished? • How will we measure progress & success? ATTAINABLE • Is this goal reasonable? • What resources do we need to accomplish the goal? • Is there a 70+% chance of reaching the goal? RELEVANT • Is this goal important right now? Why? • Why is this goal relevant to the company & mission? TIME BOUND • When is the start and due date for this goal? • Is this a reasonable due date? ANSWERS • xx • xx DEFINE THE GOAL • xx • xx • xx • xx SMART goal worksheet 83
  • 84.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER Sales Strategy Overview Core Initiatives Sales & Pipeline Goals New Comp Plan Inside Sales Program INITIATIVES DESCRIPTION • Xyz • Abc Revenue Profit Margin Customer Value Net Promoter Conversion Team Size Rev. / Member Budget Key Metrics $11.2m 45% $45k 80% 80% 14 $800k $2.2m 202X $8m 42% $40k 70% 75% 12 $670k $1.6m $9.1m 44% $42k 64% 71% 12 $760k $1.8m 202X 202X BASELINE GOALS 84
  • 85.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER Campaign name • XX Description: Dates: Budget: Opportunities / Goals • XX Differentiated Messaging / Creative • XX Customer Target(s) X X X Website Email Social Search Events Budget(000s) Redesign & Create Videos SF, LA Campaign Calendar Launch Weekly Emails & Analyze Open Rates, Click Through, & Conversion March April May July Launch Share Your Story Competition Test & Learn LinkedIn, Google, & Bing Search Ads DAL, CHI June $105 $150 $205 $125 $150 85
  • 86.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER Product Roadmap Example Q1 Q2 Q3 Q4 Mobile enhancements Product Line 1 Product Line 2 Cost engineering UX Improvements Digital Experience Cost Power supply Performance Product Line 3 Updated Software New Ergonomic Design Migrate Production to New Facility IOT Enablement Best-in-class Processor Design 3.0 86
  • 87.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER COMPREHENSIVE SWOT ANALYSIS WORKSHEET Customer Segments Markets Distribution Marketing Pricing Products Services Value Proposition The Organization Processes / Functions People Infrastruc- ture Partnerships Geographies Sales Go To Market EXTERNAL Targets INTERNAL Rank Order Opportunities Threats Rank Order 1 2 3 1 2 3 4 5 6 7 8 9 10 • Xx • Xx • Xx • Xx • Xx • Xx • Xx • Xx • Xx • Xx • Xx • Xx • Xx 1 1 1 1 1 1 1 1 1 1 1 1 1 • Xx • Xx • Xx • Xx • Xx • Xx • Xx • Xx • Xx • Xx • Xx • Xx • Xx Rank Order Strengths Relative to Competitors Weaknesses Relative to Competitors Rank Order 87
  • 88.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER Service benchmarking template $ Aesthetics Consistency Convenience Speed Professionalism Impact Cost Other Important Dimensions TARGET CUSTOMER … Customer Importance (Rank Order) Core Features Rating COMPANY Value Proposition Dimensions Core Features Rating COMPETITOR 1 Core Features Rating COMPETITOR 2 1 1 1 1 1 1 1 1 •XX •XX •XX •XX •XX •XX •XX •XX •XX •XX •XX •XX •XX •XX •XX •XX 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 •XX •XX •XX •XX •XX •XX •XX •XX 1 1 1 1 1 1 1 1 TOTALS 10 10 10 SERVICE … 88
  • 89.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER Product benchmarking template $ Aesthetics Durability / Reliability Performance Usability Serviceability Key Feature 1 Cost TARGET CUSTOMER … Customer Importance (Rank Order) Core Features Rating COMPANY Value Proposition Dimensions Core Features Rating COMPETITOR 1 Core Features Rating COMPETITOR 2 1 1 1 1 1 1 1 1 •XX •XX •XX •XX •XX •XX •XX •XX •XX •XX •XX •XX •XX •XX •XX •XX 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 •XX •XX •XX •XX •XX •XX •XX •XX 1 1 1 1 1 1 1 1 TOTALS 10 10 10 PRODUCT(S) COVERED … Key Feature 2 89
  • 90.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER PROJECT TEAM CHARTER Mission / Objective of Team What is the mission / objectives of the team? Team Members Who are the team members and what skills do they bring? Stakeholders Responsible: Accountable: Consulted: Informed: Major Milestones When does the project start, finish? What are the big milestone dates and deliverables? Budget / Resources What is the overall budget of the project? What other internal and external resources are needed to be successful? Governance How are big decisions about budget, timing, and scope made? Are there regular steering committee meetings? Emails? Nurturing Environment What methodology is going to be used to manage the project? Waterfall, Agile? Where will the team be located? What coaching resources will be available? What can be done to improve the environment of the team? Norms What are the agreed to norms to make the project successful? What are those behaviors and actions that have made previous projects fail, that you want to avoid in this project (good ideas for some norms)? 90
  • 91.
  • 92.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER CHARTS 92
  • 93.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER Pie charts (click on chart to edit in excel) 93 Product 1 40% Product 2 30% Product 3 10% Other 20% SALES BY PRODUCT Enterprise 24% Small-to-Mid 35% Government 30% Non-Profit 11% SALES BY SEGMENT
  • 94.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER 210 230 190 205 230 82 90 83 92 100 55 65 38 53 68 30 26 24 28 32 20 18 17 22 24 0 50 100 150 200 250 300 350 400 450 500 20XX 20XX 20XX 20XX 20XX Number of Team Members Organizational Breakdown 397 429 352 400 454 Growth 8% -18% 14% 14% Stacked column chart (click on chart to edit in excel) 94 Support Operations Sales & Marketing HR & Legal Finance
  • 95.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER 100% stacked bar chart (click on chart to edit in excel) 95 % of Employees 45% 47% 50% 22% 25% 27% 20% 16% 13% 13% 12% 10% 202X 202X 202X Company Role Mix Generalists Specialists Supervisors Management
  • 96.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER Stacked column chart (click on chart to edit in excel) 4.4 5.2 5.9 7.9 3.1 3.3 3.7 4.2 1.9 2.6 3.7 4.7 0 2 4 6 8 10 12 14 16 18 2019 2020 2021 2022 Sales ($ Millions) Year Sales by Segments (2019 – 2022) 8.4 11.1 13.3 16.8 Segment 1 Segment 2 Segment 3 Best used to show overall and sub-segment trends. Make sure you have large enough segments, so it doesn’t get too messy, and always place the largest values on the bottom. 96
  • 97.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER 100% stacked column chart (click on chart to edit in excel) Focuses on the normalized relative trends of different segments but can also represent absolute values. Above is the same data from the preceding Stacked column chart to make a 100% stacked column chart. 47% 47% 44% 47% 33% 30% 28% 25% 20% 23% 28% 28% 0% 20% 40% 60% 80% 100% 2019 2020 2021 2022 Percentage of Overall Sales Year Sales by Segments (2019 – 2022) $8.4 m $11.1 m $13.3 m $16.8 m Segment 1 Segment 2 Segment 3 97
  • 98.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER Waterfall chart One of the go to charts of most top strategy consulting firms. The waterfall chart disaggregates elements and totals them as steps to create the whole. Often used to show the magnitude of the different elements that make up something. Typically start with the largest values on the bottom, unless some other dimension such as process flow or time better organizes the elements. In PowerPoint, go to Insert: Chart: Waterfall Q2 Sales Pipeline Contacted Targets Not Interested Prospects Couldn’t Convert New Customers 10,000 -7,000 3,000 -2,000 1,000 98
  • 99.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER Bubble chart Market Share Market Growth 5% 10% 15% 20% 0% 25% 50% 75% 100% $11m $4m $10m $5m $5m $15m Product A Product C Product B Product D Product E Product F Product Family 1 Product Family 2 PRODUCT PERFORMANCE Good way to visualize three or four dimensions. You can use the vertical and horizontal accesses, and the size, color and pattern within the bubbles. In PowerPoint, go to Insert: Chart: X Y Scatter: Bubble 99
  • 100.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER Radar chart (click on chart to edit in excel) 100 0 5 10 15 20 25 30 35 Performance Quality Features Service Performance Customer Perception– Product 1 vs Product 2 Product 1 Product 2
  • 101.
    INSERT LOGO ORCO. NAME - VIEW>MASTER>SLIDE MASTER TERMS OF USE Stratechi.com is owned and operated by StratTools Limited. Stratechi.com offers products including PowerPoint and Excel templates and content that include designs, text, icons, graphics, maps, pictures, and other digital content. Below these templates and the contents will also be described as “products”. The products are provided only via direct download. USAGE Stratechi.com permits you to download and use products, only in accordance with the terms below. IT IS ILLEGAL AND STRICTLY PROHIBITED TO DISTRIBUTE, PUBLISH, OFFER FOR SALE, LICENSE OR SUB-LICENSE, GIVE OR DISCLOSE TO ANY OTHER PARTY, THE PRODUCTS IN HARD COPY, DIGITAL FORM OR ANY OTHER MEDIUM WHETHER EXISTING OR NOT YET EXISTING, EXCEPT AS SPECIFICALLY PERMITTED BELOW. 1. LIMITED LICENSE You are granted a limited, non-exclusive, non-transferable license to use the products for the ALLOWED USAGE (2). You are not allowed to use the products except for that which is specifically listed in section ALLOWED USAGE (2). 2. ALLOWED USAGE Subject to the restrictions and limitations described under NOT ALLOWED USAGE (3), the products can be used to create derivative works or modifications to fit your own professional needs, provided that such works are not intended to be re-sold or published publicly for free distribution. 3. NOT ALLOWED USAGE a. Sell, distribute, sub-license, transfer or assign rights to the products and templates and any derivative products. b. Use or display the products and derivative works on websites or web pages (or similar) to induce or involving sale, license or other distribution of physical and digital products. c. Use, display, incorporate or bundle the products and derivative works on any product that results in a re-distribution or re-use of the website or web pages (or similar) to induce or involving sale, license or other distribution of digital products including presentation templates, websites templates, websites designs, stock images (this includes custom designed websites). d. Use the products and derivative works in design template applications intended for resale, online or by other means. e. Use the products and derivative works in any way that could be considered defamatory, libelous, immoral, obscene or fraudulent, or illegal, either by making physical changes to it, in the juxtaposition to accompanying text or images, or otherwise. 101