This document outlines a presentation on the Enterprise Business Model (EBM), which is a software program developed to help businesses improve performance. The presentation will explain what the EBM is, its goals of achieving financial gains through efficiency improvements, and how it can provide managers a comprehensive overview of business processes to enhance performance. The EBM has been endorsed by several industry professionals and shown to sales teams to demonstrate how to gain competitive advantages.
Since the economic downturn, many retailers cut staffing levels to bare minimum in order to weather the storm. As the economy turnaround continues and consumer spending starts to increase, there is a renewed opportunity to enhance brand image with both old and new customers. Execution is as important as ever. Quality service levels are required to convert foot traffic to sales while perfect field execution must be achieved to implement corporate strategies to capitalize on the investment of targeted marketing campaigns.
Since the economic downturn, many retailers cut staffing levels to bare minimum in order to weather the storm. As the economy turnaround continues and consumer spending starts to increase, there is a renewed opportunity to enhance brand image with both old and new customers. Execution is as important as ever. Quality service levels are required to convert foot traffic to sales while perfect field execution must be achieved to implement corporate strategies to capitalize on the investment of targeted marketing campaigns.
Hp: overhauling a vast corporate sales force by Hewlett-Packard Rajib Mia
Case Study-Hp: overhauling a vast corporate sales force solve question by review paper.
presentation on Hp: overhauling a vast corporate sales force,
presentation on Hp sales force,
HP: Overhauling a Vast Corporate Sales Force Discussion Questions. HP: Overhauling a Vast Corporate Sales Force Discussion Questions.
Aim at cost-efficient and error-free solutions by employing BPA PowerPoint Presentation Slides. The business automation presentation contains various slides that explain current state analysis, automation implementation areas, such as the market department, human resource department, finance department, etc. Describe the need for business process automation by the companies by showcasing the challenges faced such as decreased productivity, inefficient task management, diminishing quality, etc. The slide explains different business automation processes such as file transfer, report generation, order entry, spreadsheets, etc. Showcase the areas where automation is implemented including marketing, human resourcing, finance, and accounting with the help of business automation PPT themes. Our company automation PPT visuals help in describing marketing automation training programs for employees. This business process reengineering slide deck is useful in explaining market automation’s impact on customer performance. Details like challenges faced by the HR department due to lack of automation, the impact of automation on HR management can be presented with the business process automation PowerPoint presentation. https://bit.ly/3di6qat
This IDC study discusses the results of IDC's research of the sales operations function. This research provides a detailed evaluation and analysis of the best and emerging practices across sales operations teams at the technology industry's largest and best-performing companies. A framework is provided to help sales operations teams identify key weaknesses and gaps in their current structure. Also provided is IDC's guidance on the key components required to enable the transition to the next-generation sales operations team, including recommendations sales operations staffing levels.
"Sales costs are outpacing revenue growth, sales organizations are increasing in complexity, and IT buyers continue to indicate that sales reps are out of touch with their needs," says Michael Gerard, vice president of IDC's Sales Advisory Practice. "The sales operations team must be the key driver and catalyst for increased productivity across the sales organization, setting the vision for its future and maintaining the path toward this vision. However, significant organizational and structural changes are required with sales operations teams to achieve this goal. With the right strategy and individuals in place, sales operations teams have the potential to be the catalyst for establishing a best-in-class, agile sales organization."
Hp: overhauling a vast corporate sales force by Hewlett-Packard Rajib Mia
Case Study-Hp: overhauling a vast corporate sales force solve question by review paper.
presentation on Hp: overhauling a vast corporate sales force,
presentation on Hp sales force,
HP: Overhauling a Vast Corporate Sales Force Discussion Questions. HP: Overhauling a Vast Corporate Sales Force Discussion Questions.
Aim at cost-efficient and error-free solutions by employing BPA PowerPoint Presentation Slides. The business automation presentation contains various slides that explain current state analysis, automation implementation areas, such as the market department, human resource department, finance department, etc. Describe the need for business process automation by the companies by showcasing the challenges faced such as decreased productivity, inefficient task management, diminishing quality, etc. The slide explains different business automation processes such as file transfer, report generation, order entry, spreadsheets, etc. Showcase the areas where automation is implemented including marketing, human resourcing, finance, and accounting with the help of business automation PPT themes. Our company automation PPT visuals help in describing marketing automation training programs for employees. This business process reengineering slide deck is useful in explaining market automation’s impact on customer performance. Details like challenges faced by the HR department due to lack of automation, the impact of automation on HR management can be presented with the business process automation PowerPoint presentation. https://bit.ly/3di6qat
This IDC study discusses the results of IDC's research of the sales operations function. This research provides a detailed evaluation and analysis of the best and emerging practices across sales operations teams at the technology industry's largest and best-performing companies. A framework is provided to help sales operations teams identify key weaknesses and gaps in their current structure. Also provided is IDC's guidance on the key components required to enable the transition to the next-generation sales operations team, including recommendations sales operations staffing levels.
"Sales costs are outpacing revenue growth, sales organizations are increasing in complexity, and IT buyers continue to indicate that sales reps are out of touch with their needs," says Michael Gerard, vice president of IDC's Sales Advisory Practice. "The sales operations team must be the key driver and catalyst for increased productivity across the sales organization, setting the vision for its future and maintaining the path toward this vision. However, significant organizational and structural changes are required with sales operations teams to achieve this goal. With the right strategy and individuals in place, sales operations teams have the potential to be the catalyst for establishing a best-in-class, agile sales organization."
Professionell Feedbacks geben - so klappt'sFundCom AG
Im Workshop "Professionell Feedback geben - so kommen Rückmeldungen gut an", üben leitende Aussendienstmitarbeitende bei der führenden Fundraising-Agentur Corris, wie man professionell Feedbacks gibt. Die Folien sind eine Auswahl aus einer umfassenden Präsentation zum Thema.
Earley & Associates: Marketing Ops and e-TaxonomyMayer Becker
Earley & Associates is a leading taxonomy consulting firm, who sponsor regular online seminars to help executives and IT professionals understand the importance of building and maintaining a taxonomy.
Describes what a target operating mode is, and the process to distill a target operating model from a business vision or set of business strategic aims
Peter Lyon. "Scaling your SaaS business with Customer Success (and boost your...Octopus Events
OK, you’ve just achieved $1M (or more) in ARR and ready to start scaling your SaaS business. Investing in Sales and Marketing is the obvious choice, but focusing Customer retention can also help drive up your revenue. Simply put, you need to hold on to those customers that cost you so much in sales and marketing but you may need to let the ones that are draining you of expensive engineering. This talk will cover the following:
1. Why the VC’s want you to have a Customer Success plan?
2. When do I know I need to create my first Customer Success role/function?
3. What are the foundations of Customer Success?
4. What are the quick wins for Customer and Revenue retention?
5. What are the key metrics to use to gauge successful customer and revenue retention?
1. THE `EBM` AS SALES TOOLTHE `EBM` AS SALES TOOL
PRESENTED BYPRESENTED BY
COLIN THOMPSONCOLIN THOMPSON
2. `ENTERPRISE BUSINESS MODEL``ENTERPRISE BUSINESS MODEL`
PRESENTATION TO ANYONEPRESENTATION TO ANYONE
THE RATIONAL BEHIND THE `EBM`THE RATIONAL BEHIND THE `EBM`
A SALES TOOLA SALES TOOL
3. The Enterprise BusinessThe Enterprise Business
ModelModel
(The EBM)(The EBM)
Presentation toPresentation to ……anyoneanyone
4. This presentation will guide you through theThis presentation will guide you through the
Enterprise Business ModelEnterprise Business Model by explainingby explaining
What the precise aim of the EBM isWhat the precise aim of the EBM is
The backgroundThe background
Rationale behind the EBMRationale behind the EBM
What the EBM isWhat the EBM is
Who has seen itWho has seen it
How it can help youHow it can help you
Why you need itWhy you need it
When you might use itWhen you might use it
Where it should be usedWhere it should be used
How it is best usedHow it is best used
Who will benefit the mostWho will benefit the most
5. What exactly is the aim of EBM ?What exactly is the aim of EBM ?
The EBM is a software program developed by aThe EBM is a software program developed by a
team of senior managers to address everyteam of senior managers to address every
aspect of business performance. It uses aaspect of business performance. It uses a
printing business as a case studyprinting business as a case study
Its aim is to achieve greater financial returns onIts aim is to achieve greater financial returns on
existing and future levels of sales turnoverexisting and future levels of sales turnover -- byby
the application of multiple 1% financial andthe application of multiple 1% financial and
efficiency gainsefficiency gains
6. The backgroundThe background
The EBM helps business managers, investorsThe EBM helps business managers, investors
and suppliers to gain a complete overview of theand suppliers to gain a complete overview of the
linked processes that affect businesslinked processes that affect business
performanceperformance
The model identifies practical methods ofThe model identifies practical methods of
improving bottom line performance andimproving bottom line performance and
improving cash flow on a daily basisimproving cash flow on a daily basis
7. The rationale behind the EBMThe rationale behind the EBM -- 11
The EBMThe EBM is aboutis about youryour businessbusiness
It takes the printing industry as its modelIt takes the printing industry as its model
It helps management compete more effectivelyIt helps management compete more effectively
and successfully in todayand successfully in today’’s difficult markets difficult market
conditionsconditions
It is a powerful, easy to use, management toolIt is a powerful, easy to use, management tool
packed with cost saving ideas and industry bestpacked with cost saving ideas and industry best
practicepractice
8. The rationale behind the EBMThe rationale behind the EBM -- 22
The EBM showsThe EBM shows
How to achieve a greater financial return onHow to achieve a greater financial return on
existing levels of sales turnoverexisting levels of sales turnover
How to systematically improve your overallHow to systematically improve your overall
business performancebusiness performance
How management can structure and controlHow management can structure and control
processes to make more out of what alreadyprocesses to make more out of what already
existsexists
9. The rationale behind the EBMThe rationale behind the EBM -- 33
The results obtained by using the EBMThe results obtained by using the EBM
will only be limited by your ownwill only be limited by your own
determination to improve financialdetermination to improve financial
and cultural performance in aand cultural performance in a
‘‘worldworld--classclass’’ businessbusiness stylestyle
The EBM showsThe EBM shows the why, the howthe why, the how
and the way forward !and the way forward !
10. What is the EBM ?What is the EBM ?
It is a management tool for providing a greaterIt is a management tool for providing a greater
understanding ofunderstanding of
Company strategyCompany strategy
Selling and marketing rationaleSelling and marketing rationale
Production processesProduction processes
Financial proceduresFinancial procedures
How to effectively manage changeHow to effectively manage change
11. Who has seen the EBM ?Who has seen the EBM ?
It is endorsed by industry professionals at the cuttingIt is endorsed by industry professionals at the cutting
edge of modern printing technologies e.g.edge of modern printing technologies e.g.
TJ International, Beacon Print,TJ International, Beacon Print,
Imprint Business Systems,Imprint Business Systems,
OCE UK, Europe and USAOCE UK, Europe and USA
It has been presented to UK Sales and customerIt has been presented to UK Sales and customer--facingfacing
teams to show them how to use the EBM to gain ateams to show them how to use the EBM to gain a
competitive edge with customers and reach the topcompetitive edge with customers and reach the top
decision makersdecision makers
12. How can the EBM help you ?How can the EBM help you ? -- 11
By providing a complete overview and mini health checkBy providing a complete overview and mini health check
of any businessof any business
By focusing on the things that can be changed inBy focusing on the things that can be changed in
manufacturingmanufacturing –– and the things that cannotand the things that cannot
By setting out the principles of business excellenceBy setting out the principles of business excellence –– thethe
EFQM ModelEFQM Model
By visually documenting ISO 9001:2000 qualityBy visually documenting ISO 9001:2000 quality
management processes and showing the costmanagement processes and showing the cost--benefitsbenefits
of ISO 14001 environmental strategiesof ISO 14001 environmental strategies
By showing the main business process workflows inBy showing the main business process workflows in
diagrammatic form . . .diagrammatic form . . .
13. How can the EBM help you ?How can the EBM help you ? -- 22
. . . by showing how a business. . . by showing how a business
is able tois able to
gain effective controlgain effective control
over its processesover its processes
14. When would you use the EBM ?When would you use the EBM ?
To assure investors, business managers, staff andTo assure investors, business managers, staff and
suppliers that the business has a planned strategy to gosuppliers that the business has a planned strategy to go
forwardforward
To train customerTo train customer--facing staff to look deeper into thefacing staff to look deeper into the
management of the customer relationshipmanagement of the customer relationship
As a preAs a pre--sales check to ensure that the prospect cansales check to ensure that the prospect can
manage changemanage change
In the postIn the post--sales stage to verify that processessales stage to verify that processes ‘‘joinjoin--upup’’,,
benefits are realised and payment secured on timebenefits are realised and payment secured on time
15. Where should you use the EBM ?Where should you use the EBM ?
Where an impact assessment of new equipmentWhere an impact assessment of new equipment
is required within the businessis required within the business
Where any of the key discipline areas ofWhere any of the key discipline areas of
performance are subperformance are sub--optimaloptimal
Where there is a need to improve margins due toWhere there is a need to improve margins due to
erosion by competitionerosion by competition
Where high turnover provides disappointingWhere high turnover provides disappointing
financial returnsfinancial returns
16. How is the EBM best used ?How is the EBM best used ?
As a ready reference for unfamiliar areas of theAs a ready reference for unfamiliar areas of the
businessbusiness
To enable managers to understand theTo enable managers to understand the
processes that they are managingprocesses that they are managing
To support business excellence byTo support business excellence by
consensusconsensus
As a desktopAs a desktop ‘‘pocket consultantpocket consultant’’
17. Who will benefit the mostWho will benefit the most
Company DirectorsCompany Directors
Business Managers inBusiness Managers in
Sales and MarketingSales and Marketing
ProductionProduction
FinanceFinance
Change ManagementChange Management
Quality and Environmental SystemsQuality and Environmental Systems
System IntegrationSystem Integration
Anyone who is integral to the ongoing performance ofAnyone who is integral to the ongoing performance of
the businessthe business –– which naturally includeswhich naturally includes all theall the
stakeholdersstakeholders ♣♣
24. TEAM WORKTEAM WORK
ALL`ALL` THE BAND NEEDS TO KEEP IN TUNE TO MEASURE `THE RETURNTHE BAND NEEDS TO KEEP IN TUNE TO MEASURE `THE RETURN``
25. `TO THE SUCCESSFUL FUTURE``TO THE SUCCESSFUL FUTURE`
THANK YOU FOR THE OPPORTUNITY TODAYTHANK YOU FOR THE OPPORTUNITY TODAY
COLIN THOMPSONCOLIN THOMPSON
colin@cavendishcolin@cavendish--mr.org.ukmr.org.uk
www.cavendishwww.cavendish--mr.org.ukmr.org.uk
26. COPYRIGHTCOPYRIGHT
CHRIS SPRINGFORD and COLIN THOMPSONCHRIS SPRINGFORD and COLIN THOMPSON
THIS WORK IS PROTECTED BY COPYRIGHT. THE RIGHTS COVEREDTHIS WORK IS PROTECTED BY COPYRIGHT. THE RIGHTS COVERED
BY THIS ARE RESERVED, IN PARTICULAR THOSE OF TRANSLATING,BY THIS ARE RESERVED, IN PARTICULAR THOSE OF TRANSLATING,
REPRINTING, RADIO BROADCASTING, REPRODUCTION BY PHOTOREPRINTING, RADIO BROADCASTING, REPRODUCTION BY PHOTO--
MECHANICAL OR SIMILAR MEANS AS WELL AS THE STORAGE ANDMECHANICAL OR SIMILAR MEANS AS WELL AS THE STORAGE AND
EVALUTION IN DATA PROCESSING INSTALLATIONS EVEN IF ONLYEVALUTION IN DATA PROCESSING INSTALLATIONS EVEN IF ONLY
EXTRACTS ARE USED. SHOULD INDIVIDUAL COPIES FOREXTRACTS ARE USED. SHOULD INDIVIDUAL COPIES FOR
COMMERCIAL PURPOSES BE MADE WITH WRITTEN CONSENT OFCOMMERCIAL PURPOSES BE MADE WITH WRITTEN CONSENT OF
THE PUBLISHERS THEN A REMITTANCE SHALL BE GIVEN TO THETHE PUBLISHERS THEN A REMITTANCE SHALL BE GIVEN TO THE
PUBLISHERS IN ACCORDANCE WITH SECTION 54. PARA 2, OF THEPUBLISHERS IN ACCORDANCE WITH SECTION 54. PARA 2, OF THE
COPYRIGHT LAW. THE PUBLISHERS WILL PROVIDE INFORMATIONCOPYRIGHT LAW. THE PUBLISHERS WILL PROVIDE INFORMATION
ON THE AMOUINT OF THIS REMTTANCE.ON THE AMOUINT OF THIS REMTTANCE.
