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What is ? September 2012Monday, September 3, 2012
What is Terravide? Terravide is an application that supports SMBs to enterprise companies and works with Salesforce and other CRM tools to help sales professionals to intelligently create and manage sales territories with the goal to increase efficiency and to maximize sales revenue. ter·ri·to·ry [ter-i-vahyd] Noun 1. SAAS product designed to algorithmically divide territories based on optimal variables. Verb (used without object) 2. To use Terravide to analytically divide and assess sales territories for maximum efficiency and output. www.terravide.com @SalesMonday, September 3, 2012
What is the problem? Inbound sales funnel Territory Creation & Management Sales Data collection Sales Territory Analysis Balance Manage Visualize Sell Lead generation CRM (i.e. Excel Excel Data loader None sources (i.e. Salesforce) Hoovers) Excel and pivot tables are primarily used to Finalized territories Depending on the Sales teams Census/NCES integrate data into normalized tables. The data are entered into the territory complexity, receive their sources are then examined for key metrics company’s CRM companies cobble territory CRM depending on the organization. platform so the leads, together images or assignments (i.e. Salesforce) ... opportunities, just use excel to ideally though a Lastly, the resulting territories are created accounts can be publish and CRM tool Disparate input files and accounting for ‘balance’ - which is a critical managed and tracked communicate processes that support the prerequisite for sales compensation planning. by the sales force. territories sales process with no sense of Currently this is all done manually to Currently third party uniformity, consistency, or determine the “best guess” optimization with ‘Data Loaders’ are reliability. Data collection is increased opportunity for inefficiencies and used to re-import critical to sales strategy lost revenue. territory ownership. implementation. Terravide helps to solve this by addressing the following pain points: • Time intensive to collect and integrate relevant data • Difficult to setup this process efficiently in a growing company and time intensive • Must be highly repeatable to support growing teams - teams that are doubling sales force must re-create territories every time www.terravide.com @SalesMonday, September 3, 2012
The Terravide Solution Inbound sales funnel Territory Creation & Management Sales Data collection Sales Territory Analysis Balance Manage Visualize Sell Lead generation CRM (i.e. Data Terravide Salesforce) sources (i.e. Salesforce Salesforce Google Maps loader Algorithm & App Hoovers) Sales teams Census/NCES receive their Terravide takes Algorithm Finalized territory Terravide leverages territory data from your automatically creates sets can then be CRM Google Maps to assignments (i.e. Salesforce) account ables optimum territories. pushed into visually display ideally though a (Leads/Opportunity/ User can weak Salesforce territories, dynamic CRM tool Accounts) and uses territories to fit automatically modifications, and this to determine needs.Users can without the need of visualized accounts how to equally create multiple sets separate data (i.e.. Density heat partition sales depending on different loaders and reps maps) territories. metrics (i.e. population will have instant vs number of access to their new universities) territories. Terravide will help to: • Contribute to the organizations sales strategy (resulting in better planning efforts) • Save time (resulting in cost savings) • Greater sales team efficiency (resulting in increased sales) www.terravide.com @SalesMonday, September 3, 2012
Product Preview Easy, simple to use, and effective territory creation and management system. Datasets allows use of Automatic territory third party data and the sets are balanced ability to new territories component values are (i.e. List based displayed for easy opportunities, census analysis. Users can data, etc) easily tweak territories by dragging and dropping components as necessary. Filters allow the user to manipulate territory results to find the best “Balance-by” displays fit. total aggregate value for each territory. This value can be modified to fit the needs of the organization. For Map visually displays example, territories can territories rather than be equalized by “Total relying on lists. Number of Accounts” in Dynamically updates as a territory or by ‘Total territories change. Opportunity Dollar Provides the added Amount”. benefit of visual confirmation and appropriateness of each territory shape. www.terravide.com @SalesMonday, September 3, 2012
Competition Current competing problems exist but the vast majority of them are flawed in one or several areas. * Alternative solutions are insufficient for the SMB for the following reasons: • Solutions are desktop based requiring installations and dedicated servers. Desktop • Desktop solutions are feature bloated with unnecessary, complex, and hard to use features. • Solutions live limited, or in many cases, no integration with CRM platforms (i.e. CRM Salesforce) or Marketing Automation Products (i.e. Marketo, Eloqua, etc) Integration • Integration (if possible) typically allows a ‘pull’ but cannot push quality data back onto the CRM / Sales management system. Price • SMBs are priced out of Territory Creation & Management solutions. Heavy solutions, old pricing structures, and antiquated revenue models are ripe for an update. • Existing legacy solutions are not flexible and cannot adequately adapt to the variety Workﬂow of companies who need this function. Integration • Terravide is being built from the ground up to compliment and optimize the Sales Operations process to create efficiencies and to maximize revenue.*Acquired by IBM (May 2012) www.terravide.com @Sales Monday, September 3, 2012
The Team Formerly at Deloitte Consulting, PayPal, and JP Morgan with a background in both marketing strategy, operations, and process Lou Hong improvement (Six Sigma Green). He has been actively involved in (Product) the startup scene, previously working on a gaming recommendation site and StartupRoots, a non-profit in Silicon Valley that provides mentorship and startup opportunities to students. Jeremy Hageman (Tech) military foundation (ultimate team model, mission, etc...) consulting (attacking David Hong a problem), implementation (tools, process, etc..), worked in hardware/ (Advisor) healthcare/software/saas sales environments and totalling 10+ yrs of sales ops experience www.terravide.com @SalesMonday, September 3, 2012
Conclusion Summary Terravide is an application that supports SMBs to enterprise companies and works with Salesforce and other CRM tools to help sales professionals to intelligently create and manage sales territories to increase efficiency and to maximize sales revenue. Terravide targets the $400B sales industry. Ideal customers have 5 to 100 sales representatives and segment their sales geographically. These companies are experiencing high growth on sales teams thereby needing to re-create sales territories as sales members join. Terravide is to be the “Gmail/Mint of Sales Territory Creation and Management”. Product Roadmap Oct/Nov 2012 Dec/Jan 2012 Feb/Mar 2013 Apr/May 2013 Jun/Jul 2013 Updated Launch/Test Salesforce Launch Add zip codes Algorithm v2 pricing Data Loading Salesforce App Add int’l region Beta Testers Accomplishments Next Steps 5 • Kickoff (Jan 2012) • Updated Algorithm (v2) • Prototype 1 (March 2012) • International region expansion • ‘Unicorn’ prototype 2 (June • Include zip code granularity 2012) • Salesforce data loader • Public launch (August 2012) • Salesforce App (for AppExchange) • Analytic tools (i.e. Territory scoring) www.terravide.com @SalesMonday, September 3, 2012
• Company Purpose 1 Define the company/business in a single declarative sentence. Problem 1 Describe the pain of the customer (or the customer’s customer). 2 Outline how the customer addresses the issue today. Solution 1 Demonstrate your company’s value proposition to make the customer’s life better. 2 Show where your product physically sits. 3 Provide use cases. Why Now 1 Set-up the historical evolution of your category. 2 Define recent trends that make your solution possible. Market Size 1 Identify/profile the customer you cater to. 2 Calculate the TAM (top down), SAM (bottoms up) and SOM. Competition 1 List competitors 2 List competitive advantages Product 1 Product line-up (form factor, functionality, features, architecture, intellectual property). 2 Development roadmap. Business Model www.terravide.com @SalesMonday, September 3, 2012