2. Introducing TGG
• We are Revenue Strategists
– We specialize …
• In finding more ways to generate revenues from
existing products, technologies, and services.
– We enable clients to …
• Improve distribution
• Build and strengthen relationships with partners
• Find non-obvious sources of distribution
• Since 1989, TGG has been serving growth companies and mature
organizations in the US and abroad
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4. TGG Services
• Revenue Strategy Assessments
• Repurposing Existing Products or Technologies
• Distribution and Sales Channel Development
• Preparing Companies for Funding or Exit Events
• Research, Opportunity Identification, and Strategy Development
• Business Process, Root-Cause and Risk Analysis
• Hands-on Implementation and Interim Management
• Team Assessments and No-nonsense Executive Advice
• Improving Customer Experience and Customer-Facing Processes
• Business Case and Business Plan Development
• Investor Presentations and Collateral Development
• Fraud, Credit and Risk Identification and Management Solutions
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5. TGG Engagements
• Typical Revenue Strategy Engagement:
– 3 phases: Research, Strategy, Execution
– Research Phase: 30-45 days (in 10 day “sprints’)
– Strategy Phase: 20-30 days
– Execution Phase: Dependent on Client Need
• Specialized Services:
– Revenue Strategy Assessment (RSA): 5-20 days
– Research Sprint: 10 days
Copyright 2011 - The Gendreau Group
6. Results… Not Just Reports
• Revenue Strategy Insights
Researching the market to uncover opportunities and
qualify their potential in order to develop a fact-based
business case and actionable recommendations.
• Revenue Strategy Development
Collaborating with our clients to determine which
recommendations to implement, and then building the
appropriate business or action plan to guide
implementation.
• Revenue Strategy Execution
Assisting clients by opening doors, creating
relationships, and where required, negotiating
agreements. The primary deliverable from this phase
is actual revenues.
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7. Results: Examples
Client Results
HNC Software $35M in revenues realized during the 1st full year after
repurposing neural network credit solution for telecoms
Cogent Research Business valued at < 1X revenues wanted 4X at exit in 3-5
years. Less than 1 year after engaging TGG, they received
an unsolicited offer for almost 3X revenues.
Mindport Moving operations from NL to US required exiting billing
business and moving into digital rights management.
GM Enabled GM how to increase repair revenues for dealers
using cellular technologies. This became OnStar.
Nextel Monetized push-to-talk services.
Awarepoint Created highly successful strategic funding relationships
Copyright 2011 - The Gendreau Group
8. Revenue Strategy Services
Possibilities:
– Revenue Strategy Assessments
– Revenue Strategy Development or Enhancement
– Repurposing Existing Technologies
– IP Portfolio Assessments
– Market Research and Needs Analysis
– Improving Customer Service
– Hands-on Strategy Implementation Support
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9. More revenues from existing products or existing markets.
• Distribution
• Repurposing
• Increasing Valuation
The Gendreau Group
Timothy Gendreau, Principal
Susan Wayo, Principal
www.gendreaugroup.com
760.635.0808
Copyright 2011 - The Gendreau Group
10. Revenue Strategies Map
Grow Valuation Change The Game
Revenue Strategies: Revenue Strategies:
New • Open New Distribution Channels • Repurpose for Acquisition
Markets • Repurpose Inside Assets • Repurpose for Divestiture
• Reposition Company &Offerings • Create, Sell or Acquire Entities
• Acquire or Partner
Improve Valuation Grow Valuation
Revenue Strategies: Revenue Strategies:
Existing • Strengthen Distribution • Repurpose Outside Assets
Markets • Enhance Customer Experience • Acquire
• Improve Efficiencies • Partner
• Strengthen Positioning
• Divest Unprofitable Assets
Existing Products New Products
Copyright 2011 - The Gendreau Group
Editor's Notes
We structure our work plans, agreements and fee structure to reflect the nature of revenue strategy challenge we are addressing for a client. However, a typical TGG engagement has three phases: Revenue Strategy Insights: Researching the market to uncover opportunities and qualify their potential in order to develop a fact-based business case and actionable recommendations.Revenue Strategy Development: Collaborating with our clients to determine which recommendations to implement, and then building the appropriate business or action plan to guide implementation.Revenue Strategy Implementation: Assisting clients by opening doors, creating relationships, and where required, negotiating agreements. The primary deliverable from this phase is actual revenues.