Sales OverDrive, LLC Rapid Insights Offer Overview

Rapid Insights™

Confidential - Sales OverDrive LLC, 2013PAGE:

Measure - Audit - Map

speed direction

top-lineperformance

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PAGE: Confidential - Sales OverDrive LLC, 2012

Insight - Experts - Implementation

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Top-Line Point of View

Stuck Performance

On-Par Performance

High Performance

1 out of 10 Organizations are High-Performing

1 2 3 4

30%

FailingPerformance

30% 30% 10%



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WhatWhat is the op+mal mix and priori+es for top-‐line growth?

WhyWhy are we not a high-‐performing organiza+on?

HowHow much is it going to cost to improve top-‐line growth?

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2

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Top-Line Most Valued Outcomes

Investor - Owner - CXO



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2 3

Audit™Goals

“Pinch-‐Points” Gaps

RoadMap™People, Process, Resources

Priori+es and Costs

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Scorecard™Revenue Drivers

Revenue Accelerators

Rapid Insights™ Process

Measure Audit Map



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3-‐5 Online Mee+ngs

Virtual

1-‐2 daysOn-‐Site

On-‐Site

Rapid Insights™ Approach

Surveys - Research - Interviews - Collaboration - Deliverables



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speed direction

top-lineperformance

Deliverables



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Markets• Targeting

• Know your

Customers

• Know your

Competition

Message• Elevator Pitch

• Message Mapping

• Brand

Management• Selling Culture

• Face to Market

• Leadership

Momentum• Key Account Development

• Channel Development

• Influence the Influencers

• Communication Channels

Revenue Model• Transaction vs.

Relational

• Direct vs. Indirect

• Inbound vs. Outbound

• Value Disciplines

Product/Service• Product/Service

Superiority

• Positioning

• Value

• Pricing

Revenue Process• Defined Revenue

Process

• Revenue Planning

• Compensation Plans

• Toolkits

Technology• Data Mgmt.

• Lead to Revenue Mgmt.

• Relationship Mgmt.

Talent• Recruiting

• Teaming

• Training

• Coaching

• Mentoring

Measurement• Dashboard

• Pipeline Mgmt.

• Analytics

Top-Line Drivers and Accelerators for High Performance

On Par Performance Stuck Performance Poor PerformanceHigh Performance



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Rapid Insights Scorecard™

0

1

2

3

4

5

6

7

8

9

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Product/Service Markets Message Management Momentum Model Revenue Process Talent Technology Measurement

5.3

4.3

3.03.7

3.3

5.3

1.8

4.04.7

1.0

Current State - March 2012

high performance

stuck performance

under performance

on-par performance



Rapid Insights Scorecard™ by Revenue Drivers

Management

RevenueDrivers

SU

O H

TalentTechnologyMeasurementManagement

MarketsMessageMomentumRevenue Process

Unde

r Per

forma

nce Stuck Performance

On-P

ar P

erfor

manc

e High Performance

Product/ServiceRevenue Model



Rapid Insights Scorecard™ by Revenue Accelerators

Management

Accelerators

SU

O H

TrainingElevator PitchAnaly+csMessage MappingPipeline Mgmt.Revenue ProcessKey Acct. DevelopmentCompensa+on PlansToolkitsDashboards

BrandPricingValueProduct/Service SuperiorityLeadership

Unde

r Per

forma

nce Stuck Performance

On-P

ar P

erfor

manc

e High Performance

Face to MarketPosi+oningRevenue PlanningChannel DevelopmentLead to Revenue Mgmt.CoachingSelling CultureKnow Your Customers

Targe+ngTransac+on vs. Rela+onalDirect vs. IndirectInbound vs. OutboundCommunica+on Channels

Influence the InfluencersData Mgmt.Recrui+ngTeamingRela+onship Mgmt.



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Situ

atio

nal A

naly

sis

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1

3

4

Marketing

• Add product marketing leader • Add Interim Leadership• SWOT and competitive analysis

of data visualization landscape• Identify top 100 ideal target

accounts• Identify top 20 data technology

and service provider partners

Communication

• Add marcom leader• Add MSP’s• Finalize elevator pitch and

message mapping• Update key communication

assets to include website, ppt, and case studies and product leadership content.

• integrated channels to include direct, internet, SEO, PR, Analysts and Investor Relations

• Add marketing automation platform.

Goals

Selling

• Add Inside Sales Professional(s)• Add key account Professional(s)• Add business Development

Professional(s)• Add Interim Leadership• Install Revenue Plan• Install sales process and training• Install, KPI’s, Scorecards and

dashboard• Install Measurement & Rewards• Optimize CRM

Serving

• Add Account Manager(s)• Install Account Management Process• Develop KPI’s and Scorecards• Capture & Re-use Best Practices• Document successes & competition

Immediate Impact Areas

1. Pricing and Terms

2. Targeting

3. Sandbox and Competitors4. Messaging and Communication Channels

5. Key Account Development6. Centers of Influence

7. Relational Revenue Process

8. Resources Optimized for model9. KPI's and Measurement

10. Capture and Re-use Best Practices

$1M

Rapid Insights Roadmap™ $5M

$15MMarket

LeadershipOperational Scale

Sustained Revenue Growth



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Rapid Insights RoadMap™ - 12 Month Project Plan

OctSeptAugJulyJuneMayAprMarFebJan Nov Dec

Add Marketing Communication Professional

Add MSP’s and List Optimization

Recruiting

Recruiting

Recruiting Add Inside Sales Professional(s)

Recruiting Add Key Accounts and Channel Development Professional

Recruiting Add Client Services Professional

Interim Marketing and Sales Leadership

Internet Marketing (Video, Newsletters, Whitepapers, PPT etc)

Direct Marketing (WebSite, SEO and Internet)

Influence the Influencers - PR - Analysts Relations - Trade Shows

DigitalAssets

Install Sales Process, Tools, Training, Scorecards, Dashboards S.W.O.T. Analysis Install Acc Mgmt Process

Optimize Salesforce.com

Install Marketing Automation Service

People Process Technology



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Month1 Month2 Month3 Month4 Month5 Month6

People: Head-Count Cost Head-Count Cost Head-Count Cost Head-Count Cost Head-Count Cost Head-Count Cost

Product Marketing Professional (o) $0 $ 0 $ 0 $ 0 $ 0 $ 0

Marketing Communication Professional $0 $ 0 $ 0 1 $ 6,000 1 $ 6,000 1 $ 6,000

Marketing Support Professional (o) 2 $3,900 2 $ 3,900 2 $ 3,900 2 $ 3,900 2 $ 3,900 2 $ 3,900

Inside Sales Professional $0 $ 0 $ 0 1 $ 6,000 1 $ 6,000 1 $ 6,000

Key Accounts and Channel Dev. Professional $0 $ 0 $ 0 $ 0 $ 0 $ 0

Client Services Professional $0 $ 0 $ 0 $ 0 $ 0 $ 0

Sales Leadership, Coaching & Consulting (o) 2 $15,000 2 $ 15,000 2 $ 15,000 2 $ 15,000 2 $ 15,000 2 $ 15,000

Total People 4 $18,900 4 $ 18,900 4 $ 18,900 6 $ 30,900 6 $ 30,900 6 $ 30,900

Resources:

Recruiting(o) $22,050 $ 0 $ 18,750 $ 18,000 $ 0 $ 19,500

SWOT (o) $0

Direct Marketing $15,000 $ 0 $ 25,000 $ 25,000

Internet Marketing $0 $ 10,000 $ 3,500 $ 3,500 $ 3,500 $ 3,500

Tradeshows $ 25,000 $ 25,000

PR and AR Relations $0 $ 0 $ 0 $ 5,000 $ 5,000 $ 5,000

Total Resources $37,050 $ 10,000 $ 47,250 $ 51,500 $ 8,500 $ 78,000

Technology:

Marketing Automation $0 $ 0 $ 0 $ 1,000 $ 1,000 $ 1,000

CRM $0 $ 0 $ 0 $ 500 $ 500 $ 500

Total Technology $0 $ 0 $ 0 $ 1,500 $ 1,500 $ 1,500

Total Incremental $55,950 $ 28,900 $ 66,150 $ 83,900 $ 40,900 $ 110,400

Rapid Insights Roadmap™ - 12 Month Cash Flow



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Thank You and Next Steps!

www.salesoverdrive.com866-294-6767

http://www.salesoverdrive.com

http://www.salesoverdrive.com

Sales OverDrive, LLC Rapid Insights Offer Overview

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