The Playbook for Revenue Excellence

Transcription

1 The Playbook for Revenue Excellence Service Methodologies Getting Started Service Delivery Templates FlightPlan IntelBooster SocialBooster, EventBooster, PRBooster, CampaignBooster Brand Strategy Online Campaign Builder Event Plan GrowthStep Routes to Market Portfolio Approach M&A Corporate Development Market Segmentation & Community Focus Alternative Distribution Market Research Intelligence Market Intelligence, Pricing Intelligence, Product Intelligence, Brand Intelligence Buyer Intelligence M&A Research Intelligence Contact us for pragmatic, no obligation intelligence for your industry sector and growth strategy.

2 Revenue Strategies for Growth Why Ephor Group? Whether you are looking to expand into new markets, roll out a new product/service, or simply seeking to accelerate sales growth; identifying active revenue opportunities is key to prioritizing your sales resources. The status quo for many organizations is a siloed approach marketing buys contacts, sales buys leads and this results in duplication of information while wasting precious time, resources and productivity. But the difference between a weak brand and a branded sector leader can be seen in the operating performance of the company. Outcomes created working with Ephor Group: Validated GoToMarket strategy for revenue growht beyond organic direct sales with account intelligence at its core. The New Economy will no doubt challenge the best of minds and businesses. Accelerating revenue growth starts with actionable intelligence about your target market. Our experience had taught us that a holistic expansion of revenue sources creates the most effective outcomes, while creating the foundation for long-term wealth creation. Of course, expansion is never easy, and does not happen overnight. With Ephor you get Experienced Team Relationship Approach Strong Advisory Capabilities Focused Strategy Integrated Services Deep industry expertise as investors & operators in software and BPO services. Expertise includes strategic expertise and GoToMarket specialists. Senior partner supported by team of specialists. Fully integrated service to our clients. Strong institutional relationships providing both distribution and useful capital. Advice based on comprehensive industry and deal experience and knowledge. We only work in areas where we have created wealth, and know the industry dynamics and players. We are highly selective. We select two (2) companies per year. Go-To-Market coordination of programs for revenue growth. Grow beyond organic. GoToMarket Research Identify top opportunities before competitors. Expansion Strategies: Portfolio/Global/Distribution. Multiple Routes to market. M&A Intelligence Research Services Know before you go. M&A Corporate Development Acquisition operational integration. Useful Capital Growth capital advise on corporate strategy. Ephor Group 24 E. Greenway Plaza Suite 440 Houston, TX 77046

3 Ephor Revenue Services & Methodologies FlightPlan: Chief Marketing Officer (CMO) including all Go-To-Market, Marketing, Channel and Revenue Growth Initiatives. GrowthSTEP : : Chief Strategy Officer (CSO) for interim projects: 1. M&A Corporate Development, 2. Channel or Global Expansion Growth Initiatives. Market Research Intelligence: Brand Research, GoToMarket Intelligence, M&A Research Intelligence Services, Management Science Reporting (Operational KPI s and Performance Monitoring). Congratulations! Your company is doing great and you are growing. Sales are moving incrementally up the scale and outperforming your sales projections. But now you face a new set of challenges. Do you need to diversify and grow your revenue sources? Are your revenue systems scalable or showing signs of weakness? Our goal is to ensure you achieve immediate and sustainable results. Our approach puts capabilities in place that allow you to naturally and effectively handle the changes that occur in your business. Ephor Growth Capital Advisory Services: Boardwalk: Strategic Advisory Services, Advisory and Board of Director Participation, Governess Activities Polus: Management Science, Operational KPI s and Performance Monitoring

4 The Playbook to continuous revenue streams. Goal #1 Goal #2 Goal #3 Be recognized as the branded sector leader. Engage and make it easy to buy. Revenue processes on autopilot.

5 Goal #1. Be Recognized as a Branded Sector Leader Case Study Workday SalesForce.com Kelly Astadia KeneXa Growth Story SaaS ERP CRM in the Cloud (no software!) Outsourcing & Consulting Group. Make your workforce a strategic asset. Your partner in the Cloud. Strategic Workforce Management. HR Success Multiplied. KPI Metrics for Branded Sector Leaders: Return on Invested Capital Brand Brand Value Performance Brand Equities Market Positioning Operating Performance Field Level EBITDA Profit Per Employee Revenue Per Partner Revenues per Executive Revenues per Account Manager Cost Per Lead Cost Per Sell (new client) Avg. = 300% From <4X to >8X EBITDA > Margins & Retention #1 or #2 >500k >300k <$100 1X first year revenues >30%+ >$25k per EE >$500k Success Measures: Significant market share for 4 growing markets (reach + penetration) with productized recurring revenue solutions model for full client lifecycle management. Client Lifecycle Management is Illustrated NLTV per client. Increasing Recurring Revenue Dollars on a Per Client Basis, Recurring Revenue Streams > 50% of Revenues + GP Margins > 45%. Business/Revenue Development is a Portfolio of Sources. Illustrate Capability/Capacity in Corporate M&A Development. The Brand is known as a top value brand leader. Scalable SG&A Cost Structures Process Oriented: Not People Dependent: Not Founder Dependent Have a Defined Perform Culture Humetrics #1 for Hourly Hiring, We Try Harder! Helping companies with their frontline to benefit their bottom-line. What do the above companies have in common beyond great brands?

6 Goal #2:Engage Create a Referral Community Ecosystem HR Tech LinkedIn Community Are you searching for ways to convert prospects to clients quicker and more efficiently? Fish where the fishes are currently. For the first time in history, you can find, listen to and interact with prospects online. Bypass admins and reach buyers directly. Key Success Factor: Be a branded sector leader. Alsbridge Outsourcing Leadership Branded companies use online portals to engage their community, build the brand, and capture web leads.

7 Revenue Strategies for Growth Revenue Growth Strategies #1. Portfolio Solutions Expansion. For established market leaders, growth is a factor of expansion (both geographic and solution). Portfolio Solutions CRM example Portfolio Solutions IT services example #2. Alternative Distribution Channels. Identify and sign strategic channel partners and strategic alliances to validate multiple routes to market. #3 Portfolio of Revenue Sources (Cost Per Lead $). Cost of $1.00 of Revenues Varies by Channel: Portfolio of Marketing Lead Sources Reduces Program Costs: Ephor Group 24 E. Greenway Plaza Suite 440 Houston, TX 77046

8 Revenue Strategies for Growth Ephor Growth Services Snapshot Ephor Group 24 E. Greenway Plaza Suite 440 Houston, TX 77046

9 We prove both Strategy and daily Tactical Execution Strategy Revenue Management Plan (integrated Sales, Business Development, Distribution, and Marketing) Product Marketing Development and Management Marketing Plan & Marketing Budget Market, Competitor, Distribution, and M&A primary market research Intelligence services Sales Unit Economics including cost per sell, marketing cost per lead, sales team management, sales compensation structures, etc. Tactics Portfolio Expansion Expansion of Distribution Channels Web Lead Generation Referral Community ThoughtLeadership Promotion Assets: Videos, Case Studies, Webinars, Even Strategies, etc.. Marketing Campaigns Sales business development campaigns *Ephor Group will help you refine your strategy, develop the assets/processes/function, and train and insource the appropriate team Ephor Group 1 (800) W Alabama Suite 300 Houston, TX 77056

10 Web Lead Generation Anchor Links Anchor links are links on 3 rd party, external websites, blogs, etc. that use keyword phrases to link back to a company s landing pages. Anchor links create web traffic and web leads. Top brands have 100+ anchor links per keyword phrase. Anchor Link Examples: Anchor links are one of the most cost-effective marketing tactics to generate web leads. Read more about maximizing web leads: 8 Strategies to Maximize Google AdWords ROI.

11 Web Lead Generation Video Case Studies Videos attract 300% more traffic and nurture leads! Examples: Videos are the most cost-effective web lead generation tactic.

12 Strategies for Growth in 2012: Create a Referral Community Ecosystem HR Tech LinkedIn Community Are you searching for ways to convert prospects to clients quicker and more efficiently? Fish where the fishes are currently. For the first time in history, you can find, listen to and interact with prospects online. Bypass admins and reach buyers directly. Key Success Factor: Be a branded sector leader. Alsbridge Outsourcing Leadership

13 Web Lead Generation Online Community Portal Branded companies use online portals to engage their community, build the brand, and capture web leads Branded communities include partners and other sponsored content including videos and collaboration. A branded online community is a Go-To for the community.

14 Connecting Marketing Leads and Sales Opportunities A quality event includes meetings at each stage of the sales process including 100% and upsell and renewals. Checkout more examples: com/portfolio/att-customer-event-arscustomer event ars

15 TARGETING IntelBooster to Expand Revenues By targeting multiple partners that can generate significant revenues our client companies expand into additional regions, communities, and offerings. T d k t i TARGETING t lit th t i th b bilit f i t t Today s market requires a TARGETING mentality that increases the probability of consistent success. Strategic Effectiveness + Programmatic Execution creates exponential wealth. i.e. success comes from your brand being #1 or #2 in each targeted community, plus assets are effectively deployed, and ongoing operational execution seeks consistent improvement. By implementing effective TARGETING programs clients have found: Improved personnel productivity, Decreased sales cycle times, Improved conversion rates, Increased year one revenues, and Higher total net lifetime value.

16 Ephor Group Overview Top Ten Reasons to Work with Ephor We Understand Growth We help our clients achieve significant revenue and financial gains through our growth service methodologies created by Garry Meier and his associates over the last thirty-plus years. Markets Served BPO Services including Staffing, CRM, IT, HR/HCM Health Care Business Services Software and Technology (Technology-Enabled Solutions) 1. Our mission is to Solve the Value Equation for our client. 2. Our value is that we increases valuation and insource our service methodologies for growth which ensures sustainable long-term infrastructure, and create strategic alternatives for value realization. 3. Our people are results-oriented former owners and operators of businesses with c-level experience, multifunctional, backgrounds, and extensive software technology and BPO service industry experience. 4. Our philosophy is holistic, metrics driven, accountability based, and in alignment with the objectives of Board of Directors, institutional investors, and capital markets. 5. Our approach develops organizations wherever they are situated in their business lifecycle - with an advisory scope that covers operating support to strategic positioning. 6. Our capabilities include full spectrum advisory scope with expertise in revenue growth, change management, market development, and useful capital sourcing and structuring. 7. Our approach is investment thesis oriented and performance based. We fill-in the gaps where resource constraints are holding the company back from growth. 8. Our objective is to near-term and sustainable valuation growth. Creating value is the alignment of managers and other stakeholders with the effective combination of strategic initiatives and dayto-day execution. Garry Meier, Ephor Group Founder. 9. Our track record to date includes having created over $3.5B in shareholder value, 18 deal transactions, and numerous growth assignments. 10. Our process is based on our proprietary service methodologies for growth including: Management Science, BoardWalk, FlightPlan, and GrowthSTEP. Ephor Group 24 E. Greenway Plaza Suite 440 Houston, TX 77046

17 Ephor Group Overview Ephor Group Overview About Our Name: Ephor Group Ephors were supervisors of ancient Sparta who presided over meetings of the council and provided expertise and counsel to the king. About Ephor Group Ephor Group s mission is to enable our client to achieve their wealth objectives. Our approach is proven, investment thesis oriented, and performance based. Founded in 2002 by Garry Meier, Ephor Group has a track-record of creating wealth. Contact us at ephor@ephorgroup.com for a pragmatic, no-obligation assessment of your situation. Ephor Group 1 (800) Greenway Plaza Suite 440 Houston, TX 77046

18 Mr. Charles Bedard Notable Assignments: Led M&A corporate development initiative to map $30M of marketplace acquisitions. Doubled sales at HR firm in less than 9 months while implementing repeatable and scalable business development system with less than 20 percent cost-of-sales Closed one product line and headed Go-To-Market plan for two new solutions increasing revenues from $2M to $9M in two years for benefits outsourcing firm. Revised compensation plan and led change management effort resulting in 2X productivity improvement for HRO firm. Led sales and marketing for marketing services provider increasing sales by more than 300%. Implemented alternative distribution for SaaS provider helping to increase revenues from $3 to $15M. Implemented online sales program that increased sales, decreased sales cycle times, and increased average sales price from $125k to nearly $1M. Developed Go-To-Market that increased brand equities of time and attendance company by $4M in 18 months. Researched, identified, and created product roadmap, message and business plan for assessment firm that transformed market unknown with zero sales to market thought-leader with 800 member community of active prospects in six months Developed lead nurturing program resulting in creating 30,000 member active prospect community which led to $7.7M in new sales in twelve month timeframe

19 Clients By Sector >2006 Business Process Outsourcing (BPO) Latin American Card Services (2003-Current) Bradshaw Group (2011-Current) US DataWorks (2012 Current) Perquest ( ) Alsbridge ( ) mycfonetwork ( ) Human Resource Outsourcing (HRO) Sentric (2011-Current) Achilles Group (2007-Current) Workstream Inc ( ) HR Advance ( ) TalentTree ( ) SmartTime ( ) Institutional Funds Glencoe Capital (2011-Current) Austin Ventures ( ) CCGVP ( ) Baird Capital Partners ( ) Great Hill Partners ( ) CapStreet Group ( ) Healthcare Business Services (HBS) GeBBS (2012 Current) HRAdvance ( ) Healthcare Coding Resources ( ) ADPI ( ) Certus ( ) Marketing Services (MSO) Canidium (2011-Current) JDM Marketing (2007-Current) HRMarketer (2007-Current) JPG ( ) SalesNet ( ) IT Outsourcing (ITO) Extreme Technologies (2009-Current) Serenity Systems ( ) BluWare ( ) Broadleaf (2010) 2012 Ephor Group 1 (800) W Alabama Suite 300 Houston, TX 77056

20 The Playbook for Revenue Excellence Service Methodologies Getting Started Service Delivery Templates FlightPlan IntelBooster SocialBooster, EventBooster, PRBooster, CampaignBooster Brand Strategy Online Campaign Builder Event Plan GrowthStep Routes to Market Portfolio Approach M&A Corporate Development Market Segmentation & Community Focus Alternative Distribution Market Research Intelligence Market Intelligence, Pricing Intelligence, Product Intelligence, Brand Intelligence Buyer Intelligence M&A Research Intelligence Contact us for pragmatic, no obligation intelligence for your industry sector and growth strategy.

21 Connecting Marketing Leads and Sales Opportunities A quality event includes meetings at each stage of the sales process including 100% and upsell and renewals. Checkout more examples: com/portfolio/att-customer-event-arscustomer event ars

22 TARGETING IntelBooster to Expand Revenues By targeting multiple partners that can generate significant revenues our client companies expand into additional regions, communities, and offerings. T d k t i TARGETING t lit th t i th b bilit f i t t Today s market requires a TARGETING mentality that increases the probability of consistent success. Strategic Effectiveness + Programmatic Execution creates exponential wealth. i.e. success comes from your brand being #1 or #2 in each targeted community, plus assets are effectively deployed, and ongoing operational execution seeks consistent improvement. By implementing effective TARGETING programs clients have found: Improved personnel productivity, Decreased sales cycle times, Improved conversion rates, Increased year one revenues, and Higher total net lifetime value.

23 Ephor Group Overview Top Ten Reasons to Work with Ephor We Understand Growth We help our clients achieve significant revenue and financial gains through our growth service methodologies created by Garry Meier and his associates over the last thirty-plus years. Markets Served BPO Services including Staffing, CRM, IT, HR/HCM Health Care Business Services Software and Technology (Technology-Enabled Solutions) 1. Our mission is to Solve the Value Equation for our client. 2. Our value is that we increases valuation and insource our service methodologies for growth which ensures sustainable long-term infrastructure, and create strategic alternatives for value realization. 3. Our people are results-oriented former owners and operators of businesses with c-level experience, multifunctional, backgrounds, and extensive software technology and BPO service industry experience. 4. Our philosophy is holistic, metrics driven, accountability based, and in alignment with the objectives of Board of Directors, institutional investors, and capital markets. 5. Our approach develops organizations wherever they are situated in their business lifecycle - with an advisory scope that covers operating support to strategic positioning. 6. Our capabilities include full spectrum advisory scope with expertise in revenue growth, change management, market development, and useful capital sourcing and structuring. 7. Our approach is investment thesis oriented and performance based. We fill-in the gaps where resource constraints are holding the company back from growth. 8. Our objective is to near-term and sustainable valuation growth. Creating value is the alignment of managers and other stakeholders with the effective combination of strategic initiatives and dayto-day execution. Garry Meier, Ephor Group Founder. 9. Our track record to date includes having created over $3.5B in shareholder value, 18 deal transactions, and numerous growth assignments. 10. Our process is based on our proprietary service methodologies for growth including: Management Science, BoardWalk, FlightPlan, and GrowthSTEP. Ephor Group 24 E. Greenway Plaza Suite 440 Houston, TX 77046