Post on 28-May-2015
transcript
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Perfect partnerships Radialpoint, ISP’s & meCopyright 2009 1
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Prepared by: Andy de Sallis Date: 28/6/10
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Perfect partnerships Radialpoint, ISP’s & me
All about me The Psychology of Sales Making first meetings count What makes us special Who do we want to engage with Sales process, strategy & action plan Conclusion, questions & open discussion
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A results orientated business development leader
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VP Sales, Marketing Consultant, MD, Entrepreneur, Founder, Business Development Leader
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Engaging introductions with key industry leaders
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• 6 degrees of separation• Tenacity• Research first• Very popular• Busy people, one shot • Not easy to impress• Must remember you
Engaging introductions with key industry leaders
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Copyright 2009 11
Like the first date
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The do’s • Encourage them to talk about themselves• Ask them lots of questions• Eye contact• Be passionate• Listen, Listen, Listen• Let conversation flow, like a dance• Talk about the future• Leave them wanting more
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The don’ts
• Don’t just talk about yourself• Don’t overwhelm them with Jargon• Don’t show off• Don’t apply too much pressure• Don’t (do) talk about other relationships
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• Want to know us better and engage further• Discovered something exciting they didn’t know• Believe that we can deliver• Seek a long term strategic relationship• Mutually beneficial
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Competitors split across product categories We’re different, a smarter solution...
Support Security
Storage/sharing Dashboard
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• Bespoke Solutions Suite for ISP’s • Flexible, white label and easy to use• Best in class software• Increase ARPU • Fast-track growing company• Only work with the Worlds best ISP’s• Best people and processes
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South Africa
Zimbabwe
Sudan
Nigeria
Tunisia
Algeria
Morocco
Uganda
Kenya
Spain
France
Netherlands
UK
SwedenPoland
ItalyUkraine
RussiaTurkey
Iraq
Iran
Palestine
Kuwait
Bahrain
UAE
Israel
OmanSaudi Arabla
Lebanon
Jordan
Germany
Egypt
Syria
Qatar
Yemen
Top 35 EMEA Countries by Internet penetration
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Bar graphs
= population M / Country = internet / Broadband users M
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CustomerEngagementDirector
SubscriberMarketingDirector
TechnicalDirector
AccountProgramManager
GM’sGM EMEA
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Meet the UK/Canadian teams. Immerse in the product & proposition. Culture. Research. Agree KPI’s with SMT. Build EMEA prospect database and CRM. Meet RP clients.
Competitor analysis & EMEA ISP’s. Contact all hot AdS leads. Asses existing and create new EMEA marketing, sales & web assets. Attend existing client meetings & demo’s.
Contact key EMEA ISP’s and Initiate sales activity program. Book demo’s and meetings. Create proposals, demo’s and PowerPoint decks. Travel to key markets to pursue leads.
New business calls. Attain first RFP’s from key ISP prospects. Investigate profile raising initiatives with RP marketing. Meetings with internal teams.
Negotiation, technology, costs, synchronisation. Ongoing new business calls. Attain second RFP from prospect. Presentations and responses to RFP’s. Pitching business, focus on closing the first order.
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Win Business / PO / Implement
Financials / negotiation
Solution evaluation and refinement
Present solution
Develop solution / tech / synchronisation
RFP / fact finding
Initial communications / product demos
Multiple new ISP prospects
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$
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$
Av Revenue =approx $0.30per subscriber
per mth
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$3.60
Av Revenue =approx $0.30per subscriber
per mth
AnnualRevenue
per subscriber
$3.60 pa
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$3.60
Average1 million +
subscribersper ISP
Av Revenue =approx $0.30per subscriber
per mth
AnnualRevenue
per subscriber
$3.60 pa
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$3.6M
Average1 million +
subscribersper ISP
Av Revenue =approx $0.30per subscriber
per mth
AnnualRevenue
per subscriber
$3.60 pa
AnnualRevenueper order
$3.6M pa
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Average1 million +
subscribersper ISP
Av Revenue =approx $0.30per subscriber
per mthClient win rate:Yr 1:Client 1 6-9Clients 2&3 9-15Yr 2:Clients 4&5 15-24
AnnualRevenue
per subscriber
$3.60 pa
AnnualRevenueper order
$3.6M pa
$3.6M
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$29M
5 New Clientsover 24 months8 x $3.6M pa
= $28.8M
Average1 million +
subscribersper ISP
AnnualRevenue
per subscriber
$3.60 pa
Av Revenue =approx $0.30per subscriber
per mth
AnnualRevenueper order
$3.6M pa
Client win rate:2010/11:Client 1 6-9Clients 2&3 9-152011/12:Clients 4&5 15-24
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• Depth to branding, UE, strategy, value proposition• Build & drive a concise EMEA sales strategy• Help grow incremental revenue’s from BT, VM, Sky• Quickly fill the pipeline with 20+ prospects • Secure an early win from a key ISP• Significantly increase conversion rates• Deliver client 1 (6-9), 2&3 (12-15), 4&5+ (18-24)• Deliver circa $29m revenue in 24 months• Work hard, learn, fun & make friends along the way
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• How full is our tank? – the current pipeline• Who’s been eating our lunch? – the competition• What’s our conversion rate? • Does the same client buy all 4 product types?• Next steps?