reset consultancy - process

+ 1.408.394.7337

http://www.linkedin.com/in/ResetConsultancy

Reset

Consultancy

ReArchitecting

Business

Reset

ConsultancyRe-Building

Re-Engineering

Re-Energizing

Process & Structure

Through Process, Structure and Efficiency

RESULTS

The Right Business Balance Strength in Experience

Agile StrategiesTurn Around Strategies

Impacting your Business

Turn Around Strategies Impacting your Business

Advisory Practice Overview

• Mission: Process Management Development. Defining the Strategies,

Structures and Initiatives Required to Deliver Revenue Objectives.

• Focus on Business Turn-around Activities

• More Than 20 Years Experience in Strategic Brand Building, Marketing,

Mind Share and Process Implementation.

• Clients & Partners:

Philips Electronics, Belanima (Beauty & Wellness), Array, InfoGard Labs, Insignia

Solutions, Wherify Wireless, inCharge Technologies, Critical Path, Rocktonic,

Ugobi, Noctar, DC7 Networks, Atari and Ampex

NetSol (Rebranded company and first ever dual listing of a U.S. company on

NASDAQ-NTWK and the Dubai Exchange-DIFX)

• Long Track Record of Building, Re-engineering and Re-energizing

Companies Through the Implementation of Process and Structure

• People Skills to Work Well With Bankers, Customers, Suppliers,

Vendors, Creditors and Clients

• Cost Efficient and ROI Driven

• Honesty and Integrity

"The Only Things That Get Perfected Are What's Inspected."

Agency Overview

• Challenge of Improving a Company‟s Performance Becomes Even Greater in Tough Economic Times.

• Focus Performance Improvement on Those Workforces Vital to Business Success and Financial Results.

• Intellectual Capital Is a Key Source of Value for Companies.

Process Implementation and Management

• The Metabolism of a Sales Force Is Usually Faster Than the Company

Headquarter The Focus on Process and Results Creates an Innovative

• Approach to Synchronize the Company With Their Customers on a

Real-time Basis and Positions the Company to Sustain True

Competitive Advantage.

• Process and a Structured Approach Increase Time to Market, Which Is

Critical in a Highly Competitive Environment.

Process Implementation and Management

Process Implementation and Management

Corporate Process

• „I Own Charts‟

• Executive Trackers

• Critical Success Factors (CSF)

Marketing Process

• Product Management

• Product Development Process

• Strategic Marketing

• Product War Rooms (Engineering)

Engineering Process

• Product War Rooms

• Product Management

Sales Process

• Lead Process

• Strategic Account Committee & Sales

• War Rooms (U.S., International etc.)

Corporate Process „I Own Charts‟

Sales

Marketing

Engineering

Finance

VP of Marketing

“I Own the Strategies,

Products and Marketing Programs

that will Ensure the Success

of the Sales Organization”

• Sales & Marketing

Collateral

• Marketing Creative

• Advertising

• Public Relations

• Corporate Image

• Branding

• Communications Strategy

• Media Relations

• Web Management

• Trade Shows

• Channel Marketing Support

• Product Planning Process

• Product Roadmap (shared)

• MRD Creation

• Product Portfolio Management

• Product Lifecycle

• Product Positioning

• Product Pricing

• Product Bundling

• Product Functionality Targets

• Product Launch Plan

• Program Management Lead

• User Group Development &

Coordination

• Industry Analysis and

Marketing Strategy

• Market & Competitor

Research

• Market Segmentation &

Customer Targeting

• Corporate Pricing Strategy

• New Channel Identification

• Industry Analyst and

Consultant Programs

• Sales Training

• Technical Publications

and Documentation

• Sales Tool Development

• White Paper Development

• Curriculum Development

and Administration of

Sales and Channel

Partner Training for Sales

Product

Management“I Own the Product

Strategy and Definition

for Branded Products”

MarCom“ I Own the MarCom Programs

and Corporate Identity that will

Ensure Brand Equity and a

Cohesive Communications

Message”

Technical Marketing“I Own the Technical

Assistance, Training and

Competitive Technology

Analysis in Support of

Sales and Product

Management Objectives”

Strategic

Marketing“I Own the

Development and

Validation of the

Marketing Strategy”

„I Own Chart‟: Marketing

Corporate Process Executive Tracker Marketing

Corporate Process Critical Success Factors

• RESET Is Responsible for

Implementing and Improving a

Number of Critical Metrics for

Corporations Including "Critical

Success Factors." (CSF’s)

• CSF’s Are Objectives Set for

Each Department to Better

Achieve the Company’s Overall

Strategy.

• Proposed by the Head of Each

Department. Approved and

Discussed With the President

and CEO

• Accountability

Corporate Process Critical Success Factors

Corporate Process CSF – Finance & Marketing

Corporate Process CSF – Business Development

Corporate Process CSF – Sales

Process Implementation and Management

Marketing Process

• Product Management

• Product Development

Process / Roadmaps

• Strategic Marketing

• Product War Rooms

(Engineering)

• Weekly Product Management Meeting

• MRD & PRD‟s

• Weekly Product Management Updates

(PMU) Process

• Dedicated Release Managers

• Feature Enhancement Requests

Mechanism

• Measure Impact of a Change in Terms

Of: Cost/time, Short-term/immediate

Revenue, Long-term Revenue,

Accounts Affected and Alternatives (i.e.

Third Party Products)

Marketing Process Product Management

Objective: Defining the Product &

Managing it from Cradle-to-Grave.

New Product Release:

Marketing Process Product Management

Marketing Process Product Management

Product CMSRP: $30,000

VAR Cost: $18,000

UMC: $3,500

Direct/Distribution Channel

OEM Only

Product C-CMSRP: $15,000

VAR Cost: $9,000

UMC: $3,500

Product C-EMSRP: $9,000

VAR Cost: $5,400

UMC: $2,000

Product C-FMSRP: $4,000

VAR Cost: $3,600

UMC: $2,000

Product A

Product B

Direct Only OEM

Product C

OEM

Product BMSRP: $50,000

VAR Cost: $30,000

UMC: $4,000

Product B-CMSRP: $25,000

VAR Cost: $15,000

UMC : $2,000

Product A-GGovernment

MSRP: $100,000

UMC: $4,000

Product ACorporate

MSRP: $80,000

Channel Price: $50K

UMC: $4,000

OEMMSRP: $5,000

Royalty: $1,500Fill-InAnchor

BundleMSRP: $5,000

BundleMSRP: $5,000

VAR BundleMSRP: $10,000

Flagship

Marketing Process Roadmap

New Product Release:

Marketing Process Product Management

Marketing Process Product Management

Process Implementation and Management

Engineering Process• Product War-Rooms

• Product Management

"The only things that get perfected are what's inspected."

• Company-wide “Product War

Room” Focuses on Customer

Technical Issues.

• “Knowledge-sharing” Between

Executive Staff and Their Teams to

Mobilize & Attack Bug and Feature

Challenges.

• Identify Product Priorities Quickly &

Rapidly Resolve.

• Set Responsibilities – Assignments,

Deadlines

• Track Progress on a Real-time

Basis.

• Not a Detailed

Engineering/development Review.

Engineers Have the Highest Desire to

Meet Deadlines

Engineering Process Product War Rooms

Marketing Process Product War Rooms

Setting Priorities: Deal Breakers, Decisions Made,

Action Items, Listing and Naming Bugs in a

Status At-a-Glance Format.

Marketing Process Product War Rooms

Marketing Process Product War Rooms

Status Reports

Process Implementation and Management

Sales Process

• Lead Process

• Strategic Account Committee

- U.S.

- International

• Channel Development

Raw Leads

Open Lead

Live Contact

Qual.

Lead

Lead Prospect

Target lists, mktg campaigns, tradeshows/seminars, VAR database,

web, etc.

Outbound telesales activities initiated either through phone and/or

e-mail

Array corporate and product intro complete; Potential

interest/needs assessed; Primary contact info confirmed

10

9

8

7Initial needs identified; General list pricing discussed; Specific projects

noted; timeframe, budget, requirements, and other key

contacts/decision makers recorded in SF.com.

6

GATE: Lead contact info inputted into SF during import or through

ISR

Note: Primary contact defined as a decision-maker,

recommender, and or influencer for IT infrastructure

purchases.

Targeted Markets

GATE: Initial live phone conversation w/ primary contact completed

GATE: Interest in Array solutions & potential for purchase confirmed

GATE: Face-to-face meeting or conf call scheduled for RSM

Enter Field Sales Funnel

Sales Process Lead Process

Qualified Prospect

Certified Prospect

Evaluation

Candidate

Paying

Cust.

Qualified Lead

Evaluation

Customer

Identified through Lead Gen. (email blast, inside

sales, VAR, dir mail, or advert) as having interest

Initial Meeting held; Key Buyers, Competition &

Need/Pain Identified

S/E Assigned; Success Criteria documented;

Evaluation Plan established

Units shipped; Initial config. installed by S/E; CS staff

assigned; Success Criteria reconfirmed

Firm PO received with NO conditions

5

4

3

2Evaluation completed; Success criteria reconfirmed

and achieved; Contract Negotiations

1

Gate: Technical App & Value App Forms Approved

Gate: Performance Contract Executed

Gate: Customer‟s Technical Buyer Signs Off

Gate: PO received

Gate: ISR Makes Contact with Decision-Maker

Sales Process Lead Process

Sales Process Lead Process - Reporting

Sales Process Sales War Rooms

Sales Process SAC Meetings

Strategic Account Committee

• Company-wide “War Room” Focuses on

Generating Revenues.

• “Knowledge-sharing” Between Executive

Staff and Their Teams to Mobilize & Attack

Revenue Challenges.

• Identify Priorities Quickly & Rapidly Deploy

Strategic Action Teams (Sat).

• Track Sac Progress on a Real-time Basis.

• Not a Detailed Acct Review or Review of the

Sales Organization.

Opening New Doors

Marketing Communications

Advertising Retail Merchandising eCommerce & Websites Product & Packaging Design

Norelco

Branding

Print Campaign• Full-page spreads, full color

• Showcase entire “cluster/collection”

of products

• 11 categories of magazines

• 40 magazines total; 101 insertions

(ads)

Print Brand Campaigns

Print Product Campaigns

Packaging by Design

Social Marketing

Blogs

Wikis

Social Networks

RSS

Strategic Alliances

Special Events Branding

Promotions & Sponsorships

• Philips becomes first and title sponsor of new LPGA

Harvey Penick tournament, Austin

• NASCAR - highest attended sporting event in the U.S.

• “Motown Live”: Title Sponsor of new, syndicated variety

show

• Digital TV Express: Tractor-trailer exhibit touring the entire

country featuring Philips DTV products

• Tradeshows

Product Placement

• “Enemy of the State” featuring Will Smith and Gene

Hackman

• “Austin Powers” featuring Mike Myers

• “The Game” featuring Michael Douglas & Sean Penn

Image Building

Big Impression

To Win The Game

You Need A Strategy

At the end of the day it‟s all about,

“Hitting Your Sales Numbers!”

• We Improve Your Company

• We Enhance Your Own Personal Skill Set

May We Help You Achieve

Your Goals?

+ 1.408.394.7337

http://www.linkedin.com/in/ResetConsultancy