Understanding Your Ideal Customer

presented by Eric Dosal, Co-Founder & CEO

Reve

nue

Time

$8.8MM

$800K

BIG EXIT

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A Little About Me & Compuquip

Compuquip’s Ideal Customers

Banks 1.  Security Concerns 2.  Valued Reputation 3.  Required IT Audits

SMB Services Firms 1.  40 +/- Users 2.  Multiple Offices 3.  Services Firm

Big Boys 1.  200+ Employees 2.  Technology Based 3.  Needing Flexibility

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Break Them Down Into 4 Buckets

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A - Customers

B - Customers

C - Customers

D - Customers

Objective Characteristics of Each

¨  Total Revenue Contribution ¨  Total Profit Contribution ¨  Types of Services Match Your Goals ¨  Referral Business Opportunity ¨  Perception Amongst Your Team ¨  Personality of the Client ¨  Payment History ¨  Soft Benefits (Logo, Market Importance, etc)

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Game Plan For Each Group

¨  Group A ¤  What are the top 2 or 3 themes of this list ¤  Where do their friends hang out?

¨  Group B ¤  What qualities are they missing from Group A? ¤  Can you upsell / change relationship?

¨  Group C ¤  Do they bring enough incremental margin?

¨  Group D ¤  FIRE THEM TOMORROW

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Let’s Keep The Conversation Going

Email: edosal@brightgauge.com Business: http://www.brightgauge.com/blog Twitter: @EricDosal & LinkedIn: Eric Dosal

To Learn More: http://www.brightgauge.com/resources www.brightgauge.com