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Strategies and Tools to Accurately Forecast New Cloud Revenue

Gary BeechumSPC International

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■ What were my sales last year? Services and Hardware■ Horizontal or Vertical?■ Marketing Campaigns and Budget■ How many opportunities are available in my area?■ How well do we conduct Sales Operations today?■ Marketing for appointments, can we execute?■ What size Client are we looking for? how do we price?

Key factors for projecting gross sales

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How Do IProject Sales

Growth?

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What Were My Gross Sales Last Year? ■ Services ■ Hardware■ Financial Benchmark■ Best in Class Gross Margin■ Reasonable Increase in Sales

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Horizontal or Vertical?■ How many Verticals do you support?■ What is your sweet spot?■ IT Dependent Verticals■ IT Strategic Verticals■ Why go Horizontal?

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■ List source with client demographics■ What is your desired seat size?■ This is your target list FOREVER

How Many Opportunities Are Available in Your Area?

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Marketing Campaigns and Budget■ What was your Marketing Budget last year?■ What Marketing Campaigns were successful?■ Best in Class VAR Marketing Budget■ Do you have a Marketing Plan? ■ No Plan, Don’t Market

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■ What is your closing ratio?■ CRM/PSA Sales Tracking- Mandatory■ 51 Step Marketing & Sales Process

How Well Do You Conduct Sales Operations Today?

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■ Direct Mail Program■ Outsourced Appointment Setting■ In-house Appointment Setting■ Scripts for All Solutions■ Web Qualifying■ Solution Qualifying■ What Solutions to Lead with?■ 100 Leads = How Many Appointments?■ Hours to set a Qualified Appointment?

Marketing For Appointments, Can You Execute?

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What Size Client Are You Looking For?■ How Do You Price?■ What size client can your Service Desk Support?■ Are we selling Managed Services?■ Are we selling Cloud?■ Are we selling HaaS?

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Gross Sales Projection Calculator

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Marketing ROI Calculator

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FREE 30 DAY MEMBERSHIPTO SPC INTERNATIONAL’SIT BUSINESS BUILDER TRAINING AND RESOURCECENTER AND THIS SESSION’SSLIDE DECK AND HANDOUTS

WWW.SPC-INTL.COM/INGRAMCLOUD2014

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