Transcript Corbitt Associates

Professional athletes have coaches to help them improve their game.
Winning or Losing. One point, one inch, one second – small differences.
It’s all about…
Improving Performance
Overview
Who
Corbitt Associates
What
Interim executive to augment your Sales or Marketing team
When
Your team may not have the time, skills, or experience
Where
Technology-based companies
Why
Improving Performance
How
Experience / Process / Methodology
Customized plans to fit your company budget, headcount, skill level, and timeline.
Improving Performance
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Experience: Career Snapshot
Corbitt Associates provides interim executives to augment your Sales &
Marketing teams when they don’t have the time, skill or experience. We help
Improve Performance using our proprietary Gap Analysis—an Expert Survey of
100 questions covering sales, marketing, and corporate alignment. Our clients
set their own goals and the survey results identify the gap’s to those goals.
John has more than 30 years of experience in sales, marketing and engineering. That
includes executive experience with leading-edge Fortune 500 high-technology companies,
and pre-IPO companies where he was an officer of the company and member of the senior
management team. He has held P&L responsibility and managed direct and indirect sales
channels in North America, Europe and Asia. His teams have consistently enabled
profitable revenues, improved customer satisfaction, and increased market share.
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Vice President, Sales and Marketing
Vice President, Sales & Marketing
Vice President, Sales
Director, Worldwide Strategic Sales
Improving Performance
– Enpirion, Inc.
– Galvantech, Inc. (acquired by Cypress Semiconductor)
– Equator Technologies, Inc. (acquired by PixelWorks, Inc.)
– Advanced Micro Devices, Inc. (AMD)
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Experience: Executive Focus
Triad Alignment
Corporate
Sales
Marketing
Goals / Objectives
Generate Profitable Revenue
Product Roadmap
Metrics / Measurement
Customer Engagement Model
Pricing Methodology
Dashboard / Scorecard
Forecast Process
New Product Introduction (NPI)
Compensation Plans
Pipeline / Funnel Management
Lead Generation / Qualification
Department Budgets
Managing Channel Partners
Competitive Analysis : SWOT
Pricing Policy
Assign Quota / Compensation
Advertising / Public Relations
Long-Term Strategy
Contract Negotiations
Events / Trade Shows
Measurement Metrics:
Gross Revenue
Gross Margin (GM)
Average Selling Price (ASP)
Improving Performance
Book : Bill Ratio
Backlog (Units and $)
Channel Partners at Quota
Performance-to-Plan
Win : Loss Ratio
Customer Retention
DSO
Warranty Returns
Customer Satisfaction
On-Time Delivery
Market Share – SAM / TAM
New Products Introduced
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Process
Our proprietary Gap Analysis is an Expert Survey of 100 questions gained from our years of
experience with companies—large and small. The chart below depicts the possible ‘Before’
and ‘After’ results of Improving Performance.
100
Manufacturing
Engineering
80
60
40
20
Operations
Marketing
0
Finance
Sales
Before
Improving Performance
After
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Methodology
Discovery
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Gap Analysis Survey
Interview Team / Triad Alignment
Find Challenges / Opportunities
Align Goals / Objectives
Draft Scope of Work (SOW)
Planning
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Define Metrics (KPIs)
Assign Authority / Responsibility
Identify any other resources
Shape plan to fit resources
Modify SOW as required
Execution
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Improving Performance
SOW - Execute and Adjust
Measure / Monitor KPIs
Dashboard / ScoreCard
React in real-time
15 / 30 / 45-Day Follow-Up
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Encouraging Best Practices
Vendor Neutral—We neither accept, nor provide any ‘fees’
Email
Marketing
Customer
Relationship
Management
Marketing
Automation
Contact
Center
Business
Analytics
Constant
Contact
ACT!
LeadLife Solutions
Knowlagent
Tableau
Exact Target
SalesForce
SilverPop
PointClear
Sharepoint
iContact
SugarCRM
Pardot
QlikView
Vertical
Response
Microsoft
Dynamics
Eloqua
SAS
MailChimp
SalesLogix
Marketo
Tibco Spitfire
Advertising
and
PR
Web Marketing
Design and
SEO
Printers
Sales Training
Other
Services
Arketi
Definition 6
Docqumax
Complex Sale
FlexHR
Carabineer
Macquarium
Imagers
Visualize
BusinessWise
Improving Performance
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Challenges
PAIN
GAIN
 I need more time to…
 I wish I had…
 My Channel Partner’s are not…
 The Marketing guys don’t…
 Nobody here has experience with…
 Bigger companies have…
If it was easy—you would have already done it!
Improving Performance
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Can we help you?
It depends. The 12 questions below are a mini Gap Analysis. If you answer any questions
with a (N)o, it indicates an opportunity for Improving Performance.
Y
N
1.
2.
3.
4.
Corporate
Do your sales and marketing teams share mutual corporate goals?
Are your KPIs for sales and marketing clearly established and measured?
Do you use a graphical dashboard to track KPIs?
Do your financial incentives for sales & marketing reinforce the corporate goals?
Y
N
5.
6.
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8.
Marketing
Do they provide a clearly defined Customer Engagement Model?
Are your new products getting to market in time?
Do they provide Business Intelligence (BI / SWOT) about your competitor's?
Are they successfully improving existing products and defining new products?
Y
N
Sales
9. Do they have a well defined forecast procedure, and is it reliable?
10. Is their pipeline managed appropriately, and is your close rate acceptable?
11. Do they have a CRM tool and is it being used effectively?
12. Are they choosing and managing your channel partners effectively?
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Contact Us
Easy as 1-2-3 to learn more about Improving Performance
1. Call John Corbitt +1.770.985.6599
[email protected]
http://www.corbittassociates.com
2. Scan this QR Code
http://www.linkedin.com/in/corbittassociates
http://www.twitter.com/johncorbitt
3. Click an icon to the right
http://www.facebook.com/corbittassociates
Improving Performance
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