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Welcome to FISPA LIVE!Overcoming the
Challenges of New Business Development
Funding, Outsourcing & Acquisition
Are you a Yes Man ?
- Do you have multiple channels driving revenue?
- Are you conducting the right activities?
- Are you leveraging best practice cost strategies?
- Do you have the right avenues to fund growth?
- Does your business model allow growth without big costs?
- Is your business structured to look like a good investment?
- Does your business have an excellent exit strategy?
Answer these questions
Our background
8-year history of success operating and managing Telecommunications
Agency, Carrier and Consulting firm
– Broad services (Cloud, Managed, Consulting, IT and more)
– Strong financial performance examples
• (55% margins, >2% churn, 100% sales growth)
– Proven tactics and strategies
Quick Facts - HQ in Nashville, TN
- Currently provide management services to 9 successful companies today and support over >8,000 businesses
- Solutions for ALL businesses (cloud, voice/data, mpls, internet, …)
- Success based on excellent operations, experience and leadership
- Skilled at cloud based services and telecommunications
Our Core Focuses for Success
Corporate alignment around annual goals• Executives to hourly staff (communicate and manage alignment)
Revenue growth is imperative• Revenue Ownership Model• Customer experience and churn management• Brand awareness & value
Competitive loss management Operational efficiencies and scalability Reporting and administration accuracy Sales and Marketing excellence
• Activity management that equal to result expectations
Individual accountability• Manage impatiently
Solutions andConsult
DEFINE DESIGN & SALE DEPLOY SUPPORT
• Strategy• Business Case
• Business and Technical Requirements
• Propose and Close
• Development and Integration
• Deployment Support
• Measurement• Reporting• Upsell
SALES
TECHNICAL ARCHITECTS
SYSTEM INTEGRATORS
ACCOUNT MANAGEMENT
CERTIFIED SOFTWARE / HARDWARE PARTNERS
SYSTEM ENGINEERS
PROJECT MANAGERS
Applications Design and Development
Deployment Support
Example – Define your Experience
- Position your business around a solid customer strategy. - Below is a tool used at AT&T, NTT, Earthlink and our business. It works.
Some Key Strategies to Discuss
Account Management Program • In-house or outsourced – its critical
Alternate Channel Program• Fast growth but be careful with cash
Competitive Sales Products• Market adaptation is key
Onboarding and Training• Market research will show that this is where your sales
organization succeeds or fails
Positioning for merger or acquisition• Big payday or not?
Account Management
Dedicated inside sales teams– Lead with support, get the sale
Focus on the up-sale of Cloud and Managed solutions. It’s a natural conversation.
Solid scripting will make a huge difference
Its about activity calls not reactive support. 20-30 calls a day not 10.
We learned to set an analysis meeting
Alternate Channel
Get your program defined Comp, support, pricing, order process, pay Got to make agents feel confident and comfortable with it
Make sure you do the right recruiting and mindshare activities. We learned:
2 mixers a month 1 newsletter a month 1 to 2 training activities a month 5 face to face a week (education and mindshare)
Help them sell, then let them sell
Always be educating
Keep an eye on the cash flow
Competitive Sales Products
Pay attention to your competition What are they selling, pricing, winning Competitive sales reviews
Do not under-estimate Cloud and Managed services▫ Wild, Wild, West!
We learned that ROI tools are imperative
Sales training is critical. We learned that repetition is a good thing.
Great collateral empowers your teams.
Onboarding and Training
We have learned to look for the following: Winning attitude Quick wit Experience if possible
Put together an organized onboarding plan Even have a test
Give the sales team a book to reference
Enforce reporting and tracking
The first 30 days are the difference between sales in 60 days or 4 months.
Positioning your business
Starts years before your ready to exit
Is it a Business or just your job
Organization and Detail are key
Is your business a Focus or Ferrari….(Beep Beep or Vroom Vroom)
Does it paint the picture for the next persons success
Don’t Overlook Cost Savings
•Are you owed SLA credits? If you are wholesaling are you due credits. We found thousands.
•Can your base of accounts be migrated for better returns than sales?
Take a look at your infrastructure costs. Sometimes fixing that is worth more than new sales. We found almost a million.
•Are there costs in the acquisition of a sale that can be reduced?
We found we could cut truck rolls in half and free up 30% critical time.
•There are more. Pay attention to the opportunity.
What now?
Consider the following paths. But don’t do NOTHING!
Path 1 – Implement one of the strategies with excellence and let us know how it goes
Path 2 – Find a qualified consultant to help you insert some of these strategies into your business. We can point you to some contacts.
Journey 3 – We can assist you with a couple solutions we have for carriers. Next page
R.A.G. Solutions
Acquisition – If you are interested in possibly selling your business now or within the next three years then WE WANT TO SPEAK TO YOU.
Investment – Sometimes a little funding can go a long way. We are looking to invest in some great companies. Our small investments include:
- management consulting- best practice support- revenue growth assistance- wholesale of critical products
Scott Raymer (CEO)
Ken Royer (COO)
Chris Wolff (EVP Sales)
Rusty Hagenbuch (CFO)
Matt Claus (Associate Partner)
We are available to help ?
Questions?
