Roi It Management

							Sales Productivity
Services for IT Companies


ROI Management
Presentation




                Technology Sales Leads
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About TSL



• Founded in March 1999 by:
   – David English ( Formerly at IBM, USA)
   – Mike Kelly ( Formerly at IONA Technologies, Ireland)
• Investors: BDO Simpson Xavier and Enterprise Ireland
• USA & EMEA Operations
• 55 Staff
• Multi lingual ( 7 languages )
• Blue Chip client base(7 / 20 Top Technology Corporations).
• Focused on helping IT companies sell.




                   Technology Sales Leads
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Our Clients




              Technology Sales Leads
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ROI Management – The Goals



• Close any obvious sources of ROI leakage
   – e.g. leads not followed up, long term leads not
      nurtured.
• Identify and test other potential sources of leakage
   – e.g. focusing on weak segments ; working with weak
      channel partners.
• Report on current ROI.
• Benchmark this against industry standard ROI.
• Identify areas for potential improvement.
• Continuously tighten up the process.
• Ultimately, continually increase the ROI.



                  Technology Sales Leads
                     www.tsleads.com
ROIM = Tracking + Performance + Productivity



                                        PRODUCTIVITY

TRACKING




                        PERFORMANCE


               Technology Sales Leads
                  www.tsleads.com
Closed Loop Management



• Mainly focused on the “Tracking” element only.
   – Tracks & Nurtures Leads
   – Tracks overall lead value
   – Reports on lead status

• Doesn’t go far enough into the sales cycle.
• Ignores “Performance” and “Productivity” elements of
  ROI.
• No in-built methodology to improve performance over
  time.
• Often just glorified spreadsheets.



                   Technology Sales Leads
                      www.tsleads.com
ROI Management – Lead and ROI Focused

•   Tracking
     – Tracks and nurtures leads
     – Tracks overall and sponsor lead value
     – Reports on lead status

•   Performance
     – Identifies which reps & channel partners are performing.
     – Evaluates performance against industry standard
        benchmarks.

•   Productivity
     – Identifies segments where leads are coming from.
     – Identifies why you win or lose deals.
     – Identifies sources of “leakage” of ROI.
     – Proposes potential solutions to these problems.
     – Consistently finds ways to improve sales and marketing
       productivity.


                      Technology Sales Leads
                         www.tsleads.com
                       Sales Pipeline Value Factoring
  Sales Activity
    Cold Sales                                                Probability   LEAD
Prospecting Activity                                          to Close      GEN
                         Suspects                               0%
                         Cold targets

                        Money Authority Need                    20 %
 Qualified Selling      They are doing something
     Activity                                                   40 %
                        Verified Contender Fit                              ROIM
                        Jointly Engaged in Sales Process


                        Competitive Selling Activity            60 %
                        Differentiation of product offering


                        Proposal Acceptance                     80 %
                        Compelling Business Case


                        Signed Contracts                       100 %
                          Technology Sales Leads
                             www.tsleads.com
Best Practice in ROI Management



• TSL has specialised in this area longer than most other
  companies in EMEA.
• TSL both develops and learns best practice in this area by
  working with so many of the top technology companies.
• Many of the earliest practices come from our Boston
  office. The US still has the most developed market for this
  area.
• Only TSL can bring all of these benefits to your company
  – generating best practice for you. With TSL you get
  “tomorrow’s paper today”!




                   Technology Sales Leads
                      www.tsleads.com
Enterprise Prospecting Solutions for IT Companies

10 High Street          Soane Point          TSL House
Boston, MA 02110        6-8 Market Place     Burrin Street,
USA.                    Reading, RG1 2EG     Carlow, Ireland
877 258 7703            0800 085 4005        1800 200 499



                   www.tsleads.com



                    Technology Sales Leads
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SAMPLE REPORTS




  Technology Sales Leads
     www.tsleads.com
              Segment Analysis

             • Leads are coming from Directors of Operations and Customer Service
             at larger companies.
             • Drop Segments 1 and 3 for next Quarter.
                            Segment 1 Segment 2             Segment 3   Segment 4                   Segment 5 Total
            Industry        Finance   Finance               Retail      Retail                      Mfg
            Employees Range 1-100     100-1000              1-100       100-1000                    100-1000
            Country         UK        UK                    Germany     Germany                     France
            Lead Contact    CFO       Operations Director   CEO         Customer Service Director   Operations Director
            Number of Leads         3                  15           6                          23           20          67


                                       Leads - Segment Analysis



                                                 4%
                      30%                                            22%                Segment 1
                                                                                        Segment 2
                                                                                        Segment 3
                                                                                        Segment 4
                                                                        9%              Segment 5

                                      35%




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              Channel Partner Analysis

                               Partner A Partner B Partner C Partner D
              Rejected Leads           3         4        20         6
              Conference Calls        33        29        26        36
              Won                      5         5         1         5
              Lost                     9         9         4         9
              Postponed                1         1         1         1

                  40

                  35

                  30
                                                                        Rejected Leads
                  25
                                                                        Conference Calls
                  20
                                                                        Won
                  15                                                    Lost
                  10                                                    Postponed

                  5

                  0
                       Partner A   Partner B   Partner C   Partner D



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