SlideShare uma empresa Scribd logo
1 de 16
Baixar para ler offline
Generating Revenue
   in Today’s World



           Christian Bernard
           CEO, Bulldog Solutions
           International
           cbernard@bulldogsolutions.com
2
What’s new?
What’s new?

                                                 Technology Disruption




                                                                         New Challenging
                                                                         Economic Models

Internet-era Buyers Behavior




© 2012 Bulldog Solutions. All rights reserved.
        www.bulldogsolutions.com
3
What’s new? case …
But in any
                                                                               Revenue Growth
                                                                             50.00%




                                                  • More experienced Buyers
                                                                             40.00%




                                                  • Growing Competition      30.00%




                                                  • Saturated Markets        20.00%




                                                  • Unpredictable Sales Ratios
                                                                             10.00%

S&M Expenses
                                                  • Questionable Costs of Sales
                                                                              0.00%
               -5.00%                  -4.00%     -3.00%   -2.00%   -1.00%         0.00%   1.00%   2.00%   3.00%   4.00%

                                                  • Revenue Growth Uncertainty
                                                                             -10.00%



                                                                             -20.00%



                                                                             -30.00%

 © 2012 Bulldog Solutions. All rights reserved.
         www.bulldogsolutions.com
Why is Management Discipline: RPM
New RPM crucial now?                                                                                            4

   (Revenue Performance Management)
                                                 Value: What is the value
                                                    of my revenue cycle?


    Return: What is the                                                         Reach: How many leads
return on my spend through                                                      can I influence in my revenue
     the revenue cycle?                                                                     cycle?




     Velocity: How long does                                          Conversion: At what rate
           it take to convert leads                                    do my leads convert to revenue
         through the revenue cycle?                                      through the revenue cycle?




© 2012 Bulldog Solutions. All rights reserved.
        www.bulldogsolutions.com
RPM : Focus on Revenue creation Value5
Why is RPM crucial now?
                     chain
                                                 Value: What is the value
                                                    of my revenue cycle?


    Return: What is the                                                         Reach: How many leads
return on my spend through                                                      can I influence in my revenue
     the revenue cycle?                                                                     cycle?




     Velocity: How long does                                          Conversion: At what rate
           it take to convert leads                                    do my leads convert to revenue
         through the revenue cycle?                                      through the revenue cycle?




© 2012 Bulldog Solutions. All rights reserved.
        www.bulldogsolutions.com
6
Why is RPMon 3 major components
Traction crucial now?
                                                  RPM Blueprint


                                                                  Attract   Engage




                                                                       Convert



                     Process
                                                                  Programs

                                                 Infrastructure
© 2012 Bulldog Solutions. All rights reserved.
        www.bulldogsolutions.com
7
Why is RPMon 3 major components
Traction crucial now?
                                                              RPM Blueprint


            Lead
                                                                              Attract   Engage
         Management



                                                   CRM
                                                 Empowerme
                                                     nt
                                                                                   Convert



                     Process
                                                                              Programs

                                                             Infrastructure
© 2012 Bulldog Solutions. All rights reserved.
        www.bulldogsolutions.com
8
Why is RPMon 3 major components
Traction crucial now?
                                                                  RPM Blueprint


            Lead
                                                                                                     Attract   Engage
         Management



                                                   CRM
                                                 Empowerme
                                                     nt
                                                                                                          Convert



                     Process                                                                  Data


                                                      Reporting
                                                                                             Bases
                                                                                                     Programs
                                                                      Web        Markeying
                                                                  Technologies   Automatio

                                                             Infrastructure          n




© 2012 Bulldog Solutions. All rights reserved.
        www.bulldogsolutions.com
9
Why is RPMon 3 major components
Traction crucial now?
                                                                  RPM Blueprint                                          Webinars
                                                                                                           Social Networks
                                                                                                 Search Engine
                                                                                                   Marketing                         Physic
                                                                                                                                       al
                                                                                                                                     Events

                                                                                                                                              White
            Lead                                                                                                                              Papers
         Management



                                                                                             Newsletters                                Client Case Studies
                                                   CRM
                                                 Empowerme
                                                     nt


                                                                                                                                      Benchmarks,
                                                                                                                                     ROI Calculators
                                                                                                     Negociation
                                                                                                     Framework               Study

                     Process
                                                                                                            Channel Partners Tours
                                                                                              Data


                                                      Reporting
                                                                                             Bases
                                                                                                           Programs
                                                                      Web        Markeying
                                                                  Technologies   Automatio

                                                             Infrastructure          n




© 2012 Bulldog Solutions. All rights reserved.
        www.bulldogsolutions.com
10
Why is RPM crucial now? :
BULLDOG SPECIAL
                                                                   RPM Blueprint                                          Webinars
                                                                                                            Social Networks
                                                                                                  Search Engine
                                                                                                    Marketing                         Physic
                                                                                                                                        al
                                                                                                                                      Events

                                                                                                                                               White
            Lead                                                                                                                               Papers
         Management



                                                                                              Newsletters                                Client Case Studies
                                                    CRM

                                                 An End-to-End control
                                                  Empowerme
                                                      nt


                                                                                                                                       Benchmarks,
                                                                                                                                      ROI Calculators
                                                                                                      Negociation
                                                                                                      Framework               Study

                     Process
                                                                                                             Channel Partners Tours
                                                                                               Data


                                                       Reporting
                                                                                              Bases
                                                                                                            Programs
                                                                       Web        Markeying
                                                                   Technologies   Automatio

                                                              Infrastructure          n




© 2012 Bulldog Solutions. All rights reserved.
        www.bulldogsolutions.com
11
Why is RPM crucial now?
 RPM Components




                                                 RPM Blueprint

© 2012 Bulldog Solutions. All rights reserved.
        www.bulldogsolutions.com
Why is : From where you stand …
RPM RPM crucial now?                             12




© 2012 Bulldog Solutions. All rights reserved.
        www.bulldogsolutions.com
Why is : From where you stand …
RPM RPM crucial now?                             13




© 2012 Bulldog Solutions. All rights reserved.
        www.bulldogsolutions.com
Why is : To wherenow? go …
RPM RPM crucial you                                           14




     Revenue Performance Improvement Phase 1
     1. RPM Assessment
     2. Revenue Performance Improvement Strategy
     3. 3 RPI Scenarios backed by a Financial Business Case

© 2012 Bulldog Solutions. All rights reserved.
        www.bulldogsolutions.com
Why is : To wherenow? go …
  RPM RPM crucial you                                                                                                    15



Revenue Performance Levers
1. Revenue Generation Process aligned with internet-era Prospects Behaviour
2. Technology infrastructure which drives efficient conversations with scale
3. S&M Investments optimized for new behavioural & technology requirements

100%

 90%
                                                                                        98%   5X!
 80%

 70%

 60%

 50%

 40%

 30%                                                                                    31%

 20%                                                                                    20%

 10%

 0%
   2006                  2007                  2008           2009                2010

              S&P 500               Eloqua Public Companies          Eloqua RPM Index
                                                                                                    Revenue Efficiency
                              Revenue Growth


  © 2012 Bulldog Solutions. All rights reserved.
          www.bulldogsolutions.com
Generating Revenue
        in Today’s World
Assess Your New Business Efficiency at
https://www.surveymonkey.com/s/samaa
   Assess Your Revenue Engine at
   http://eba.bulldogsolutions.com

                              Christian Bernard
                              CEO, Bulldog Solutions Europe
                              cbernard@bulldogsolutions.com
                              +33 6 08 37 25 78

Mais conteúdo relacionado

Mais procurados

Collaborative Sourcing - Unlocking Greater Savings and Value for You and Yo...
Collaborative Sourcing  -  Unlocking Greater Savings and Value for You and Yo...Collaborative Sourcing  -  Unlocking Greater Savings and Value for You and Yo...
Collaborative Sourcing - Unlocking Greater Savings and Value for You and Yo...SAP Ariba
 
National conference 2011 john quinlan - rsa (26.05.11)
National conference 2011   john quinlan - rsa (26.05.11)National conference 2011   john quinlan - rsa (26.05.11)
National conference 2011 john quinlan - rsa (26.05.11)Sales Institute Ireland
 
Ngg Portfolio Automotive
Ngg Portfolio Automotive Ngg Portfolio Automotive
Ngg Portfolio Automotive nili_g
 
Lean Software Development - Economics of Speed
Lean Software Development - Economics of SpeedLean Software Development - Economics of Speed
Lean Software Development - Economics of SpeedColm O'hEocha
 
Business model tbs 2012v3 ppt
Business model  tbs 2012v3 pptBusiness model  tbs 2012v3 ppt
Business model tbs 2012v3 pptWai Chamornmarn
 
John Sviokla - Creating an Information Advantage
John Sviokla - Creating an Information AdvantageJohn Sviokla - Creating an Information Advantage
John Sviokla - Creating an Information Advantageguestab667
 
Quality and-process-outsourcing
Quality and-process-outsourcingQuality and-process-outsourcing
Quality and-process-outsourcingbhauc
 

Mais procurados (9)

Collaborative Sourcing - Unlocking Greater Savings and Value for You and Yo...
Collaborative Sourcing  -  Unlocking Greater Savings and Value for You and Yo...Collaborative Sourcing  -  Unlocking Greater Savings and Value for You and Yo...
Collaborative Sourcing - Unlocking Greater Savings and Value for You and Yo...
 
National conference 2011 john quinlan - rsa (26.05.11)
National conference 2011   john quinlan - rsa (26.05.11)National conference 2011   john quinlan - rsa (26.05.11)
National conference 2011 john quinlan - rsa (26.05.11)
 
Ngg Portfolio Automotive
Ngg Portfolio Automotive Ngg Portfolio Automotive
Ngg Portfolio Automotive
 
Lean Software Development - Economics of Speed
Lean Software Development - Economics of SpeedLean Software Development - Economics of Speed
Lean Software Development - Economics of Speed
 
Business model tbs 2012v3 ppt
Business model  tbs 2012v3 pptBusiness model  tbs 2012v3 ppt
Business model tbs 2012v3 ppt
 
John Sviokla - Creating an Information Advantage
John Sviokla - Creating an Information AdvantageJohn Sviokla - Creating an Information Advantage
John Sviokla - Creating an Information Advantage
 
Quality and-process-outsourcing
Quality and-process-outsourcingQuality and-process-outsourcing
Quality and-process-outsourcing
 
Bank study 2010 brazil summary
Bank study 2010 brazil summaryBank study 2010 brazil summary
Bank study 2010 brazil summary
 
Uneecops Company Profile
Uneecops Company ProfileUneecops Company Profile
Uneecops Company Profile
 

Destaque

ร่วมรับโล่ และประกาศเกียรติคุณรางวัลวิดีทัศน์สั้นเฉลิมพระเกียรติ ๖๒ ปี บรมราช...
ร่วมรับโล่ และประกาศเกียรติคุณรางวัลวิดีทัศน์สั้นเฉลิมพระเกียรติ ๖๒ ปี บรมราช...ร่วมรับโล่ และประกาศเกียรติคุณรางวัลวิดีทัศน์สั้นเฉลิมพระเกียรติ ๖๒ ปี บรมราช...
ร่วมรับโล่ และประกาศเกียรติคุณรางวัลวิดีทัศน์สั้นเฉลิมพระเกียรติ ๖๒ ปี บรมราช...KruPor Sirirat Namthai
 
คู่มือการใช้งานเว็บบล็อก
คู่มือการใช้งานเว็บบล็อกคู่มือการใช้งานเว็บบล็อก
คู่มือการใช้งานเว็บบล็อกKruPor Sirirat Namthai
 
งานใหม่ค่ะต่ออันเดิม
งานใหม่ค่ะต่ออันเดิมงานใหม่ค่ะต่ออันเดิม
งานใหม่ค่ะต่ออันเดิมKruPor Sirirat Namthai
 
ปพ.5 2559-1-ง33201คอมพิวเตอร์
ปพ.5 2559-1-ง33201คอมพิวเตอร์ปพ.5 2559-1-ง33201คอมพิวเตอร์
ปพ.5 2559-1-ง33201คอมพิวเตอร์KruPor Sirirat Namthai
 
การติดต่อสื่อสารทางอินเทอร์เน็ต
การติดต่อสื่อสารทางอินเทอร์เน็ตการติดต่อสื่อสารทางอินเทอร์เน็ต
การติดต่อสื่อสารทางอินเทอร์เน็ตKruPor Sirirat Namthai
 
ครูผู้สอนดีเด่น55
ครูผู้สอนดีเด่น55ครูผู้สอนดีเด่น55
ครูผู้สอนดีเด่น55KruPor Sirirat Namthai
 
ปพ.5 2559-1-ง23201เทคโนโลยีสารสนเทศ
ปพ.5 2559-1-ง23201เทคโนโลยีสารสนเทศปพ.5 2559-1-ง23201เทคโนโลยีสารสนเทศ
ปพ.5 2559-1-ง23201เทคโนโลยีสารสนเทศKruPor Sirirat Namthai
 
Srrt 58 ทุ่งอ่าง
Srrt 58 ทุ่งอ่างSrrt 58 ทุ่งอ่าง
Srrt 58 ทุ่งอ่างDbeat Dong
 
แข่งขันตำน้ำพริก ผักสด ระดับ ม
แข่งขันตำน้ำพริก ผักสด ระดับ มแข่งขันตำน้ำพริก ผักสด ระดับ ม
แข่งขันตำน้ำพริก ผักสด ระดับ มKruPor Sirirat Namthai
 
โครงงานคอมยางพารา
โครงงานคอมยางพาราโครงงานคอมยางพารา
โครงงานคอมยางพาราKruPor Sirirat Namthai
 
ใบงานเศรษฐกิจพอเพียง
ใบงานเศรษฐกิจพอเพียงใบงานเศรษฐกิจพอเพียง
ใบงานเศรษฐกิจพอเพียงKruPor Sirirat Namthai
 

Destaque (18)

E learningM1
E learningM1E learningM1
E learningM1
 
ร่วมรับโล่ และประกาศเกียรติคุณรางวัลวิดีทัศน์สั้นเฉลิมพระเกียรติ ๖๒ ปี บรมราช...
ร่วมรับโล่ และประกาศเกียรติคุณรางวัลวิดีทัศน์สั้นเฉลิมพระเกียรติ ๖๒ ปี บรมราช...ร่วมรับโล่ และประกาศเกียรติคุณรางวัลวิดีทัศน์สั้นเฉลิมพระเกียรติ ๖๒ ปี บรมราช...
ร่วมรับโล่ และประกาศเกียรติคุณรางวัลวิดีทัศน์สั้นเฉลิมพระเกียรติ ๖๒ ปี บรมราช...
 
คู่มือการใช้งานเว็บบล็อก
คู่มือการใช้งานเว็บบล็อกคู่มือการใช้งานเว็บบล็อก
คู่มือการใช้งานเว็บบล็อก
 
งานใหม่ค่ะต่ออันเดิม
งานใหม่ค่ะต่ออันเดิมงานใหม่ค่ะต่ออันเดิม
งานใหม่ค่ะต่ออันเดิม
 
ปพ.5 2559-1-ง33201คอมพิวเตอร์
ปพ.5 2559-1-ง33201คอมพิวเตอร์ปพ.5 2559-1-ง33201คอมพิวเตอร์
ปพ.5 2559-1-ง33201คอมพิวเตอร์
 
การติดต่อสื่อสารทางอินเทอร์เน็ต
การติดต่อสื่อสารทางอินเทอร์เน็ตการติดต่อสื่อสารทางอินเทอร์เน็ต
การติดต่อสื่อสารทางอินเทอร์เน็ต
 
บทที่ 1
บทที่ 1บทที่ 1
บทที่ 1
 
Flags asia
Flags asiaFlags asia
Flags asia
 
โครงงานคอม
โครงงานคอมโครงงานคอม
โครงงานคอม
 
ครูผู้สอนดีเด่น55
ครูผู้สอนดีเด่น55ครูผู้สอนดีเด่น55
ครูผู้สอนดีเด่น55
 
Makeblog
MakeblogMakeblog
Makeblog
 
ปพ.5 2559-1-ง23201เทคโนโลยีสารสนเทศ
ปพ.5 2559-1-ง23201เทคโนโลยีสารสนเทศปพ.5 2559-1-ง23201เทคโนโลยีสารสนเทศ
ปพ.5 2559-1-ง23201เทคโนโลยีสารสนเทศ
 
Srrt 58 ทุ่งอ่าง
Srrt 58 ทุ่งอ่างSrrt 58 ทุ่งอ่าง
Srrt 58 ทุ่งอ่าง
 
แข่งขันตำน้ำพริก ผักสด ระดับ ม
แข่งขันตำน้ำพริก ผักสด ระดับ มแข่งขันตำน้ำพริก ผักสด ระดับ ม
แข่งขันตำน้ำพริก ผักสด ระดับ ม
 
โครงงานคอมยางพารา
โครงงานคอมยางพาราโครงงานคอมยางพารา
โครงงานคอมยางพารา
 
ใบงานเศรษฐกิจพอเพียง
ใบงานเศรษฐกิจพอเพียงใบงานเศรษฐกิจพอเพียง
ใบงานเศรษฐกิจพอเพียง
 
โครงงานขนมอบ
โครงงานขนมอบโครงงานขนมอบ
โครงงานขนมอบ
 
บทที่ 1
บทที่ 1บทที่ 1
บทที่ 1
 

Semelhante a Bulldog Client Facing Lf K

Customer Insight - What Customers Really Want - Webinar (15 March, 2012)
Customer Insight - What Customers Really Want - Webinar (15 March, 2012)Customer Insight - What Customers Really Want - Webinar (15 March, 2012)
Customer Insight - What Customers Really Want - Webinar (15 March, 2012)waqdev786
 
Zws webinar september 2012 operational excellence series v14
Zws webinar september 2012 operational excellence series v14Zws webinar september 2012 operational excellence series v14
Zws webinar september 2012 operational excellence series v14Zero Wait-State
 
Multi-function Shared Services center - an emerging trend
Multi-function Shared Services center - an emerging trendMulti-function Shared Services center - an emerging trend
Multi-function Shared Services center - an emerging trendZinnov
 
The Annuitas Group Lead Management Framework Sm
The Annuitas Group Lead Management Framework   SmThe Annuitas Group Lead Management Framework   Sm
The Annuitas Group Lead Management Framework SmCAnnuitas
 
Balanced Scorecard Presentation For Gemba
Balanced Scorecard Presentation For GembaBalanced Scorecard Presentation For Gemba
Balanced Scorecard Presentation For GembaBenjamin Shobert
 
Take Me Out to the Ball Game - Competency Based Talent Management
Take Me Out to the Ball Game - Competency Based Talent ManagementTake Me Out to the Ball Game - Competency Based Talent Management
Take Me Out to the Ball Game - Competency Based Talent Managementthempowergroup
 
Increasing the ROI of SAP post-implementation
Increasing the ROI of SAP post-implementationIncreasing the ROI of SAP post-implementation
Increasing the ROI of SAP post-implementationRaul Morales
 
Asug Minnesota Using Six Sigma To Reduce Costs
Asug Minnesota   Using Six Sigma To Reduce CostsAsug Minnesota   Using Six Sigma To Reduce Costs
Asug Minnesota Using Six Sigma To Reduce CostsFabio Brancati
 
Driving Continuous Improvement & Innovation
Driving Continuous Improvement & InnovationDriving Continuous Improvement & Innovation
Driving Continuous Improvement & InnovationNareshChawla
 
Managing product development flow across an IT organization
Managing product development flow across an IT organizationManaging product development flow across an IT organization
Managing product development flow across an IT organizationInstitut Lean France
 
How to manage your business in 30 minutes per month
How to manage your business in 30 minutes per monthHow to manage your business in 30 minutes per month
How to manage your business in 30 minutes per monthFannit
 
How Do You Know If Its Time To Spend More Final
How Do You Know If Its Time To Spend More   FinalHow Do You Know If Its Time To Spend More   Final
How Do You Know If Its Time To Spend More Finalmarketingnpv
 
Pentaho Business Analytics for ISVs and SaaS providers in healthcare
Pentaho Business Analytics for ISVs and SaaS providers in healthcarePentaho Business Analytics for ISVs and SaaS providers in healthcare
Pentaho Business Analytics for ISVs and SaaS providers in healthcarePentaho
 
Lead Lifecycle Management: Finding, Creating and Managing Your Leads
Lead Lifecycle Management: Finding, Creating and Managing Your LeadsLead Lifecycle Management: Finding, Creating and Managing Your Leads
Lead Lifecycle Management: Finding, Creating and Managing Your LeadsLeadLife Solutions
 
Confessions of a Marketing Automation User
Confessions of a Marketing Automation UserConfessions of a Marketing Automation User
Confessions of a Marketing Automation Usergetinfo12345
 
Increase Lead Cycle Velocity and Close More Deals
Increase Lead Cycle Velocity and Close More DealsIncrease Lead Cycle Velocity and Close More Deals
Increase Lead Cycle Velocity and Close More DealsAct-On Software
 

Semelhante a Bulldog Client Facing Lf K (20)

Customer Insight - What Customers Really Want - Webinar (15 March, 2012)
Customer Insight - What Customers Really Want - Webinar (15 March, 2012)Customer Insight - What Customers Really Want - Webinar (15 March, 2012)
Customer Insight - What Customers Really Want - Webinar (15 March, 2012)
 
Zws webinar september 2012 operational excellence series v14
Zws webinar september 2012 operational excellence series v14Zws webinar september 2012 operational excellence series v14
Zws webinar september 2012 operational excellence series v14
 
Multi-function Shared Services center - an emerging trend
Multi-function Shared Services center - an emerging trendMulti-function Shared Services center - an emerging trend
Multi-function Shared Services center - an emerging trend
 
Accelerate Time to Business Outcomes through BPM
Accelerate Time to Business Outcomes through BPMAccelerate Time to Business Outcomes through BPM
Accelerate Time to Business Outcomes through BPM
 
The Annuitas Group Lead Management Framework Sm
The Annuitas Group Lead Management Framework   SmThe Annuitas Group Lead Management Framework   Sm
The Annuitas Group Lead Management Framework Sm
 
Balanced Scorecard Presentation For Gemba
Balanced Scorecard Presentation For GembaBalanced Scorecard Presentation For Gemba
Balanced Scorecard Presentation For Gemba
 
Take Me Out to the Ball Game - Competency Based Talent Management
Take Me Out to the Ball Game - Competency Based Talent ManagementTake Me Out to the Ball Game - Competency Based Talent Management
Take Me Out to the Ball Game - Competency Based Talent Management
 
Increasing the ROI of SAP post-implementation
Increasing the ROI of SAP post-implementationIncreasing the ROI of SAP post-implementation
Increasing the ROI of SAP post-implementation
 
Asug Minnesota Using Six Sigma To Reduce Costs
Asug Minnesota   Using Six Sigma To Reduce CostsAsug Minnesota   Using Six Sigma To Reduce Costs
Asug Minnesota Using Six Sigma To Reduce Costs
 
Driving Continuous Improvement & Innovation
Driving Continuous Improvement & InnovationDriving Continuous Improvement & Innovation
Driving Continuous Improvement & Innovation
 
Smartsizing
SmartsizingSmartsizing
Smartsizing
 
Workforce Productivity in BPO
Workforce Productivity in BPOWorkforce Productivity in BPO
Workforce Productivity in BPO
 
Scope International
Scope InternationalScope International
Scope International
 
Managing product development flow across an IT organization
Managing product development flow across an IT organizationManaging product development flow across an IT organization
Managing product development flow across an IT organization
 
How to manage your business in 30 minutes per month
How to manage your business in 30 minutes per monthHow to manage your business in 30 minutes per month
How to manage your business in 30 minutes per month
 
How Do You Know If Its Time To Spend More Final
How Do You Know If Its Time To Spend More   FinalHow Do You Know If Its Time To Spend More   Final
How Do You Know If Its Time To Spend More Final
 
Pentaho Business Analytics for ISVs and SaaS providers in healthcare
Pentaho Business Analytics for ISVs and SaaS providers in healthcarePentaho Business Analytics for ISVs and SaaS providers in healthcare
Pentaho Business Analytics for ISVs and SaaS providers in healthcare
 
Lead Lifecycle Management: Finding, Creating and Managing Your Leads
Lead Lifecycle Management: Finding, Creating and Managing Your LeadsLead Lifecycle Management: Finding, Creating and Managing Your Leads
Lead Lifecycle Management: Finding, Creating and Managing Your Leads
 
Confessions of a Marketing Automation User
Confessions of a Marketing Automation UserConfessions of a Marketing Automation User
Confessions of a Marketing Automation User
 
Increase Lead Cycle Velocity and Close More Deals
Increase Lead Cycle Velocity and Close More DealsIncrease Lead Cycle Velocity and Close More Deals
Increase Lead Cycle Velocity and Close More Deals
 

Bulldog Client Facing Lf K

  • 1. Generating Revenue in Today’s World Christian Bernard CEO, Bulldog Solutions International cbernard@bulldogsolutions.com
  • 2. 2 What’s new? What’s new? Technology Disruption New Challenging Economic Models Internet-era Buyers Behavior © 2012 Bulldog Solutions. All rights reserved. www.bulldogsolutions.com
  • 3. 3 What’s new? case … But in any Revenue Growth 50.00% • More experienced Buyers 40.00% • Growing Competition 30.00% • Saturated Markets 20.00% • Unpredictable Sales Ratios 10.00% S&M Expenses • Questionable Costs of Sales 0.00% -5.00% -4.00% -3.00% -2.00% -1.00% 0.00% 1.00% 2.00% 3.00% 4.00% • Revenue Growth Uncertainty -10.00% -20.00% -30.00% © 2012 Bulldog Solutions. All rights reserved. www.bulldogsolutions.com
  • 4. Why is Management Discipline: RPM New RPM crucial now? 4 (Revenue Performance Management) Value: What is the value of my revenue cycle? Return: What is the Reach: How many leads return on my spend through can I influence in my revenue the revenue cycle? cycle? Velocity: How long does Conversion: At what rate it take to convert leads do my leads convert to revenue through the revenue cycle? through the revenue cycle? © 2012 Bulldog Solutions. All rights reserved. www.bulldogsolutions.com
  • 5. RPM : Focus on Revenue creation Value5 Why is RPM crucial now? chain Value: What is the value of my revenue cycle? Return: What is the Reach: How many leads return on my spend through can I influence in my revenue the revenue cycle? cycle? Velocity: How long does Conversion: At what rate it take to convert leads do my leads convert to revenue through the revenue cycle? through the revenue cycle? © 2012 Bulldog Solutions. All rights reserved. www.bulldogsolutions.com
  • 6. 6 Why is RPMon 3 major components Traction crucial now? RPM Blueprint Attract Engage Convert Process Programs Infrastructure © 2012 Bulldog Solutions. All rights reserved. www.bulldogsolutions.com
  • 7. 7 Why is RPMon 3 major components Traction crucial now? RPM Blueprint Lead Attract Engage Management CRM Empowerme nt Convert Process Programs Infrastructure © 2012 Bulldog Solutions. All rights reserved. www.bulldogsolutions.com
  • 8. 8 Why is RPMon 3 major components Traction crucial now? RPM Blueprint Lead Attract Engage Management CRM Empowerme nt Convert Process Data Reporting Bases Programs Web Markeying Technologies Automatio Infrastructure n © 2012 Bulldog Solutions. All rights reserved. www.bulldogsolutions.com
  • 9. 9 Why is RPMon 3 major components Traction crucial now? RPM Blueprint Webinars Social Networks Search Engine Marketing Physic al Events White Lead Papers Management Newsletters Client Case Studies CRM Empowerme nt Benchmarks, ROI Calculators Negociation Framework Study Process Channel Partners Tours Data Reporting Bases Programs Web Markeying Technologies Automatio Infrastructure n © 2012 Bulldog Solutions. All rights reserved. www.bulldogsolutions.com
  • 10. 10 Why is RPM crucial now? : BULLDOG SPECIAL RPM Blueprint Webinars Social Networks Search Engine Marketing Physic al Events White Lead Papers Management Newsletters Client Case Studies CRM An End-to-End control Empowerme nt Benchmarks, ROI Calculators Negociation Framework Study Process Channel Partners Tours Data Reporting Bases Programs Web Markeying Technologies Automatio Infrastructure n © 2012 Bulldog Solutions. All rights reserved. www.bulldogsolutions.com
  • 11. 11 Why is RPM crucial now? RPM Components RPM Blueprint © 2012 Bulldog Solutions. All rights reserved. www.bulldogsolutions.com
  • 12. Why is : From where you stand … RPM RPM crucial now? 12 © 2012 Bulldog Solutions. All rights reserved. www.bulldogsolutions.com
  • 13. Why is : From where you stand … RPM RPM crucial now? 13 © 2012 Bulldog Solutions. All rights reserved. www.bulldogsolutions.com
  • 14. Why is : To wherenow? go … RPM RPM crucial you 14 Revenue Performance Improvement Phase 1 1. RPM Assessment 2. Revenue Performance Improvement Strategy 3. 3 RPI Scenarios backed by a Financial Business Case © 2012 Bulldog Solutions. All rights reserved. www.bulldogsolutions.com
  • 15. Why is : To wherenow? go … RPM RPM crucial you 15 Revenue Performance Levers 1. Revenue Generation Process aligned with internet-era Prospects Behaviour 2. Technology infrastructure which drives efficient conversations with scale 3. S&M Investments optimized for new behavioural & technology requirements 100% 90% 98% 5X! 80% 70% 60% 50% 40% 30% 31% 20% 20% 10% 0% 2006 2007 2008 2009 2010 S&P 500 Eloqua Public Companies Eloqua RPM Index Revenue Efficiency Revenue Growth © 2012 Bulldog Solutions. All rights reserved. www.bulldogsolutions.com
  • 16. Generating Revenue in Today’s World Assess Your New Business Efficiency at https://www.surveymonkey.com/s/samaa Assess Your Revenue Engine at http://eba.bulldogsolutions.com Christian Bernard CEO, Bulldog Solutions Europe cbernard@bulldogsolutions.com +33 6 08 37 25 78

Notas do Editor

  1. Finding ways to generate revenue has always been vital to firms.Yet the landscape has changed dramatically:With the advent of the internet, prospective buyers now get a view about their business issues, how others are tackling them, and assess potential vendors online without having to contact themWeb technologies and marketing automation software provide marketers with ways to attract target audiences and figure what matter to them which they didn’t dream of beforeThose techniques reduce the cost of generating new business so much, compared to conventional marketing and selling, that they have become a competitive advantage
  2. Thank you