Marketing • Business, Sales & Marketing Strategies • Branding • Online ecommerce • Advertising • Startups • Turn Arounds • Global Product Launches • Retail Channel, Morgan Rees +1.408.394.7337

1. + 1.408.394.7337
http://www.linkedin.com/in/ResetConsultancy

2. Reset
Consultancy
ReArchitecting
Business

3. Reset
Consultancy
Re-Building
Re-Engineering
Re-Energizing
Process & Structure

4. Through Process, Structure and Efficiency
RESULTS

5. The Right Business Balance Strength in Experience
Agile Strategies
Turn Around Strategies
Impacting your Business
Turn Around Strategies Impacting your Business

6. Advisory Practice Overview
• Mission: Process Management Development. Defining the Strategies,
Structures and Initiatives Required to Deliver Revenue Objectives.
• Focus on Business Turn-around Activities
• More Than 20 Years Experience in Strategic Brand Building, Marketing,
Mind Share and Process Implementation.
• Clients & Partners:
Philips Electronics, Belanima (Beauty & Wellness), Array, InfoGard Labs, Insignia
Solutions, Wherify Wireless, inCharge Technologies, Critical Path, Rocktonic,
Ugobi, Noctar, DC7 Networks, Atari and Ampex
NetSol (Rebranded company and first ever dual listing of a U.S. company on
NASDAQ-NTWK and the Dubai Exchange-DIFX)

7. • Long Track Record of Building, Re-engineering and Re-energizing
Companies Through the Implementation of Process and Structure
• People Skills to Work Well With Bankers, Customers, Suppliers,
Vendors, Creditors and Clients
• Cost Efficient and ROI Driven
• Honesty and Integrity
"The Only Things That Get Perfected Are What's Inspected."
Agency Overview

8. • Challenge of Improving a Company‟s Performance Becomes Even
Greater in Tough Economic Times.
• Focus Performance Improvement on Those Workforces Vital to
Business Success and Financial Results.
• Intellectual Capital Is a Key Source of Value for Companies.
Process Implementation and Management

9. • The Metabolism of a Sales Force Is Usually Faster Than the Company
Headquarter The Focus on Process and Results Creates an Innovative
• Approach to Synchronize the Company With Their Customers on a
Real-time Basis and Positions the Company to Sustain True
Competitive Advantage.
• Process and a Structured Approach Increase Time to Market, Which Is
Critical in a Highly Competitive Environment.
Process Implementation and Management

11. Process Implementation and Management
Corporate Process
• „I Own Charts‟
• Executive Trackers
• Critical Success Factors (CSF)
Marketing Process
• Product Management
• Product Development Process
• Strategic Marketing
• Product War Rooms (Engineering)
Engineering Process
• Product War Rooms
• Product Management
Sales Process
• Lead Process
• Strategic Account Committee & Sales
• War Rooms (U.S., International etc.)

13. Corporate Process „I Own Charts‟
Sales
Marketing
Engineering
Finance

14. VP of Marketing
“I Own the Strategies,
Products and Marketing Programs
that will Ensure the Success
of the Sales Organization”
• Sales & Marketing
Collateral
• Marketing Creative
• Advertising
• Public Relations
• Corporate Image
• Branding
• Communications Strategy
• Media Relations
• Web Management
• Trade Shows
• Channel Marketing Support
• Product Planning Process
• Product Roadmap (shared)
• MRD Creation
• Product Portfolio Management
• Product Lifecycle
• Product Positioning
• Product Pricing
• Product Bundling
• Product Functionality Targets
• Product Launch Plan
• Program Management Lead
• User Group Development &
Coordination
• Industry Analysis and
Marketing Strategy
• Market & Competitor
Research
• Market Segmentation &
Customer Targeting
• Corporate Pricing Strategy
• New Channel Identification
• Industry Analyst and
Consultant Programs
• Sales Training
• Technical Publications
and Documentation
• Sales Tool Development
• White Paper Development
• Curriculum Development
and Administration of
Sales and Channel
Partner Training for Sales
Product
Management
“I Own the Product
Strategy and Definition
for Branded Products”
MarCom
“ I Own the MarCom Programs
and Corporate Identity that will
Ensure Brand Equity and a
Cohesive Communications
Message”
Technical Marketing
“I Own the Technical
Assistance, Training and
Competitive Technology
Analysis in Support of
Sales and Product
Management Objectives”
Strategic
Marketing
“I Own the
Development and
Validation of the
Marketing Strategy”
„I Own Chart‟: Marketing

15. Corporate Process Executive Tracker Marketing

16. Corporate Process Critical Success Factors

17. • RESET Is Responsible for
Implementing and Improving a
Number of Critical Metrics for
Corporations Including "Critical
Success Factors." (CSF’s)
• CSF’s Are Objectives Set for
Each Department to Better
Achieve the Company’s Overall
Strategy.
• Proposed by the Head of Each
Department. Approved and
Discussed With the President
and CEO
• Accountability
Corporate Process Critical Success Factors

18. Corporate Process CSF – Finance & Marketing

19. Corporate Process CSF – Business Development

20. Corporate Process CSF – Sales

21. Process Implementation and Management
Marketing Process
• Product Management
• Product Development
Process / Roadmaps
• Strategic Marketing
• Product War Rooms
(Engineering)

22. • Weekly Product Management Meeting
• MRD & PRD‟s
• Weekly Product Management Updates
(PMU) Process
• Dedicated Release Managers
• Feature Enhancement Requests
Mechanism
• Measure Impact of a Change in Terms
Of: Cost/time, Short-term/immediate
Revenue, Long-term Revenue,
Accounts Affected and Alternatives (i.e.
Third Party Products)
Marketing Process Product Management
Objective: Defining the Product &
Managing it from Cradle-to-Grave.

23. New Product Release:
Marketing Process Product Management

24. Marketing Process Product Management

25. Product C
MSRP: $30,000
VAR Cost: $18,000
UMC: $3,500
Direct/Distribution Channel
OEM Only
Product C-C
MSRP: $15,000
VAR Cost: $9,000
UMC: $3,500
Product C-E
MSRP: $9,000
VAR Cost: $5,400
UMC: $2,000
Product C-F
MSRP: $4,000
VAR Cost: $3,600
UMC: $2,000
Product A
Product B
Direct Only OEM
Product C
OEM
Product B
MSRP: $50,000
VAR Cost: $30,000
UMC: $4,000
Product B-C
MSRP: $25,000
VAR Cost: $15,000
UMC : $2,000
Product A-G
Government
MSRP: $100,000
UMC: $4,000
Product A
Corporate
MSRP: $80,000
Channel Price: $50K
UMC: $4,000
OEM
MSRP: $5,000
Royalty: $1,500Fill-InAnchor
Bundle
MSRP: $5,000
Bundle
MSRP: $5,000
VAR Bundle
MSRP: $10,000
Flagship
Marketing Process Roadmap

26. New Product Release:
Marketing Process Product Management

27. Marketing Process Product Management

28. Process Implementation and Management
Engineering Process
• Product War-Rooms
• Product Management
"The only things that get perfected are what's inspected."

29. • Company-wide “Product War
Room” Focuses on Customer
Technical Issues.
• “Knowledge-sharing” Between
Executive Staff and Their Teams to
Mobilize & Attack Bug and Feature
Challenges.
• Identify Product Priorities Quickly &
Rapidly Resolve.
• Set Responsibilities – Assignments,
Deadlines
• Track Progress on a Real-time
Basis.
• Not a Detailed
Engineering/development Review.
Engineers Have the Highest Desire to
Meet Deadlines
Engineering Process Product War Rooms

30. Marketing Process Product War Rooms
Setting Priorities: Deal Breakers, Decisions Made,
Action Items, Listing and Naming Bugs in a
Status At-a-Glance Format.

31. Marketing Process Product War Rooms

32. Marketing Process Product War Rooms
Status Reports

33. Process Implementation and Management
Sales Process
• Lead Process
• Strategic Account Committee
- U.S.
- International
• Channel Development

34. Raw Leads
Open Lead
Live Contact
Qual.
Lead
Lead Prospect
Target lists, mktg campaigns, tradeshows/seminars, VAR database,
web, etc.
Outbound telesales activities initiated either through phone and/or
e-mail
Array corporate and product intro complete; Potential
interest/needs assessed; Primary contact info confirmed
10
9
8
7
Initial needs identified; General list pricing discussed; Specific projects
noted; timeframe, budget, requirements, and other key
contacts/decision makers recorded in SF.com.
6
GATE: Lead contact info inputted into SF during import or through
ISR
Note: Primary contact defined as a decision-maker,
recommender, and or influencer for IT infrastructure
purchases.
Targeted Markets
GATE: Initial live phone conversation w/ primary contact completed
GATE: Interest in Array solutions & potential for purchase confirmed
GATE: Face-to-face meeting or conf call scheduled for RSM
Enter Field Sales Funnel
Sales Process Lead Process

35. Qualified Prospect
Certified Prospect
Evaluation
Candidate
Paying
Cust.
Qualified Lead
Evaluation
Customer
Identified through Lead Gen. (email blast, inside
sales, VAR, dir mail, or advert) as having interest
Initial Meeting held; Key Buyers, Competition &
Need/Pain Identified
S/E Assigned; Success Criteria documented;
Evaluation Plan established
Units shipped; Initial config. installed by S/E; CS staff
assigned; Success Criteria reconfirmed
Firm PO received with NO conditions
5
4
3
2
Evaluation completed; Success criteria reconfirmed
and achieved; Contract Negotiations
1
Gate: Technical App & Value App Forms Approved
Gate: Performance Contract Executed
Gate: Customer‟s Technical Buyer Signs Off
Gate: PO received
Gate: ISR Makes Contact with Decision-Maker
Sales Process Lead Process

36. Sales Process Lead Process - Reporting

37. Sales Process Sales War Rooms

38. Sales Process SAC Meetings
Strategic Account Committee
• Company-wide “War Room” Focuses on
Generating Revenues.
• “Knowledge-sharing” Between Executive
Staff and Their Teams to Mobilize & Attack
Revenue Challenges.
• Identify Priorities Quickly & Rapidly Deploy
Strategic Action Teams (Sat).
• Track Sac Progress on a Real-time Basis.
• Not a Detailed Acct Review or Review of the
Sales Organization.

40. Opening New Doors

41. Marketing Communications

42. Advertising Retail Merchandising eCommerce & Websites Product & Packaging Design
Norelco
Branding

43. Print Campaign
• Full-page spreads, full color
• Showcase entire “cluster/collection”
of products
• 11 categories of magazines
• 40 magazines total; 101 insertions
(ads)
Print Brand Campaigns

44. Print Product Campaigns

45. Packaging by Design

46. Social Marketing
Blogs
Wikis
Social Networks
RSS

47. Strategic Alliances

48. Special Events Branding
Promotions & Sponsorships
• Philips becomes first and title sponsor of new LPGA
Harvey Penick tournament, Austin
• NASCAR - highest attended sporting event in the U.S.
• “Motown Live”: Title Sponsor of new, syndicated variety
show
• Digital TV Express: Tractor-trailer exhibit touring the entire
country featuring Philips DTV products
• Tradeshows
Product Placement
• “Enemy of the State” featuring Will Smith and Gene
Hackman
• “Austin Powers” featuring Mike Myers
• “The Game” featuring Michael Douglas & Sean Penn

49. Image Building

50. Big Impression

51. To Win The Game
You Need A Strategy

52. At the end of the day it‟s all about,
“Hitting Your Sales Numbers!”

53. • We Improve Your Company
• We Enhance Your Own Personal Skill Set

54. May We Help You Achieve
Your Goals?

55. + 1.408.394.7337
http://www.linkedin.com/in/ResetConsultancy