A Recession Like This OccursOnly Once In Your Lifetime

Sam GalbraithProfessional Capabilities

Case for Business IntelligencePutting the Recession into Perspective

Don’t Waste the Opportunity

The Power of the EventPotential Scenarios Loss vs Reward

Sample Presentation Purpose

This sample presentation demonstrates my:

Presentation skillsProfessional capabilitiesSales Strategy and Approach

The sample presentation’s focus is the BusinessIntelligence sales cycle presented to an audience of C-level executives.

How to Get this Back in the Air?

Actionable Data?????

Data for Intelligent Decisions?

Can’t find itNot available – not accuratePeople that need it don’t have itNeeded it today not tomorrowComputer program has it – I thinkCan’t process data – no time

Key Performance Indicators – Dashboard

Don’t Waste the Opportunity

This recession will end – all doDon’t just surviveSeize the Opportunity1. Maintain during2. Recognize when it bottoms out3. Start your recovery early4. Come out strong5. Grab market share from competitors

TURNING INFORMATIONINTO PERFORMANCE

Business Intelligence

Mission Critical

To deliver the bestprofessional Services,providing the rightinformation in theright hands at theright time to helpclients prosper.

“You Can’t Manage if You Can’t Measure”

Identify your Key Performance IndicatorsKnow your Key Performance IndicatorsView Key Performance IndicatorsOne dashboard for all Key PerformanceIndicators

Now manage your enterprise

Organizational Focus

Professional ServicesOne Product - ServiceOne Purpose – ClientOne Accountability – we

deliver

My Professional Capabilities

Agenda1. Build & Maintain Sales2. Goals3. Competitive Analysis4. Sales Strategy5. Skill Set6. Resources Needed7. Amplifying the Brand

1. Build & Maintain Sales

Leverage Existing Client Relationship Regional Introductory Client Meeting Pipeline Management Lead Generation Resource for Unemployed Industry

Professionals Network & Networking

2. Goals (personal & professional)

Knowledge of Client’s Business Articulate the Company’s Value

Proposition Competitive Environment Competitive Advantages Channel Partner Program Alliance Program

3. Competitive Analysis

Knowledge Base on Each Competitor Clients: Happy and Unhappy Features, Functionality, New Initiatives, etc How They Market Product/Services Sell Direct, Channel, Distributors Weakness & Vulnerability How Services are Priced Single Source: Hardware & Software

4. Sales Strategy

Recurring Revenue Model Demand Drivers Identify Market with the Most Potential Regionalize Sales Approach Focus on the Decision Makers Engagement in Industry Associations

Sales Strategy (continued)

Mapping of Targeted Accounts Geographic Based – SMSA Grouped by ( Enterprise, Midmarket, Channel

Partner, Non-Traditional Rotation Basis for Contact (8 to 12 weeks) Constant Contact in Person, E-mail/Mail, Call, etc. Event Based Contact: joint meeting with a speaker,

sporting event, etc. Invitation is as Important as the Event

Regionalize Markets and Targets

Sales Strategy (Continued)

Evaluate non-traditional markets – go whereyour competition are not going

Institutional & Non ProfitsEducation: College and UniversitiesMilitary (GSA Schedule)Government ContractorsMedical, Elder Care, Assisted Living, etcEmerging Industries like Life Sciences

5. Personal Skill Set

Hunter Discover New Opportunities Relate to Non-technical Professionals Attention to Details & Follow through Ability to Sell SaaS & Professional Services Sell Vision First by Relating Pain Points as a

Roadblock to Achieving Their Vision Ability to Listen & Find Opportunities

6. Leveraging Resources & TeamBuilding

Technical Sales Support Industry or Company Specific

Rainmakers Robust CRM Administrative Support Participation in Industry Events Professional Service team

7. Amplifying the Brand

Take a Leadership Role in IndustryTestimonialReferenceable ClientsNew Articles – Press ReleasesIndustry Speaking EngagementsSocial Networking: Blogs, Twitter, FaceBook, Linkedin, Discussion GroupsRecognition by Clients (supplier of year)

7. Amplifying the Brand (continued)

Conclusion: How does this turn into sales?

Strategic Business DevelopmentProven Record for GeneratingExceptional Sales GrowthConsistently Meeting or ExceedingSales GoalsIdentifying and Selling into NewMarketsClosing Business

Thanks for Viewing

I am seeking an IT business developmentposition in the areas of SaaS, ProfessionalServices, Managed Services, CloudComputing &/or Security.

Please Contact:Sam Galbraith393 Greenfield Court, Suite 200 || Marietta, GA 30068 ||Office 770 485-0920 || Cell: 404-376-2613 ||samgalbraith@comcast.nethttp://www.linkedin.com/in/samgalbraith

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