allen nance rainmaker 2015

12
What “is not” in the Predictable Revenue Book? Allen Nance @AllenNance #Rainmaker2015

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Page 1: Allen Nance Rainmaker 2015

What “is not” in the Predictable Revenue Book?

Allen Nance @AllenNance

#Rainmaker2015

Page 2: Allen Nance Rainmaker 2015

Allen Nance President & CEO

#Rainmaker2015

WhatCounts

Page 3: Allen Nance Rainmaker 2015

Do What You Say

• 17 Months Ago • $6,000,000 Invested • From Reading the Book to Case Study

#Rainmaker2015

Page 4: Allen Nance Rainmaker 2015

Whoomp There it Is!

Genetics Market Wave Profits Leader Chemistry

#Rainmaker2015

Specialize Centralize Measure Allbound Hourly

Page 5: Allen Nance Rainmaker 2015

IT IS SO….HARD

#Rainmaker2015

Page 6: Allen Nance Rainmaker 2015

LESSON ONE:

It Takes Time to Ramp

#Rainmaker2015

Page 7: Allen Nance Rainmaker 2015

LESSON TWO:

Greenfield - HA!

#Rainmaker2015

Page 8: Allen Nance Rainmaker 2015

LESSON THREE:

Affect of Noise in the Market

#Rainmaker2015

Page 9: Allen Nance Rainmaker 2015

LESSON FOUR:

Connects and Demos are entirely about Data Quality

#Rainmaker2015

Page 10: Allen Nance Rainmaker 2015

LESSON FIVE:

Data Quality will lead to connects BUT not closes - its timing on the “brownfield”

#Rainmaker2015

Page 11: Allen Nance Rainmaker 2015

FINAL LESSON:

It’s hard, it will strain your team, specialization can lead to tension and finger pointing

#Rainmaker2015

Page 12: Allen Nance Rainmaker 2015

Thank You!

#Rainmaker2015