columbus ama b2b sig slides - sean geehan
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Discovering Marketing’s True Role Discovering Marketing’s True Role g gin Driving Profitable Growth
g gin Driving Profitable Growth
Sean Geehan Sean Geehan Sean Geehan Sean Geehan Kathryn KendallKathryn KendallKathryn KendallKathryn Kendall Sean Geehan Sean Geehan Founder Geehan Group
Sean Geehan Sean Geehan Founder Geehan Group
Kathryn KendallKathryn KendallVice President Crown Partners
Kathryn KendallKathryn KendallVice President Crown Partners
SustainableSustainableSustainableSustainable
PredictablePredictablePredictablePredictable
ProfitableProfitable
Growth!!Growth!!© 2010 Geehan Group. All Rights Reserved Page 2
Growth!!Growth!!
© 2010 Geehan Group. All Rights Reserved Page 3
About Crown Partners
Crown Partners is an Crown Partners is an international management international management international management international management
consulting firm serving consulting firm serving Global 2000 and midGlobal 2000 and mid--
market companies with market companies with market companies with market companies with sales, marketing and IT sales, marketing and IT
t ti i t ti i automation services. automation services. Headquartered in Dayton, Headquartered in Dayton,
© 2010 Geehan Group. All Rights Reserved Page 4
q y ,q y ,with offices globallywith offices globally..
Tale of 2 Companies
ComStarbucks HCL
$10 Billion Revenue $2 Billion Revenue
70 Million Customers 367 Customers
70% - 12 Million Customers 70% - 38 Customers
The Fate The Fate of B2B Companies of B2B Companies R t i th h d f R t i th h d f Rests in the hands of Rests in the hands of
Just a Just a Few PeopleFew People..
© 2010 Geehan Group. All Rights Reserved Page 6
pp
B2B Executive PlaybookB2B Executive Playbook
Step 4Step 4Step 3Step 3Step 2Step 2Step 1Step 1 Step 4Step 4Leverage
Customers
Step 3Step 3Executive Sponsor
Step 2Step 2Organizational
Planning
Step 1Step 1Engage Decision
Makers
Market AlignmentMarket Alignment Internal AlignmentInternal Alignment InnovationInnovation Profitable GrowthProfitable Growth
© 2010 Geehan Group. All Rights Reserved Page 8
Market AlignmentMarket Alignment Internal AlignmentInternal Alignment InnovationInnovation Profitable GrowthProfitable Growth
ROI on Decision Maker Customer Programs
l bll bl
Little or No Decision Maker
With Decision Maker
Results are MeasureableResults are Measureable
Decision Maker Decision Maker
Retention 72% 90%
Account Growth 4% 12%
Referencable 28% 94%Referencable 28% 94%
“Our executive customer programs have proven to be the most effective way to positively impact top and the most effective way to positively impact top and
bottom line results.”
Jeff GarrityCFO Services
© 2010 Geehan Group. All Rights Reserved Page 13
CFO, Services
Kathryn KendallKathryn KendallCrown Partners Crown Partners
Sean GeehanSean GeehanSean GeehanSean GeehanGeehan Group
© 2010 Geehan Group. All Rights Reserved Page 16
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