heyer start up business plan for technology firm

Start Up Business Plan

Prepared by Tim Heyerfor

XXX Inc

1. Company Description & Mission

• World leading outsourcing services partner, 150 clients

• 50,000 employees in 50+ locations

• Focusing on tailor made solutions

• Serving eight (8) major verticals

• Seven distinctive and successful business units

• Leader in Customer Lifecycle Management

• Six Sigma & COPC quality standards

• Effective & efficient processes thru innovation

• 20+ yrs of deep domain experience

2. Current State of Business

• Technology Service Provider Now

• Small market share

• Mundane and “vanilla” engagements

• “They do it, we do it to” mentality

• No market visible domain expertise

• Small fish in a big pond

• $5-10M engagements aren’t there

3. Future State of Business

• Leave “technology” behind for commodity brokers

• Use the “small market share” aspect to your ADVANTAGE

• Allow “mundane & vanilla” engagements to pay the bills

• Move up two rungs on the ladder and be the “trusted advisor”

• Start to push Aegis’ VERTICAL DOMAIN EXPERTISE first

• TCS, Mahindra, etc all started at $0.00

• Big $$$ deals don’t come everyday or easily

3. Future State of Business - Detail

• Leave “technology” behind for commodity SI’s

• Job shop environment & mentality is not where exponential growth is, short or near term

• Train, develop and deploy “smart” people to suspects/prospects who differentiate themselves and Aegis from other job-shop firms

• Bid and win only deals GOOD FOR AEGIS

• Back end hardwiring/programming can fuel the ship until domain expertise is fully accepted in marketplace


• Turn “small market share” into an advantage

• Utilize “enlightened minds” tactical approach

• Push into $500M-$1B space quickly

• “Buy some deals” to prime the well

• Slowly come to a boil

• Lean on software companies but do not DEPEND on them


• Keep bidding on and winning “boring” deals

• Key punching & data sorting will keep the ship afloat while we are making our mark

• Use on-site consultants to “sniff out” bigger projects at that firm

• More references for any work = more cache in market and more tools for sales to use


• Get to “trusted advisor” status quickly• Aggressively/quickly associate with two (2)

verticals, develop and execute on a sales/marketing strategy & close deals

• Don’t end your executive canoe ride with the CIO. Trusted advisors LIVE in the boardroom

• Leverage outside resources when needed, sometimes you just aren’t the retired Boeing 777 pilot you need to close $25M at SaaB Air.


Vertical Domain Expertise Essential• “Everything for everyone” is old & tired

• 2012 IT execs smart and savvy compared to 2001. No more secrets. Pick a space, develop expertise, exploit it and move on.

• TCS and others do NOT have a command over their human resource commodities domain expertise's. Few and far between, no consistency.

• Relationships with executives will develop quicker and become stronger with domain experts vs key punchers.


• $0 to $250M? Why not? Let’s go.

• NEVER think small.

• TCS, etc all started at $0.00 at some point.

• All SI’s fail. Often. Start to exploit other SI’s failures or mis-steps in the marketplace.

• Be a leader, even though you may not be. Perception is everything. Engage frequently and aggressively.

• Let the competition take a bullet. Sometimes the best deal is the one you pass on.

3. Future State of Business - Details

• Where are the big deals?• Leverage & socialize the $250-500K engagements

for future work

• Get cozy with leading software firms

• Stay off RFP’s & RFI’s for the most part

• Access sales resources rolodexes

• Build customer references and pass them along to suspects/prospects

4. 30-60-90 Day Business Plan

• 30 Day• Train with various Aegis resources

• Identify 25+ targets, develop plan of action

• Meet/greet current customers as needed

• Develop and agree upon financial metrics

• Develop and agree upon future resources

• Work with marketing on campaign for 2 verticals

• Set up 5+ net-new meetings for 20-60 day mark


• 60 Day• Meet with suspects I scheduled in 30 day window

• Follow up on marketing campaign

• Call into 100+ suspects we identified

• Should be into 4+ deals at ground floor

• Schedule 10+ more meets for 60-90 day area


• 90 Day• Continue dialogue with marketing for new idea

• Should be in middle/near end with 2-3 prospects

• Will be in with 8-10 dialogues with suspects

• Potential for closing 2+ nice deals on day 89

• Revolving door, rinse and repeat day 90-180

• Exploit, exploit, exploit

Summary

• Three Key Points• Market leaders are made, not born

• Aegis’s Customer experience will be remembered, not how fast our resources coded

• Vertical domain expertise will differentiate Aegis and allow for quick market entrance and acceptance

Summary Con’t

• Tim Heyer’s Strengths for This Position• Self made in marketplace, not grad school

• Been there done that, failed and recovered

• I have both industry & vertical domain expertise as well as sales/operational and marketing proficiency

• Led a $20M start-up for Oracle (2003-07’).

• Led a $14M start-up for PwC (99-01’)

• Worked at two S/W start-ups (VC backed)

• I am an astute business person, driven by not only fiscal success but also by goal attainment.

Start Up Business Plan

Thank You