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Sloan Value PartnersStephen Bárczay Sloan

Consulting Services

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Stephen Bárczay Sloan

ResearchQuantitative

Structured

Systematic

Comprehensive

Discerning

Qualitative

Unique strengths:- Proprietary data-driven systems- Interviewing skills- Ease from C-Suite to shop floor

AnalysisRigorous

Creative

Practical

Based on years of sales, operational and IT leadership

Analyses of:- Industry trends- Competitors- Value chain/network- SWOT- Financial

SynthesisClear

Compelling

Nuanced

Actionable

Insight and data-driven narratives to create alignment

Deliverables:- PowerPoint- Excel tools & programming- Articles, Blogs, Whitepapers- Video

- Workshops

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SkillsResearch

● Competitive● Total Addressable Market● Value propositions● Requirements gathering● User experience● Quantitative/data-driven● Correlation/causation● Qualitative● Interviews● Contextual - economic,

technical, historical

Analysis

● Business process - Lean● Personas and customer

journeys● User requirements● SWOT/SCOT● Heptalysis● CSAT/NPS/Voice of the

Customer● Sales and operational KPIs and

dashboards● Demand curves● Financial ● Payback calculations

Content Creation

● PowerPoint presentations● Excel data collection and

analysis tools & charts● Whitepapers● Blog posts● Books/eBooks

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Experience: Roles & IndustriesRetail Software Marketing

Consultant

- Competitive analysis/SWOT- Business process improvement- Financial and process improvement analysis

- Value prop and messaging - Partner and Customer Ecosystems - Competition Analysis- Roadmaps

- Global 1000 strategic marketing - SMB B2B marketing

Maker

- Operations control tools - Salesforce.com sales and order flows- Integrated CSAT and VoC data, analysis and process design

- Excel, advanced with programming- Data design and analysis- T-SQL- Access prototyping & VB- UI/UX

- WordPress- HTML- CSS- Google Analytics- MailChimp- Salesforce.com

Leader

- CSAT & distribution planning cross-functional team leadership for a $400MM iconic gift retailer. - B2B sales - $70MM revenue budget. 150 employees- CEO in SMB B2B office supply sales. - Commercial printing and office furniture

- Founder - ERP/CRM startup

- Boutique web and print marketing firm Creative Director and CEO- Chairman of largest (at the time) buying and marketing cooperative for independent office supply dealers in North America

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Portfolio of Representative Projects

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IoT Value Proposition and Strategic MessagingProject brief: SAP needed a relevant, unified value proposition and messaging umbrella/pillars for its Internet of Things solutions.

Approach: Secondary research of industry/competitive messaging on IoT value propositions and drivers. Interviews with internal stakeholders, marketing and technical thought leaders to develop and test hypotheses. Strawman development, workshopping and supported development of final strategic messaging.

Deliverable: PowerPoint presentation, workshop

Outcomes: Messaging used to align regional, solutions, and audience marketing teams globally around a clear, compelling message for the Internet of Things.

Messaging was used in field sales kickoff and partner community events as well as marketing campaigns globally.

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Industry Digital Transformation Strategic MessagingProject brief: SAP asked Digital Bridge to develop a digital transformation vision for the oil and gas industry to increase SAP’s relevant thought leadership with their top clients at the board and C-suite levels.

Approach: Secondary research of industry structure, value chain, and technology trends. Primary research and hypothesis validation with customer, partner, consulting and internal thought leaders. Analysis and synthesis of qualitative inputs. SWOT analysis and future state vision straw man for global team workshop.

Deliverable: Hypothesis PowerPoint presentation. Workshop design and co-facilitation. Slides for customer facing messaging deck. Outcomes: Narrative presented to leading oil companies’ boards and leadership teams.

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Sales and Order Process Redesign in Salesforce.comProject brief: Harry & David needed a redesign of their inefficient, multi-system order flow to reduce labor costs, cycle time, and error rate. Drive results with new Salesforce dashboards, daily, weekly, and executive reporting.

Approach: Developed requirements and best practices with 60 business-to-business sales and customer support team members, the call center, IT and marketing teams. Sales and order business processes reengineered.

Deliverable: Designed the solution- data, workflow, UI/UX and reporting. Managed the development team. Built a unified solution handling opportunity identification, campaign management, sales process, and quote to order in Salesforce.com. Developed and tested dashboards and reporting with sales, service and finance teams. Tested and refined the solutions using agile methods. Outcomes: Successful launch and utilization. Team ownership and engagement with the solution from day one. The team processed $35MM worth of holiday gift orders in 6 weeks using the new system with very little retraining costs or no downtime.

Actual v. Plan Sales Efforts, Pipeline & Booked Revenue

Sales Leadership Daily Dashboard in Salesforce

Team Sales Leadership KPIs for Sales Efforts, Pipeline, & Booked Revenue Report in Excel

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Strategic Messaging & Content for IT AudienceProject brief: SAP engaged Digital Bridge to discover and compellingly communicate digital transformation messaging patterns, umbrella/pillars and marketing content for the IT audience (CIO/CTO).

Approach: Secondary research of IT leadership trends. Interviewed thought leaders, customers and internal stakeholders. Developed hypothesis about IT value drivers and relevant themes for IT leadership. Supported the generation of the umbrella statement and pillars.

Deliverable: L1 messaging PowerPoints. Composed and edited content marketing articles to deliver the messaging. Outcomes: Global use of messaging umbrella and pillars by regional and solutions marketing teams. Articles published on SAP website and in the Digitalist magazine.

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Thank you.I look forward to meeting you.

ssloan@sloanvaluepartners.com+1 (541) 414-9506@StephenBSloanLinkedIn