Category Archives: Planning

Enterprise & Strategic Unit Product and/or Service Program Planning

Services to Ensure our Client’s Success

We ensure that our clients are able to achieve these objectives:

  1. Bring High-Customer Value Products and Services to Market
  2. Drive maximum volumes of business through Sales and Services

In order to achieve these objectives, we coach/assist our clients to:

  1. Discover, verify and validate product and service market potential
  2. Develop Go-To-Market plans aligned with customer needs and/or preferences
  3. Develop product and service initiative teams (form, charter and align operations) focusing on optimizing customer experience
  4. Enable field operations (sales, support, implementation and service) to optimize performance
  5. Develop customer awareness, consideration and predisposition to purchase through customer decision making process avenues (SEO, Mass Communication, Trade Associations, Social Media…)
  6. Oversee the product and services initiative’s execution to ensure continuous alignment with initiative business objectives and focus on achieve desire results

These coaching/assisting services results in having our clients improve Marketing, Sales and Service performance.

Prism assesses its client’s current capabilities and identifies the most significant opportunities to improve operations to increase revenues, margins and position for sustainable growth.

Prism provides the necessary tools and guidance in their use to enable Marketing, Sales, Support, and Service employees to excel in their ability to perform their job, including:

Marketing:

  1. Market Requirements Documentation
  2. Go-To-Market Planning
  3. Life Cycle Planning
  4. Product/Service Marketing – Channel Specific: Placement, Packaging, Pricing, Promotion, and Lead Generation
  5. Launch Management – Distribution, Sales, Sales Support, and Service Readiness
  6. Product/Service Training – Including Ongoing Support (i.e. Value Analysis Competitive Analysis)
  7. Product/Service Offer Market Acceptance Management

Sales & Service:

  1. Sales Operational Planning
  2. Compensation Management
  3. 10. Channel Partner Relationship Management (PRM)
  4. 11. Sales Manager – Sales Professional Staffing, Territory Assignments, Performance Management & Management Reporting
  5. 12. Sales – Territory, Account, Opportunity Management and Customer Relationship Management (CRM)
  6. 13. Sales Support – Assessment, Evaluation of Alternatives, and Solution Design
  7. 14. Service – Implementation Management & Ongoing Maintenance Management
  8. 15. Lead Management
  9. 16. Periodic Sales Management Review Management
  10. 17. Kick-Off Event Management

Strategic Sales Group – Sales Process for Commodity and/or Innovation Products

Let’s be clear, sales is a profession and has the potential of adding great value to the organizations they represent and the customers they serve.  Sales professionals have the responsibility to change the buying habits of customers to include the purchase of their company’s products (where products includes and/or services).  The sale professional is in fact, the catalyst for bringing about customer operational improvement

The sales professional’s sales process is dramatically different when the customer must adopt a whole new way of operating when comparing the “disruptive” nature of an “innovative” product to that of a minor adjustment in their way of operation associated with an “improved version” nature of an well “established” product.  Given that the primary challenge is how the customer’s change in operations is the challenge, the selling process always starts with the customer’s buying process. The selling process adapts to nurture and lead the way on the customer’s journey improving their operation.

When introducing “innovative” products to new markets, it requires a significant change in a customer’s activity to recognize that their situation can be improved dramatically.  The “Innovative” selling process focuses on the customer’s higher level management and a conceptual shift in perceiving customer problems, needs, requirements, and solutions. Whereas, the “Commodity” selling process focuses on lower levels of customer management, requires little to no change to a customer’s operations and may emphasize only cost savings.

The Strategic Sales Group – Sales Process Designers have the proven knowledge, skills and abilities to assist their client partner sales leaders in optimizing their sales professional’s performance by designing their sales process to align to customer buying processes to bring about shifts in customer buying habits. The Strategic Sales Group sales process design will provide clarity as to sales execution activities, tools and verifiable outcomes for the entire company (i.e. planning, marketing and sales leadership). Our client partners will know that quality leads are generated, pipelines filled, steps-in-sale progressed in a timely manner, and outcomes managed, forecasts and all sales objectives achieved.

For additional information, contact Strategic Sales Group SalesProcessDesign@SalesProServices.com or call (720) 352-3407

 

Prism Business Development - Aligning to Achieve Sales

Marketing Responsibilities

Marketing’s Responsibilities include:

Strategic

  • Identify New Market Opportunities
  • Perform Market Research Proof-of-Concept for each Market Opportunity
  • Assist in Selecting Best New Product/Service or Initiative

Operational

  • Joint New Product/Initiative Chartered Team
  • Company Identity / Branding
  • Go-To-Market Plan
  • Product Identity / Branding
  • Sales & Sales Support Model
  • Assist Field Operations Channel Engagements
  • Target Ideal Customers
  • Demand Creation à Drive Migration from Unknown to Awareness, to Consideration, and to De-Facto Standard Customer Industry Recognition
  • Manage Lead Tracking
  • Arm/Enable Field Operations Channels
  • Assist in Field Operations Execution
  • Monitor Market Acceptance & Drive Corrective Action
  • Assist Field Operations in Problem Escalation
  • Management Reporting

When Does Marketing Lead the New Product/Service Initiative

  • Prove New Idea / Innovation
  • Marketing & Product Development
  • Early Sales & Manufacturing
  • Selling but not yet turning a profit
  • Expansion investments for Profitable Company
  • Going Public

Hardcopy version

Need additional information, contact Prism Business Development Marketing@PrismBusDev.com(720) 304-2784

Preparing for Angel Investment Pitch & Passing the Due Diligence Process

Preparing for Angel Investment Pitch & Passing the Due Diligence Process

The Due Diligence Process is part of the process to obtain “Capital to Transition Ideas into a High Valuation Enterprise.”  The Angel Due Diligence asks questions that, when answered, provides vision and focus to the startup team and greatly increases the likelihood of achieving the team’s exit strategy objectives.

Entrepreneurs need capital from a variety of sources at all stages of evolution. Each source of capital requires different levels of due diligence to qualify a startup for potential investments, mergers and/or acquisitions.  Due Diligence at the Self, Friends and Family levels typically is based on the excitement surrounding the creativity of the idea, and the trust and support in the entrepreneur himself/herself.

By the time the entrepreneur is seeking an Angel investment, the seriousness of the Due Diligence becomes more formal and structured.  By the time the entrepreneur is seeking a Venture Capitalist investment the Due Diligence process is very formal and thorough.  When the entrepreneur is seeking to be acquired and/or go through an Initial Public Offering (IPO) the Due Diligence is formal and regulated, intense and thorough.

Given that the startups we work with have a clearly defined Exit Strategy involving a Merger or Acquisition (96% of the time) or an IPO, the entrepreneur knows that they must be prepared to be scrutinized and go through the Due Diligence process, then preparing for this eventuality starts at the earliest stage.

We are going to review the topics of the Due Diligence process and recommend that the entrepreneur be prepared to provide evidence with and communicate with conviction that they are on track to achieve their Exit Strategy objectives.

Given that all investors have industry and technology specific interests and investment comfort zones, we first identify the innovation and the targeted (i.e. Beachhead Market that is being served) is such that we can focus on and gain the attention of the right investor.  We always look from the perspective of the end-user customer and/or investor.

Why are we in business?

Question

Criteria

Required   Information

What

What   is the Technology and Innovation? Product – Unique   and/or Better Characteristics:

  1.   Feature(s) and
  2.   Function(s) operational improvement

Who

What   is Industry Segment is Being Served by the Innovation? The Ideal   Customer:

  1.   STEEP – Market Realities & Trends
  2.   Beachhead Market Segment
  3.   Total Addressable Market (TAM) for the Follow-On Market   Segments

Why

What   are the End-User Customer Expected Benefits and Why do they want to Buy? Ideal   Customer Want to Buy:

  1.   Promised Operational Improvements
  2.   ImpactàCompelling Reasons   to Buy
  3.   Value Proposition (Economic)

How

How   will the End-User Buy the Product? Customer   Procurement Expectations:

  1.   How become aware of product
  2.   Where to buy
  3.   How Packaged
  4.   How Priced
  5.   How Supported
  6.   How Implemented
  7.   How Serviced

 

Who are we and why invest in us?

Question

Criteria

Required   Information

Core

What   is your startup’s core?
  1.   Intellectual Property Protection (i.e. Patents,   Processes etc.)
  2.   Startup Team (i.e. Expertise, Credentials, Experience, Specialized   Services and Achievements)
  3.   Our Barriers to Entry that have been Overcome
  4.   Access to Markets (Channel Strategic Partnerships etc.)
  5.   Our Financials
  6.   Success Record
  7.   Similar Company Successful Exits (Proof- On Track to   Success)
  8.   Company Values

Exit Strategy

What   is your exit strategy?What   are the growth/ investment stages and when do you expect them to occur?
  1.   Our Growth/Investment stages are…
  2.   We will complete prior stage and ready for next stage…

Business Model

How   do you monetize?How   do you make money?
  1.   Products and Services, Packaging, Pricing, Revenues,   Margins & Profits for each Sales & Services Channel
  2.   Costs of Goods (i.e. critical materials, prototypeàsmall runàvolume   manufacturing)

Cost of Customer Acquisition (COCA)

What   is the cost of sales at all stages of market penetration?
  1.   Ideal Industry/Customer Targeting, Customer Decision   Making Unit… Sales Model Process… Talent Requirements Cost of Customer   Acquisition
  2.   Marketing Operations-Lead Generation/Promotion,   Collateral/Website, Programs, Sales & Sales Support Training
  3.   Sales Operations – Direct & Channel, Sales and   Sales Support Process Model, Credentials, Territories, Quotas, and   Compensation
  4.   Implementation Services
  5.   Maintenance Services

Competition

What   are the end-user alternatives?
  1.   Competitors are there any alternatives?
  2.   Competitor Company and Product Advantages and   Disadvantages
  3.   Our Company and Product Advantages and Disadvantages
  4.   Competitive Position (i.e. Awareness, Consideration,   and De-Facto Standard status)
  5.   Competitor Barriers to Entry

Scalability

Achieve   beachhead dominance, what are the business expansion plans and what is the   Total Addressable Market (TAM) when expansion is achieved?
  1.   Product Plan – Specifics of follow-on growth   directions, markets… TAM

Risk Mitigation

What   are the risks?What   are you doing to mitigate risk?
  1.   STEEP risks and risk mitigation
  2.   Focus on Beachhead Market Segment with
  3.   Minimum Viable Business Product
  4.   Product Plan

Use of Funds

What   are your constraints limiting your ability to go to next step?
  1.   When funded this round will overcome constraints and   position to grow to next stage

Investor

Dear   Investor Why Invest in My Company
  1.   Why is this a solid investment opportunity in your   chosen field
  2.   Why is this a great ROI?
  3.   Call to Investment Action

Where: Product refers to Products and Services

If you would like to learn more about services to assist you in Preparing for the Angel Investment Pitch & Passing the Due Diligence Process call us at 720-352-3407 or email us InvestPitchPrep@prismbusdev.com

If you would like to learn more about services to assist you in Startup Execution call us at 720-352-3407 or email us StartupExecution@prismbusdev.com

 Hardcopy

Business Development Services for Entrepreneurs & Intrapreneurs

 

Prism Business Development Services is comprised of the following essential elements:

  1. Bring High Customer Value Products to Market – Identifying & Engaging Ideal Customer Industries (BeachHead Market) & Ideal Customers (Market Makers)
    1. Validating, Verifying Need/Fit, Value Proposition, Business Model, Go-To-Market Plan, Sales/Support/Implementation & Maintenance Services Model(s)
    2. Capture Strategic Customer Partnerships – Product Improvement, Beta Test, Reference, Success Story Publishing & Strategic Partner Investments
    3. Provide Proof of Concept
    4. Enable Field Operations to Achieve Objectives & Goals – Identifying & Engaging Field Operations – Sales, Support, Implementation & Maintenance Channels – Enabling Field Operations
      1. Mapping Go-To-Market channel requirements to channel capabilities
      2. Marketing – Go-To-Market execution, launch, marketing programs…
      3. Engage channels new/updated contracts – aligned business models, aligned sales models, compensation, commissions or margins, reporting, problem escalation/resolution, training requirements
      4. Responsibilities – territories, reporting, market acceptance, problem escalation/resolution
      5. Marketing – channel specific packaging, pricing & promotion, plus communicate company mission, direction, objectives, goals & values (set customer trust & experience expectations)
      6. Product Training – Features, Functions, Value Proposition & Financial Models (Costs, Savings, ROI, Payback etc.), Competitive Analysis, Channel Specific Marketing Lead Generation & Follow-Up Monitoring, Marketing Programs & Feedback Processes & Procedures
      7. Sales, Support, Implementation, Maintenance & Field Operations Management Model Training
      8. Lead & Manage Field Operations - Driving Field Operations to achieve Business Objectives
        • Real-Time Field Operations execution monitoring, problem escalation/resolution, management feedback
        • Validating, Verifying Business Model, Market Acceptance & Marketing Programs Effectiveness
        • Keeping Management Informed Periodically & Problem Escalation/Resolution

These services are provided as one or more of the following roles:

  1. Business Development Field Operations Leadership
  2. Coach or Mentor
  3. Training
  4. Field Operations Outsourcing

Where Product can mean Products and/or Services

Hard Copy

Need assistance, then contact Prism BusDev@PrismBusDev.com (720) 304-2784

Colorado Startup Incubator – Meetup

 

                      Colorado Startup Incubator – Meetup

@ CTA HQ 216 16th Street, Suite 850, Denver, CO 80202 Wednesday February 12, 20014 9:00 to 11:30 AM

The Colorado Startup Incubator (CSI) is an organization dedicated to supporting innovation startups as they progress through the stages of starting a successful new business. CSI provides the entrepreneur and new venture team with a roadmap to the successful startup process and startup sensitive services to support them all along the way to achieving their personal and business objectives.

Entrepreneur

  • Role & Responsibilities
  • Personality Traits – Knowing What to Expect, Assessing Your Capabilities, and Preparing for the Challenges

Business

  • Conception – Ideas/Inventions/Process ImprovementsàBusiness Opportunity
  • Strategic Plan – Proving I Have a Viable Business
  • Operational Execution – Chartering Team & Program Execution Leadership

Funding

  • Phases – Seed, Series A/B/C à Strategic Alliances, M&A, IPO
  • Sources – Entrepreneur, SBA, F3, Angels, VC, Investment Banks, IPO
  • Instruments – Shares, Convertible Debt, Due Diligence, Term Sheets

Resources – Early Stage & Later Stage: Coaching

Professional Services:

  • Entrepreneurial Leadership Coaching
  • Strategic Planning – Market Research, Go-To-Market
  • Facilities
  • Legal – Enterprise Formation, IP Protection/Prosecution, Audits
  • Accounting – Operational Management, Taxation, Investor Due Diligence, and BI
  • Banking
  • R&D – Agile Software Development, Prototype à Short Run à Mass Manufacturing, and ISO
  • Product Marketing – Channel Specific Promotion & Product Training/ Enablement, eMarketing
  • Field Operations – Direct Sales & Support, Indirect Manufacturers Representative, Distribution [VAR/VAD], Sales/Support, Implementation/Install, & Maintenance, eSales
  • Administration – Order Processing, Customer Service
  • Support Services – R&D, Program Mgmt, ERP, SCM, CRM, BI, Admin
  • Access to Investors & Investor Pitch Services – Presentation Preparation & Training

Workshops:

  • Proving I Have a Viable Business
  • CEO, R&R & Leadership & Team Building
  • SBA Loans & Grants
  • Angel Investor Pitch Prep, Term Sheets & Due Diligence
  • VC Investor Pitch Prep, Term Sheets, Due Diligence
  • Investment Banking Pitch Prep, Term Sheets, Due Diligence
  • Exit Strategies – Alliances, M&As, and IPOs

Angel Investsor Due Diligence Examinations

Angel Investor Due Diligence Examinations

Angel investors are interested in making investments in their area of interest (industries) and are looking for entrepreneurs who demonstrate confidence in their ability to build the successful new business.  Angel investors have a series of questions they ask entrepreneurs to determine if they are interested in investing (fits in their portfolio of investments), that the entrepreneur has a viable business opportunity, and whether they trust that the entrepreneur has the ability to build the new business.

Once it has been determined that the entrepreneur’s new business fits in the angel investor’s portfolio, the entrepreneur is given the opportunity to present to the Angel that they have a viable business opportunity.  Angel investors ask entrepreneurs their Due Diligence questions, note how confident the entrepreneur is that they have a viable business opportunity, and that assess whether the entrepreneur has the ability to build a successful new business enterprise.  The angel investor must be convinced that the entrepreneur can create and capture market share dominance, derive a profit with a significant ROI, and all within a reasonable payback period timeframe.

Angel Investor Line of Questioning includes:

  • Founders (Backgrounds, Expertise, Build New Business Motivation)
  • Stage & Historic Funding (R&D, Personal/Friends & Family, Angel Investments)
  • What is Your Product (Technology/Process Improvements, Unique/Better than Alternatives, IP Protection)
  • Who is Your Customer & Why Would They Buy (Ideal Customer Communities, Personas & 1st Degree Benefits)
  • How Does Customer Acquire Your Product (B2C/B2B, Direct/Indirect Sales, Demand Creation, WOM)
  • Competition (Barriers to Entry, & How Defend Against Major Brands)
  • Monetization (Channel Productize/Price/Promote, COG, COS, Revenue & Profits)
  • Scale Business Leverage Successes (Account Penetration, In-Depth, Broaden, Economy of Scale
  • Use of Funds – Overcoming Constraints (Supply Side, R&D, Distribution, Fulfillment, etc.)

Proven Preparation Process to pass the Angel Investor Due Diligence Examination

Prism has worked with entrepreneurs, cross-functional teams, strategic partners, channel partners and the investment community to develop its proven step-by-step process to be able to answer the Angel investor Due Diligence questions and to convince them that the entrepreneur has a viable business opportunity.  Prism invested in developing this process in order to enable entrepreneurs to obtain stakeholder commitments at each step that leads to a final determination that they indeed, have a viable business opportunity.   Prism works with the entrepreneur to pair their new business opportunity to angel investor portfolios, to provide the angel investor with the information to pass the Angel Investor Due Diligence Examination, and instill the trust in the ability of the entrepreneur to be able to build the new business.

If you need assistance in being able to pass Angel Investor Due Diligence Examinations

Contact Prism to get immediate results to enable you to pass Angel Investor Due Diligence Examinations AngelDueDiligence@PrismBusDev.com  or call (720) 352-3407

Process to Convince Stakeholders You Have a Viable Business Opportunity and to Commit Their Resources!

Entrepreneur – Process to Convince Stakeholders You Have a Viable Business Opportunity and to Commit Their Resources!

As an entrepreneur you must convince yourself and other stakeholders that you have a business.  Stakeholders include customers, engineering, manufacturing, distribution, marketing, channel, service, finance and funding partnerships.  Stakeholders expect the entrepreneur to have done all the homework necessary to provide them the information they need to be able to commit that they can perform their necessary tasks to build the business.  For instance, once a high-level product functional specification has been developed, then and only then, can engineering determine if they can commit to design such a product.

As an entrepreneur, you need in know in which order to convince each stakeholder to commit to be able to perform their specific tasks.  This requires that you understand the sequence of steps and the information needed at each step, to enable each stakeholder to commit to be able to perform their specific tasks.  When you complete the journey, having obtained commitments from each stakeholder, you will have arrived at the point where you can defend with confidence that you have a viable business opportunity to the entire stakeholder team.

Proven Step-By-Step Process to Convince Stakeholders

Prism has worked with entrepreneurs, cross-functional teams, strategic partners, channel partners and the investment community to develop its proven step-by-step Process to Convince Stakeholders that a Viable Business Opportunity exists.  Prism invested in developing this process in order to enable entrepreneurs to obtain stakeholder commitments at each step that leads to a final determination that they indeed, have a Viable Business Opportunity.  Once the final step is completed, and all stakeholders agree that “You Have a Viable Business Opportunity” worthy of investing their resources, the next step is to charter, staff, fund and give the go ahead to execute the new business venture.

Prism provides services to guide entrepreneurs through the Process to Convince Stakeholders as well as assistance at each and every step as needed.  These assistance services are provided as needed based upon the background experience and expertise of the entrepreneur.  For instance, dialogue with customers involves delving into each customer’s unique situation to determine if the innovation would improve their business, what the impact would be and what the value would be to that customer.  In addition, the customer dialogue would include refinement of the product requirements, preferred method of acquiring, supporting, installing and maintaining the product.  Lastly, the customer dialogue would include Beta Test, agreement to be a customer referral, success story PR releases and possibly even customer financial partnership investments.  Prism provides entrepreneur assistance for dealing with strategic customer, engineering, manufacturing, distribution, marketing, sales/support/service channel and angel investor relations.

If you need assistance in convincing stakeholders “You Have a Viable Business Opportunity”

Contact Prism to get immediate results to “Convince Stakeholders You Have a Viable Business Opportunity” ConvinceStakeholders@PrismBusDev.com or call (720) 352-3407

“Do You Have a Business” – Prism Strategic Marketing Workshop

“Do You Have a Business” – Prism Strategic Marketing Workshop

Prism has developed its “Do You Have a Business” – Prism Strategic Marketing Workshop (PSMW) to provide the tools and processes necessary for entrepreneurs to increase the probability of success in starting their new business.

Research has shown that those entrepreneurs who have successfully completed the PSMW gain clarity and focus on the steps they need to take to build a successful new business.

If and when you need to acquire additional funding for your new enterprise, you will find that PSMW provides the necessary and sufficient answers to the questions angel investors require for them to feel confident of your success.

In addition, as you add founders and staff, you will be able to convey to them with great clarity as to your enterprise vision. This will enable them to focus their efforts more acutely on your achieving market place success, revenue growth and profitability in the shortest time.

Given entrepreneurs are resource constrained, this clarity and focus draws a straight line to success most effectively and efficiently as well as minimizing risk of failure.  Whether you are starting from a technological breakthrough, an idea as to how to improve a process, or from pure entrepreneurial passion, the PSMW will lead you through the necessary and sufficient processes to bring about the clarity and focus you need to ensure you are on the path to success.

The PSMW is a two day intensive workshop where you will learn concepts, have reference examples, and use templates to create your own strategic marketing plan. Your plan will be reviewed right on the spot and you will be coached by experts to have you successfully complete the exercises. The PSMW experts are successful serial entrepreneurs who are eager to ensure your success! If you experience difficulties, the experts will coach you through the processes. If for any reason you still need assistance, you will be referred to PSMW resources having expertise in the area where you need help.

To find out more about PSMW contact the following:

PSMW@PrismBusDev.com
PSWW-Course-Outline@PrismBusDev.com
Registrar@PrismBusDev.com
PSMW-Resources@PrismBusDev.com

Or give us a call (720) 304-2784 or (720) 352-3407 Workshop Field Office and ask for the

PSMW Coordinator.

Strategic Marketeer Skills & Personality Profile

Strategic Marketeer

Skills

  • Technologist
  • Business Process Engineering
  • Project Management
  • Selling – Educating
  • Motivating
  • Leading / Following
  • Socratic Method & Asking?
  • Listening
  • Perceiving Customer Need & Fit
  • Communicating
  • Strategic Marketing Competence

Personality Characteristics

  • Curiosity – Seeking to Learn and to Understand
  • Openness
  • Confidence
  • Desire to Serve Customers
  • Trusted Advisor
  • Ability to Focus
  • Leadership
  • Strong Intuition
  • Analytic
  • People Oriented
  • Aptitude
  • Attitude
  • Comfort Levels  – People Oriented, Need to Discover , Understand and Serve