af Constantine Limberakis 9 år siden
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November 27 - Corporate Strategy document finalized
oPlease provide me your Executive Summary for your team and how you will build high level strategies and metrics to help execute on the vision of the company prior to this date.
oNote: I am working on some potential template ideas to stream line this process
December 5 – Company meeting / Sales / CSG Meetings
Agendas are not developed yet but there might be a need for data or materials on specific topics
December 27 – Submission of departmental plans and KPI metrics
Plan preparation meetings to occur prior to this
You may request a meeting to present or just email the details any time prior to the 27th
December 30 – Merging of plans and metrics alignment
Executive team will be taking all the information and spending the day updating the BSC and Strategy Map
Feedback on changes to plans will be sent out if needed
January 20 – Financial goals finalized
The framework is already complete, we need the final 2013 numbers to make adjustments to growth projections
Balanced Scorecard finalized and updated
January 31 – Company rollout
By the end of the month all teams should have all information needed to give details of their plans and individual KPIs and/or SuccessFactors updates
Example: Linking EAS, Sourcing, SPM, SIM, etc
Example: Selling RFx and Traditional Sourcing
How are they relevant today?
SRM
SPM
ROHS/Reech
Anti-Bribery
Conflict Minerals
8 Case Studies
4 White papers / year ?
Thought leadership
Best in class is 12
needs to be at 24 months or 2 yrs
25% are coming from Sales directly as a SQL
8
assuming $60K avg. size deal
Metrics
% of MQLs converted to SQLs
70 SQLs
# of Outbounds converted to SQLs
Conflict of what we want EBS to do
What is the number of MQLs?
10 - 15% of Inquiries become MQLs?
What types of marketing activities leas to the most MQLs?
7500 new contacts in Eloqua
New Contacts to Eloqua
Opportunities in the funnel from Marketing
We need advanced analytics
Defining Incubator - revenue in a non-mature market
$500K as new market goal
Working with resellers & partners
Indsutry Based: AeroExchange
Region Based: Australia, Nordics
Infosys: Speculative
Effso: Real Partner
Region Based: US & UK
total of 5 leads from Private Equity
Best-in-Class CAC is 12
Goal is 27