IASTA
STRATEGY
3 - 5 years

KEY METRICS

trying to get to $1.4M on Sales MDs

avg deal size $60K

24 Closed Opportunities needed / yr.
(SQLs that go to Stage 7)

@25% close rate that is 96 SQLs needed in Stage 3

CAC (as a trailing indicator)

currently @ 31.5 months

Goal is 27

Best-in-Class CAC is 12

ARR

Subtopic

2014 KPIS

GLOBAL ALLIANCES

Generating leads in mature markets

Region Based: US & UK

total of 5 leads from Private Equity

Generating leads in new markets

Working with resellers & partners

Region Based: Australia, Nordics

Effso: Real Partner

Infosys: Speculative

Indsutry Based: AeroExchange

$500K as new market goal

Defining Incubator - revenue in a non-mature market

Goal: 50 SQLs

MARKETING

Lead Scoring

Attribution v. Influence

Need to identify number of Inquiries

We need advanced analytics

What we need

Opportunities in the funnel from Marketing

New Contacts to Eloqua

7500 new contacts in Eloqua

What types of marketing activities leas to the
most MQLs?

10 - 15% of Inquiries become MQLs?

What is the number of MQLs?

EBS

Challenges

Conflict of what we want EBS to do

Lined up with the New Funnel

Subtopic

Need to get to 23 Long-term Agreement

150 opportunities from Stage 2 - 3

Metrics

# of Outbounds converted to SQLs

% of MQLs converted to SQLs

70 SQLs

SALES

Quota of 70%

SQLs converted to Closed Deals

Pipeline SQLs = $1.5M

assuming $60K avg. size deal

25% are coming from Sales directly as a SQL

8

SALES ENABLEMENT

CAC (Client Acquisition Cost)

needs to be at 24 months or 2 yrs

Best in class is 12

Lowering average days in the funnel from 288

Length of time spend in pipeline

Content

Thought leadership

4 White papers / year ?

8 Case Studies

CLIENT STRATEGY

what percent of opportunities come from client referrals?

we do not have a program

2015 objective

SOLUTIONS ENGINEER

late stage closing stuff

position that is being evaluated

MATURE MARKET STRATEGY

COMPEITITORS

ZYCUS

COUPA

ARIBA

IVALUA

PROBLEMS ARE WE SOLVING

Regulation

Conflict Minerals

Anti-Bribery

Compliance

ROHS/Reech

SxM

SPM

SRM

Subtopic

Integrated S2M

Predictive Analytics

IMMATURE SOURCING
MARKET STRATEGY

COMPETITORS

SCANMARKET

CURTIS FITCH

Subtopic

PROBLEMS ARE WE SOLVING

eAuctions today

How are they relevant today?

RFx

Subtopic

VISION: Defining Excellence in " "

VISION: Defining Excellence in " "

?????????

Upstream Procurement

Strategic Procurement

DUAL STRATEGY

RFx Level - Low Dollar Volume

Example: Selling RFx and Traditional Sourcing

More Complex Deals

Example: Linking EAS, Sourcing, SPM, SIM, etc

TWO PRONGED APPROACH

SMART SOURCE / SMART ANALYTICS

CARBON

CORPORATE VOICE

The Story of Analytics

The Story of Sourcing

Growing Organically

Filling The Gaps

Consolidation

CARBON

SMART ANALYTICS

SMART SOURCE

PRIMARY GOALS FINALIZED

TAKEAWAYS

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November 27 - Corporate Strategy document finalizedoPlease 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 processDecember 5 – Company meeting / Sales / CSG MeetingsAgendas are not developed yet but there might be a need for data or materials on specific topicsDecember 27 – Submission of departmental plans and KPI metricsPlan preparation meetings to occur prior to thisYou may request a meeting to present or just email the details any time prior to the 27thDecember 30 – Merging of plans and metrics alignmentExecutive team will be taking all the information and spending the day updating the BSC and Strategy MapFeedback on changes to plans will be sent out if neededJanuary 20 – Financial goals finalizedThe framework is already complete, we need the final 2013 numbers to make adjustments to growth projectionsBalanced Scorecard finalized and updatedJanuary 31 – Company rolloutBy 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