STRATEGY 3 - 5 years

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PRIMARY GOALS FINALIZED

TAKEAWAYS

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

IASTA STRATEGY 3 - 5 years

SMART SOURCE

SMART ANALYTICS

VISION: Defining Excellence in " "

CORPORATE VOICE

Consolidation

Filling The Gaps

Growing Organically

The Story of Sourcing

The Story of Analytics

TWO PRONGED APPROACH

CARBON

SMART SOURCE / SMART ANALYTICS

DUAL STRATEGY

More Complex Deals

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

RFx Level - Low Dollar Volume

Example: Selling RFx and Traditional Sourcing

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Strategic Procurement

Upstream Procurement

IMMATURE SOURCING MARKET STRATEGY

RFx

eAuctions today

How are they relevant today?

COMPETITORS

CURTIS FITCH

SCANMARKET

MATURE MARKET STRATEGY

PROBLEMS ARE WE SOLVING

Predictive Analytics

Integrated S2M

SxM

SRM

SPM

Compliance

ROHS/Reech

Regulation

Anti-Bribery

Conflict Minerals

COMPEITITORS

IVALUA

ARIBA

COUPA

ZYCUS

2014 KPIS

SOLUTIONS ENGINEER

position that is being evaluated

late stage closing stuff

CLIENT STRATEGY

2015 objective

we do not have a program

what percent of opportunities come from client referrals?

SALES ENABLEMENT

Content

8 Case Studies

4 White papers / year ?

Thought leadership

Length of time spend in pipeline

Lowering average days in the funnel from 288

CAC (Client Acquisition Cost)

Best in class is 12

needs to be at 24 months or 2 yrs

SALES

Pipeline SQLs = $1.5M

25% are coming from Sales directly as a SQL

8

assuming $60K avg. size deal

SQLs converted to Closed Deals

Quota of 70%

EBS

150 opportunities from Stage 2 - 3

Metrics

% of MQLs converted to SQLs

70 SQLs

# of Outbounds converted to SQLs

Need to get to 23 Long-term Agreement

Lined up with the New Funnel

Challenges

Conflict of what we want EBS to do

MARKETING

What we need

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

Need to identify number of Inquiries

We need advanced analytics

Attribution v. Influence

Lead Scoring

GLOBAL ALLIANCES

Goal: 50 SQLs

Generating leads in new markets

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

Generating leads in mature markets

Region Based: US & UK

total of 5 leads from Private Equity

KEY METRICS

Subtopic

Score Card https://scorecard.iasta.com/Iasta/portal/getStartPage.html?loadId=6230226991566307446&selectedTabId=8754005761921153488

ARR

CAC (as a trailing indicator)

currently @ 31.5 months

Best-in-Class CAC is 12

Goal is 27

trying to get to $1.4M on Sales MDs

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

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

avg deal size $60K