AUSTIN BROWNINGTREY CLINTON

MICHAEL CRUMPKATIE KELLYJAKE ZHANG

Final Presentation

Introduction

Three phase process over the course of the semester

III. Contact

II. Prospecti

ngI.

Research

Phase I - Research

Determined the appropriate industries to pursue and designated each team member to an industry

Researched respective industries that fit the target market for this technology

Compiled industry analysis Growth Revenue Sales Internal / external factors

Phase II - Prospecting

CAN modeling was used for prospecting

CAN Model Characteristics

Activities

Needs

Send e-mailsFill out forms

Obtain responses andlocate appropriate representative

Exchange emails and schedule phone calls

Buffer CallTypically with a non-decision maker. Discover basic wants and needs

TeleconferenceIncludes inventor & OTT staff.specific wants and needs

Attention CallIntroduce technology ,lay groundwork,Get redirected

FAMILIARIZATION PREPERATION

Agenda Timeline

Revisit original prospects

TeleconferenceInclude s inventor & OTT staff

Attention call or

Buffer call

BYPASS

Aggressiveselling

CALL TO ACTION

Revised Agenda Timeline

Obtain responses andlocate appropriate representative

Exchange emails and schedule phone calls

Phase III – Strategy

Maintain and grow: Business communications Telemedicine Mid-sized entertainment

Scale back and adjust: Large entertainment companies Large military supplies Surgical supplies

Phase III – Maintain and Grow

Entertainment Target mid-sized companies Focus on content deliverers Gather 50 new prospects

Military Focus on smaller companies Gather new prospects

Phase III – Maintain and Grow

Michael transferred from large entertainment to business communications

Split business communications industry with Katie

Cloud Conferencing Video Conferencing Online Interviewing Webinars

Gather 50 new prospects

Phase III – Maintain and Grow

Jake transferred from surgical supplies to telemedicine

Split telemedicine industry with Austin

Gather 50 new prospects

Phase III – Second Adjustment

Progress from previous adjustment: Telemedicine

Reason for second adjustment: Reallocating resources

Phase III – Second Adjustment

• Switched to entertainment industry

Austin• Switched to business

communication industry

Jake• Expanding cloud-

based conferencing industry

Michael

Phase III – Second Adjustment

28 of previous prospects in Business Communications industry were contacted

4 stayed in contact

30 of previous prospects in Entertainment Industry were contacted

Results

Total Emails/Forms – 537

Total Phone Calls – 324

Active Accounts - 4

Prospects Contacted via E-mail

61

134

114

147

75

# of Prospects emailed/form

Military Communi-cationsBusiness Communi-cationsTelemedicineEntertainmentSurgical Supplies

Prospects Contacted via Phone

55

80

108

49

32

# of Prospects called

Military Communi-cationsBusiness Communi-cationsTelemedicineEntertainmentSurgical Supplies

Results

4 Teleconferences Military and business communications the most

prominent

Expressed Interest 8 from business communication 19 from entertainment 2 from telemedicine 4 from military communication

Recommendations: Industries

Business Communications: Wowza: Charlie Good, CTO, set up teleconference Industry growth: highest at 28% 43 prospects

Military: Rajant: Gary Anderson, SVP of Sales Look into home security and surveillance 26 prospects

Recommendations: Timeline

One month

Three months

Five months

Recommendations: Project

Challenges

Upcoming OTT projects

UASP improvements

Questions?