focused growth initiative proposal for import genius jim anderson noblemettle november, 2011
TRANSCRIPT
Focused Growth Initiative Proposal For Import Genius
Jim AndersonNobleMettle
November, 2011
IG Focused Growth Initiative
• Grow Import Genius– Incremental sales– Improved retention
• Value-added services• Sales outreach program• Leverage best practices
Goal Approach
A Series of Coordinated Activities Contributing Tangible, Measurable Results to the IG Growth Strategy. Also Helps Focus & Align the Organization .
Sales
Churn(Cancelations)
Activity Alignment
Incremental Sales
Improved Retention
Conferences / Trade Shows
(Speaking Opportunities)
Leverage Best Practices to others in
Similar/Same Industry
Intelligent Data Fields
Specialized Reports/Analysis
Direct SQL Connection to DB
advanced customers have option to use own reports
Value-Added Services
• Pharma Supply Chain Conference o Product diversion
& counterfeitingo Possibly co-
present with IG customer
• Examples from existing customers
• Contextual overview of market / drivers
Microsoft/Pfizer practices on fraud detection leveraged to:• Other software
companies,• Media companies (DVDs)• Other pharma companies
• Learn best practices form existing customers
• Develop specialized templates/tools to support
• Communicate to Sales/Cust. Svc/ IT staff
• IG Supplier• IG Consignee• IG Addresses • Look-thru Master
records
• Algorithm to clean data• Scrub historical data• Change data loads to
clean data on load• Communicate to
Cust/Staff
• Aggregated Data• Trend analysis• Pivot Tables
• Clean data (intelligent fields)
• New report templates
• Direct query from Excel
• Link Access database• Crystal reports• Will allow for much
better reports, & eliminate download
• Possibly custom database(s)
• Possibly incremental infrastructure
• New level of service
REQUIREMENTS
Outreach Program
Leverage: To Increase Sales, Reduce Churn
• Well versed in IG products/data• Understand types of IG customers
– Names of customers in each category– What is important to each category of customer
• Clear understanding of how IG products & information can be used by each category of customer– Examples of use – tied to customer needs– Knowledge and understanding of best-practices and creative use by
other IG customers
• Able to translate (Leverage) use & best practices form one IG customer to another:– Within same industry– Across industries
• Easy access to IG material– Case studies– Marketing Material (by industry)– Report Examples, Videos, etc.
Import GeniusLogistics Industry
Names of IG Logistics
Customers
Description of IG & use in Logistics
Industry
Sample Report(s)Case Study
IG Industry Marketing Material
IG Reports Pivot Tables
Raising The Level Of The Dialogue With Customers
IG Staff (particularly Sales & Cust. Svc.)
Examples Of Advanced Reports- Relationship Map -
Like Visual Map, but:• Includes Time Dimension• Quantified results – quickly indicates volume of activity• In Excel, so Customers can easily copy/paste, work with data
Section 1 – Shows suppliers for a particular Organization, Product, Port, etc.• Yellow highlighted suppliers indicate 80% of volume• Shows trend over time
Section 2 – Shows who those same suppliers also do business with• Like Visual Map• But quantified and sorted
How I Can Help
• Lead or help organize or lead a focused growth initiative– Holistic approach to attract new customers,
retain more existing customers
IntelligentData
Focused Growth Initiative
Success Measured By IG Growth – Rate Of New Customer Acquisition, Retention Of Existing Customers
• Design• Prototype• Develop (program)• Implement
• Lead, help design or develop– Identify & summarize VOC– Recommend & design advanced reports– Direct SQL access
How To Start
Start With Intelligent Data• Other activities depend on “Intelligent Data”• Initial focus: IG Shipper & IG Consignee
Plan
Develop Software
Test
Hist. Data
Data Loads
Train/Comm.
Test
Month 1 Month 2 Month 3
At The End of 3 Months You Have IG Intelligent Data Fields For Shipper, Consignee, Enables Other Initiatives In Focused Growth Strategy
Crawl, Walk, Run
Timeline - 2012
Q1 Q2 Q3 Q4
Intelligent Data
Specialized Reports
Start To See Results
Start To See Results
Direct Connection To Database
Ongoing
OngoingLeverage Best Practices
Conferences
Crawl Walk Run
Why Me
• 25+ Years experience implementing solutions like this:– 15 Years Honeywell Corporate– 10+ Years Lean Six Sigma consulting
• Extensive Reporting/Analysis/Data background: – SQL, Oracle, SQL Server, MySQL, PL/SQL, etc.– Excel VBA – To create IG Templates
• Have successfully led many similar Initiatives:– Honeywell ERP/Financial reporting– SSA Shared Value program– Client Initiatives
Experience, Skills & Track Record of Success
APPENDIX
Organizational Support
• Identifies best practices & uses of IG
• Recommends leverage across:
• Other companies in same industry
• Other industries• Solicits customer feedback
on current IG tools
This Initiative Starts & Ends With he Customer
ManagementTeam
SalesTeam
ITCustomerService
• Communicates IG capabilities, best practices
• Leverages Across customer base• Active Outreach program to ID &
Attract new customers
• Sets priorities• Periodic reviews• Mid-Course corrections• Communication• Celebrate success
• Translates requirements into specifications/solutions
• Implements technical solutions• Recommends alternatives &
enhancements
IG Customers
Example, report for Freight Forwarder: for a particular time period, and/or geographic area, and/or product, etc..
List Shippers, Carriers, # Shipments
# of Shipments (red highlights top 10)
Examples Of Advanced Reports- Freight Forwarder Report -
Examples Of Advanced Reports
Number of Shipments By Supplier By Year• Who is receiving shipments ?• How is that changing over
time?
Number of Shipments By Consignee By Year• Who is receiving shipments ?• How is that changing over
time?
Shipments By Shipper / By Consignee• Who is selling to who?
Proposal Economics
• Professional Service Support:– Part time through end of 1Q12
• To allow time for IT, CS & Sales to contribute3
– 5 days of support in total
• Reduced Introductory rate:– $1,200/Day– $42,000 for total effort
• Payback:– Attracting or retaining just 18 Customers through this effort pays for his
effort in one year• Assumes average $200/Mo. subscription