jpe virtual marketing on-demand

JPE Inc. ConsultingJPE Inc. ConsultingJPE Inc. ConsultingJPE Inc. Consulting

VVIRTUALIRTUAL MMARKETINGARKETING OONN DDEMANDEMANDVVIRTUALIRTUAL MMARKETINGARKETING OONN--DDEMANDEMAND

YYOUROUR KKEYEY TOTO MMARKETARKETPPENETRATIONENETRATIONANDAND RREVENUEEVENUEAAAACCELERATIONCCELERATION

AAGENDAGENDAAAGENDAGENDA

WW JPE IJPE I CC ??WWHOHO ISIS JPE IJPE INCNC. C. CONSULTINGONSULTING??

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TTHEHE UUNIQUENIQUE AADVANTAGESDVANTAGES OFOF VVIRTUALIRTUAL MMARKETINGARKETING OONNDDEMANDEMAND (VMOD)(VMOD)( )( )

HHOWOW VMOD WVMOD WORKSORKS WITHWITH JPEJPE

SSUMMARYUMMARY

JPE Inc. Consultingwww.jpeincconsulting.com

WWHOHO ISIS JPE?JPE?WWHOHO ISIS JPE?JPE?

A CA CREATIVEREATIVE MMARKETINGARKETING SSERVICESERVICES BBUSINESSUSINESS MMODELINGODELING ANDANDA CA CREATIVEREATIVE MMARKETINGARKETING SSERVICESERVICES, B, BUSINESSUSINESS MMODELINGODELING, , ANDANDCCONSULTINGONSULTING FFIRMIRM FORFOR IT CIT COMPANIESOMPANIES, , FOCUSINGFOCUSING ONON SSTARTTART--UUPSPS, E, EARLYARLY--SSTAGETAGE, , ANDAND GGROWTHROWTH COMPANIESCOMPANIES

WWEE HELPHELP DEFINEDEFINE ANDAND REFINEREFINE VISIONVISION, , VALUEVALUE PROPOSITIONSPROPOSITIONS, , GOGO--TOTO--MARKETMARKET STRATEGIESSTRATEGIES, , ANDAND THENTHEN PLANPLAN ANDAND EXECUTEEXECUTE THEMTHEM

DDECADESECADES OFOF HANDSHANDS--ONON IT MIT MARKETINGARKETING EXPERTISEEXPERTISE

HUNDREDSHUNDREDS OFOF MILLIONSMILLIONS OFOF DOLLARSDOLLARS OFOF REVENUEREVENUEACCOMPLISHMENTACCOMPLISHMENT OFOF BEHALFBEHALF OFOF ORGANIZATIONSORGANIZATIONS WEWE''VEVE SERVEDSERVED

OOURUR UUNIQUENIQUE VVALUEALUE PPROPOSITIONROPOSITION::Providing VMOD with Catalytic Creativity


WWHATHAT ISIS VMOD?VMOD?WWHATHAT ISIS VMOD?VMOD?

VV MM OO DDVVIRTUALIRTUAL MMARKETINGARKETING OONN--DDEMANDEMAND

Contract Professional Services for all Key Marketing &Contract Professional Services for all Key Marketing & Business Development Functions

Your flexible “Virtual Marketing Department”Providing both Planning and ExecutionProviding both Planning and Execution

Fractional Resource EfficiencyNo money wasted on fulltime staff for infrequent or short-term needsNo money wasted on fulltime staff for infrequent or short term needsOnly pay for what you really need, when you need itScale marketing resources up or down, as needed, On-Demand

No skill set, tools, quantity of personell, or process limitations from your own In-House Resources

JPE’s own Experts & the JPE Resource Network


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WWHATHAT ISIS CCATALYTICATALYTIC CCREATIVITYREATIVITY??WWHATHAT ISIS CCATALYTICATALYTIC CCREATIVITYREATIVITY??


TTHEHE PPOWEROWER OFOFCC CCCCATALYTICATALYTIC CCREATIVITYREATIVITY

A FA FEWEW EEXAMPLESXAMPLES::A FA FEWEW EEXAMPLESXAMPLES::

It is what took a struggling networking company from negligible revenues to over $50 million in two years

It is what took a public software company suffering $2 million/quarter losses, and a stock price below $2.00 a share—to achieving a cash-low positive status and a stock price over $16.00 a share—in only six months

It's what built a pipeline of over $20 million, with $5 million in recognized revenues in six months

It's what generated a seven-figure software deal from scratch in only 60 days

It's what many clients have used to completely revamp their messaging and branding, defining their true value proposition—resulting in revitalized market momentum and gaining competitive advantages

It's what many, many start-ups and early stage companies have used to develop their business models, business plans, presentations, and funding documents to raise millions and millions of Private Equity and VC dollars needed to go to market


PPOINTOINT A: WA: WHEREHERE AARERE YYOUOU??PPOINTOINT A: WA: WHEREHERE AARERE YYOUOU??

NNEWEW SSTARTTART UUPPNNEWEW SSTARTTART--UUPPPre-Revenue, No Detailed Marketing Plan, No Effective Collaterals, Little-to-No Web Presence and Small Marketing BudgetPresence and Small Marketing Budget

EEARLYARLY--SSTAGETAGE CCOMPANYOMPANYP t t /B t t /Fi t R l R dPrototype/Beta stage/First Release, Ready to Go-To-Market or already have Early-Adopter Clients, Small Web Presence, Primitive Collaterals, Small Sales ForcePrimitive Collaterals, Small Sales Force

GGROWTHROWTH CCOMPANYOMPANYProduct(s)/Service(s) Released SmallProduct(s)/Service(s) Released, Small Client Base, Small Market Visibility, Incumbent Competition, Ready to Ramp Revenues


PPAINAIN PPOINTSOINTS / O/ OBSTACLESBSTACLESPPAINAIN PPOINTSOINTS / O/ OBSTACLESBSTACLES

LLACKACK OFOF MMARKETARKET TTRACTIONRACTION??LLACKACK OFOF MMARKETARKET TTRACTIONRACTION??Low Market VisibilityWeak/Inconsistent Revenues

NNOO SSTRONGTRONG CCOMPETITIVEOMPETITIVEDDIFFERENTIATIONIFFERENTIATION??

Can’t Compete on a Level Playing Fi ld i I b

CLIFF

Field against Incumbents

NNEAREAR--EEMPTYMPTY PPIPELINEIPELINE??No Productive Market Penetration /No Productive Market Penetration / Adoption

NNEGATIVEEGATIVE CCASHASH--FFLOWLOW??High Burn RateRapidly Running out of limited “Funding Runway” before making it to Cash-Flow Positive


to Cash Flow Positive

PPOINTOINT B: TB: TOO AACHIEVECHIEVE SSUSTAINEDUSTAINEDGG YY NNGGROWTHROWTH, Y, YOUOU NNEEDEED……

A WA WELLELL--TTHOUGHTHOUGHT--OOUTUT SSTRATEGICTRATEGIC VVISIONISION & & MMARKETINGARKETING PPLANLAN

Detailed Target Market & Competitive Analysis SUCCESS

A Compelling Value Proposition Articulated as Practical Business SolutionsEffective Lead Generation, Qualification, and Competitive Displacement CampaignsCompetitive Displacement CampaignsMarket Visibility and AcclaimWorld-Class Sales Engagement Tools

Presentations Leave Behinds White Papers Case

CLIFF

Presentations, Leave-Behinds, White Papers, Case Studies, References, Data Sheets, Executive Summaries, Brochures, etc.

TTHEHE SSKILLEDKILLED RRESOURCESESOURCES NNECESSARYECESSARY TOTOTTHEHE SSKILLEDKILLED RRESOURCESESOURCES NNECESSARYECESSARY TOTOEEXECUTEXECUTE YYOUROUR PPLANLAN

TTHEHE “B“BIGIG IIDEADEA”” FAILURE


TTHEHE BBIGIG IIDEADEATTHEHE BBIGIG IIDEADEA

DD TTDDISRUPTIVEISRUPTIVE TTECHNOLOGYECHNOLOGYCausing Behavioral Paradigm Shifts in the Status Quo Target MarketgObsoleting the Competition

IINNOVATIONNNOVATIONIINNOVATIONNNOVATIONNot “Me Too” or just “New & Improved”

DDEFININGEFINING NNEWEW MMARKETARKET NNICHESICHESTelling a New StoryChanging the Ground Rules of the GameChanging the Ground Rules of the GameShaping the Argument to Your Advantage


BBIGIG IIDEADEA$ E$ EXAMPLEXAMPLE$$BBIGIG IIDEADEA$ E$ EXAMPLEXAMPLE$$

Old Idea New Idea

Application Service Provider (ASP)

Software as a Service (SaaS)

Web Hosting, Co‐Location, Cloud ComputinggRemote Data Center

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140 Char. Message TelecomSideband Control Channel

Text Messaging / SMSSideband Control Channel (wasted bandwidth)

Driveway Oil Cleaner Kitty Litter

Blood Pressure Medication Viagra


GGETTINGETTING FFROMROM AA TOTO BBGGETTINGETTING FFROMROM A A TOTO BB

YYOUOU NNEEDEED:: YYOUROUR JJOURNEYOURNEY OOPTIONSPTIONS::YYOUOU NNEEDEED::The Right People

Creative Visionaries and Strategic Planners

YYOUROUR JJOURNEYOURNEY OOPTIONSPTIONS::Madison Avenue Option

Top PR FirmTop Ad/Creative AgencyStrategic Planners

Experienced Tactical ManagersTalented Functional Implementers

Top Ad/Creative AgencyMultimillion Dollar Advertising and Campaign Budget

The In-House OptionImplementersEffective Processes

Market Penetration StrategyCampaign Development and

Hire completely functional marketing staffDevelop all your own processesp g p

ExecutionSales Engagement ProcessPipeline Management

Best Tools

pBuild or Buy all of your own ToolsThink up your own Big Idea

Virtual Marketing OnBest ToolsSoftware, HardwareNetworking and Communication

Virtual Marketing On Demand (VMOD)

Contract for some, most, or all of your Marketing Needs

A Big IdeaJPE Inc. Consultingwww.jpeincconsulting.com

TTYPICALYPICAL YYOUNGOUNG CCOMPANYOMPANYMM DDMMARKETINGARKETING DDEPARTMENTEPARTMENT

l l S l hl i hRole Annual Salary Monthly Burn with Benefits

VP of Marketing $150,000 $14,375

In‐HouseOption

Market Researcher $50,000 $4,791

Webmaster $80,000 $7,666

PR Manager $45,000 $4,312

Trade Show Coord. $40,000 $3,833

Product Manager $60 000 $5 750Product Manager $60,000 $5,750

Content Writer $50,000 $4,791

Marketing Support $30,000 $2,875

TOTAL $505,000 $48,393


REAL TOTAL/Year $580,716(with ben.)

TTYPICALYPICAL MMARKETINGARKETING DDEPARTMENTEPARTMENTPP AAPPRODUCTIVITYRODUCTIVITY AANALYSISNALYSIS

8 F8 FULLTIMEULLTIME PPERSONNELERSONNEL ((FROMFROM PREVIOUSPREVIOUS CHARTCHART))8 F8 FULLTIMEULLTIME PPERSONNELERSONNEL ((FROMFROM PREVIOUSPREVIOUS CHARTCHART) ) Available Hours = 40 hrs/week/personx 4 weeks/mo. = 160 hrs/mo./personx 8 people = 1 280 man hours/monthx 8 people = 1,280 man hours/monthx 12 months = 15,360 hours/yr.Fixed Cost/mo. = $48,393x 12 months = $580,716 / yr., y

HHOWEVEROWEVER –– AAVERAGEVERAGE HHOURSOURS RREQUIREDEQUIRED FORFOR YYOUNGOUNG CCOMPANYOMPANYMMARKETINGARKETING PPHASESHASES

St t U E t bli hi C t Id titStart-Up – Establishing Corporate Identity20 hrs/mo. For 3 mo., or 60 hours total

Early Stage – Go-to-Market80 hrs/mo., for 6 mo., or 480 hours total.

Growth – Competitive Superiority160 hrs/mo., for 12 mo., or 1,920 hours total.

SSEEEE THETHE DDISPARITYISPARITY TTHEREHERE BBETWEENETWEEN NNEEDEED ANDAND CCOSTOST??


SSEEEE THETHE DDISPARITYISPARITY TTHEREHERE BBETWEENETWEEN NNEEDEED ANDAND CCOSTOST??

VMOD CVMOD COSTOST SSTRUCTURETRUCTUREVMOD CVMOD COSTOST SSTRUCTURETRUCTURE

IINDIVIDUALNDIVIDUAL SSERVICESERVICEST&M or Fixed Fee (per quote); or

PPACKAGEDACKAGED SSOLUTIONOLUTION SSERVICESERVICESPackage VMOD for Start‐Ups VMOD for Early‐Stage Companies VMOD for Growth Companies

Objective Corporate Identity Package Go‐To‐Market Package Competitive Superiority Package

JPE Avg. Resources Assigned(not dedicated resources, but shared multiple resources)

1 4 8

JPE CommittedMinimum ofJPE Committed Minimum of Billable Hours Delivered/Mo. 20 80 160

Fixed Monthly Fee $2,500 $9,000 $17,500

Your Minimum Commitment 3 months 6 months 1 Year


Aggregate $7,500 $54,000 $210,000

IINN--HHOUSEOUSE VSVS. VMOD. VMODIINN HHOUSEOUSE VSVS. VMOD. VMOD

$60,000

$50,000

$40,000

MonthlyExpense

$30,000 In‐House

VMOD

$10,000

$20,000

$‐

,

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21


1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21

Start‐Up Early‐Stage Growth

OOPTIONSPTIONS CCOSTOST AANALYSISNALYSISOOPTIONSPTIONS CCOSTOST AANALYSISNALYSIS

MM AA CC ’’ AAMMADISONADISON AAVEVE. . –– CCANAN’’TT AAFFORDFFORDMultimillion Dollar ExpenseNot Practical for most Early Stage Companiesy g p

IINN HHOUSEOUSE OOPTIONPTION –– PPAYINGAYING TTOOOO MMUCHUCHTypical Route Hire Discrete Roles for each Function even if notTypical Route – Hire Discrete Roles for each Function, even if not fully utilizedEight (8) Person Department

A $600K/Approx. $600K/yr. or more

VMOD OVMOD OPTIONPTION –– SSAVINGAVING UPUP TOTO 2/32/3F ti l U f 3 d P t RFractional Use of 3rd Party ResourcesEquivalent Productivity to 8 person Department

Only $210K/yr.


VMODVMOD FORFOR SSTARTTART--UUPSPSVMOD VMOD FORFOR SSTARTTART UUPSPS

CCORPORATEORPORATE IIDENTITYDENTITY ANDAND PPRESENCERESENCE MMOREORECCORPORATEORPORATE IIDENTITYDENTITY ANDAND PPRESENCERESENCE

20 H20 HOURSOURS / / MOMO. F. FOROR 3 M3 MONTHSONTHS

$2 500 /$2 500 / MOMO OROR $7 500 T$7 500 TOTALOTAL

MMOREORE……Logo and Letterhead DesignBusiness Card DesignCorporate PPT Theme Design & $2,500 / $2,500 / MOMO., ., OROR $7,500 T$7,500 TOTALOTAL

New Client Engagement Assessment (a $2,500 value by itself)Includes MS Project Plan

gTemplatesWebsite Design (Theme and up to 20 pages)Website Content Creation and Includes MS Project Plan

Branding Development (Corporate and Product/Service)Value Proposition and Market Differentiation Definition

MaintenanceFlash Development for WebProduct/Service Data Sheets (1-2 page)P d t/S i S l ti P fil (2 5Differentiation Definition

Pricing Strategy & Pricing Tool CreationRevenue Plan

Product/Service Solution Profiles (2-5 pages)Product/Service PPTs (Up to 25 slides)New Article Authoring

Corporate Executive Summary (Printing not included)Corporate Background Paper (Printing not included)

Promotional Items Design (Items sold separately)White Paper AuthoringTwitter AccountCorporate Brochure (4-Color) (Printing

not included)10 Slide Corporate PPT

Twitter AccountTarget Market Analysis

VMODVMOD FORFOR EEARLYARLY--SSTAGETAGE CCOO..VMOD VMOD FORFOR EEARLYARLY SSTAGETAGE CCOO..

GGOO TTOO MMARKETARKET SSERVICESERVICES MMOREOREGGOO--TTOO--MMARKETARKET SSERVICESERVICES

80 H80 HOURSOURS / / MOMO. . FORFOR 6 M6 MONTHSONTHS

$9,000 / $9,000 / MOMO., ., OROR $54,000 T$54,000 TOTALOTAL

II AA SS UU SS PP

MMOREORE……Publishing a Company NewsletterPerforming a Competitive AnalysisBuilding Prospect DatabaseIINCLUDESNCLUDES AALLLL SSTARTTART--UUPSPS SSERVICESERVICES PPLUSLUS

Planning and Execution of Product/Service Launch Campaigns (service only, materials extra)

Building Prospect DatabaseProposal/RFP SupportPipeline Management/CRMTrade Show Booth Design (Materials

Campaign Monitoring and AnalyticsA series of Market Penetration Campaigns (service only, materials extra)

Trade Show Booth Design (Materials not included)Trade Show Support (Travel & Materials not included)Sponsored Events (Travel & Materials

Lead Generation & Qualification Campaigns (service only, materials extra)Press Releases

Sponsored Events (Travel & Materials not included)Client Case StudiesProject Cards/DatabaseAd Campaign Planning, Budgeting, Ad Buys (Ad Costs Separate)

VMODVMOD FORFOR GGROWTHROWTH CCOMPANIESOMPANIESVMOD VMOD FORFOR GGROWTHROWTH CCOMPANIESOMPANIES

CC SS II AA SSCCOMPETITIVEOMPETITIVE SSUPERIORITYUPERIORITYPPACKAGEACKAGE

160 H160 HOURSOURS / / MOMO. F. FOROR 1 Y1 YEAREAR

IINCLUDESNCLUDES AALLLL SSERVICESERVICES ININ THETHESSTARTTART--UUPP ANDAND EEARLYARLY SSTAGETAGEPPACKAGESACKAGES, P, PLUSLUS::

$17,500 / $17,500 / MOMO., ., OROR $210,000 T$210,000 TOTALOTALSEO Optimization for the website

Video Production

Planning and Execution of regularly g g yscheduled targeted Competitive Displacement Campaigns

Annual Report (Publishing extra)

Investor Business Plan for Funding

Investor Executive Summary

Investor Private PlacementInvestor Private Placement Memorandum (PPM) Preparation Support

Investor PPT

VMODVMOD FROMFROM JPEJPEVMOD VMOD FROMFROM JPEJPE

SSTEPTEP 1 1 –– FFREEREE IINITIALNITIAL CCONSULTATIONONSULTATION

SSTEPTEP 2 2 –– NNEWEW CCLIENTLIENT EENGAGEMENTNGAGEMENTAAAASSESSMENTSSESSMENT

Gap Analysis and Marketing PlanAssessment Review

SSTEPTEP 3 3 –– CCUSTOMUSTOM PPROJECTROJECT SSCOPINGCOPING, , SSTANDARDTANDARD SSOLUTIONOLUTION PPACKAGEACKAGE, , OROR CCUSTOMUSTOMPPACKAGEACKAGE PPLANLAN

SSTEPTEP 4 4 –– EEXECUTIONXECUTION ANDAND DDELIVERABLESELIVERABLESProject Mgmt. & Quality AssuranceCollaboration & Communication

SSTEPTEP 5 5 –– RREPORTINGEPORTING & I& INVOICINGNVOICINGMonthl Reports


Monthly ReportsFixed Fee or T&M Billing

SSUMMARYUMMARYSSUMMARYUMMARY

VMODVMOD REPRESENTSREPRESENTSVMOD VMOD REPRESENTSREPRESENTS

As Much or as Little of the People, Processes, Tools, and Vision You Need to Get to the Next Level

The Most Cost-Effective Marketing Solution for Your Current Stage of Business Development

Less Marketing Dollars spent on Personnel and More Dollars Focused on ActualLess Marketing Dollars spent on Personnel and More Dollars Focused on Actual Marketing Campaigns and Initiatives

JPE JPE REPRESENTSREPRESENTS

The Detailed Planning and Process Development You Need

Instant Organizational Maturity and Ability to Execute Now

Vast Expertise, Accomplishment & Immediate Productivity

No Hiring, Training, and Managing a Full In-House Marketing Team Required


Catalytic Creativity to Help You Discover Your “Big Idea”

CCONTACTONTACTCCONTACTONTACT

JPE IJPE INCNC. C. CONSULTINGONSULTING

www.jpeincconsulting.com

[email protected]

Offi 239 247 3213Office: 239.247.3213

Fax: 239 542 0080Fax: 239.542.0080


jpe virtual marketing on-demand

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jpe summaryjpe

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catalytic creativity