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Strategies and Tools to Accurately Forecast New Cloud Revenue

Strategies and Tools to Accurately Forecast New Cloud Revenue. Gary Beechum SPC International. Key factors for projecting gross sales. What were my sales last year? Services and Hardware Horizontal or Vertical? Marketing Campaigns and Budget

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Strategies and Tools to Accurately Forecast New Cloud Revenue

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  1. Strategies and Tools to Accurately Forecast New Cloud Revenue Gary BeechumSPC International

  2. Key factors for projecting gross sales • What were my sales last year? Services and Hardware • Horizontal or Vertical? • Marketing Campaigns and Budget • How many opportunities are available in my area? • How well do we conduct Sales Operations today? • Marketing for appointments, can we execute? • What size Client are we looking for? how do we price?

  3. How Do I Project Sales Growth?

  4. What Were My Gross Sales Last Year? • Services • Hardware • Financial Benchmark • Best in Class Gross Margin • Reasonable Increase in Sales

  5. Horizontal or Vertical? • How many Verticals do you support? • What is your sweet spot? • IT Dependent Verticals • IT Strategic Verticals • Why go Horizontal?

  6. How Many Opportunities Are Available in Your Area? • List source with client demographics • What is your desired seat size? • This is your target list FOREVER

  7. Marketing Campaigns and Budget • What was your Marketing Budget last year? • What Marketing Campaigns were successful? • Best in Class VAR Marketing Budget • Do you have a Marketing Plan? • No Plan, Don’t Market

  8. How Well Do You Conduct Sales Operations Today? • What is your closing ratio? • CRM/PSA Sales Tracking- Mandatory • 51 Step Marketing & Sales Process

  9. Marketing For Appointments, Can You Execute? • Direct Mail Program • Outsourced Appointment Setting • In-house Appointment Setting • Scripts for All Solutions • Web Qualifying • Solution Qualifying • What Solutions to Lead with? • 100 Leads = How Many Appointments? • Hours to set a Qualified Appointment?

  10. What Size Client Are You Looking For? • How Do You Price? • What size client can your Service Desk Support? • Are we selling Managed Services? • Are we selling Cloud? • Are we selling HaaS?

  11. Gross Sales Projection Calculator

  12. Marketing ROI Calculator

  13. FREE 30 DAY MEMBERSHIP TO SPC INTERNATIONAL’S IT BUSINESS BUILDER TRAINING AND RESOURCE CENTER AND THIS SESSION’S SLIDE DECK AND HANDOUTS WWW.SPC-INTL.COM/INGRAMCLOUD2014

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