1. Proventeq
Dan Smith

2. SWOT Strengths Customer references High demo to close rate
Ability to migrate cross platform
Managed migrations
Ability to develop new product
Size (more agile)
Weakness
Size
Market exposure/recognition
Sales force
Resource
Not proven for non organic growth
Opportunity
Increase in public sector business
Focused sales into existing verticals
Targeted sales into new verticals such as legal sector
Partnerships
Customers moving from unsupported (or at risk of) platforms
Green field
Position in niche markets
Ubiquity of Microsoft
Threats
Competitive tender process
Larger competitors cementing partnerships
Changes in technology
Vendors releasing own tools
Failure to scale

3. Strengths Customer references High demo to close rate
Ability to migrate cross platform
Managed migrations
Ability to develop new product
Size (more agile)
Strengths

4. Weakness Size Market exposure/recognition Sales force Resource
Not proven for non organic growth
Weakness

5. Opportunities Increase in public sector business
Focused sales into existing verticals
Targeted sales into new verticals such as legal
Partnerships
Customers moving from unsupported (or at risk of) platforms
Green field
Position in niche markets
Ubiquity of Microsoft
Opportunities

6. Threats Competitive tender process
Larger competitors forming partnerships
Changes in technology
Vendors releasing own tools
Threats

7. How we’ll get to £1,000,000 and beyond

8. Direct
Channel
Strategic Partners
Routes to market

9. Direct Public sector U.K. Central and local government
Public sector USA
Public sector other
Insurance market
Legal
Other yet to be identified markets (or same in different regions)
Enterprise (50% of Fortune 500 use SharePoint)
Direct

10. Cloud Service Providers
MSPs/IT
SIs
(UK, USA, other)
Channel

11. Strategic Partnerships
Microsoft
Oracle
Strategic Partnerships

12. 30 Day Immerse myself into Proventeq - learn product, strengths, wins
Understand where business is coming from and why they chose Proventeq
Identify markets based on previous wins and pipeline
Look at personal network with over lap
Warm up relationship with key partners - Microsoft and Oracle (ongoing)
Identify 4 target markets for initial focus
Identify relevant heads within 20 target customers.
Define proactive push including marketing, social media, targeting
30 Day

13. Implement campaigns for 4 target markets
Implement campaigns for 4 target markets. The approach to these campaigns may change depending on markets, for example Insurance would differ to Managed Service Providers
Meetings with prospective partners
Warm up relationship with key partners - Microsoft and Oracle (ongoing)
Initial meetings with targets (if UK based)
Contact target 20 customers
60 Day

14. Ongoing campaign into 4 target markets
Ongoing campaign into 4 target markets. Widen geographic scope if relevant
Nurture partner relationship to bring first deals through channel
Meetings/demos with targets
Manage initial orders
Warm up relationship with key partners - Microsoft and Oracle (ongoing)
90 Day

15. Results and When

16. Results and When - Highlights
Q1 Increase close rate – existing pipeline
Q2 First proactive deals
Q3 First Partner deal
Q4 Larger managed migration revenue
Results and When - Highlights

17. Results and When £80k new business per month
Initially expect larger percentage from direct than partners
Blend of following
smaller license only deals
Larger license only deals
Managed migration
Custom development (no proactively targeted)
Large deals over £100k lead time up to 12 months.
Results and When

18. Monthly Growth

19. Results and When Q1 Accumulative Target £240k, Actual £160k
Q2 Accumulative £480k, Actual £365k
Q3 Accumulative £720k, Actual £640k
Q4 Accumulative Target £960k, Actual £1,087k
These figures are based on a number of assumptions.
Average deal size £40,000. Small deal value £5,000, very large deal £250,000.
The average monthly target is £80,000, meaning 2 deals a month. This is over simplified.
Results and When

20. Support Required (for first 6-12 months)
platform (Campaign Monitor or similar approx. £50 a month)
Lists (Approx. £12 per company record Hoovers/D and B)
Website reverse IP look up approx. £50 a month)
PR (ad hoc, press release approx. £150)
Content – your time (priceless)
Social media (Hootsuite – free)
Possible additions (subject to budget)
Events: attend, sponsor, exhibit
PPC
Support Required (for first 6-12 months)