Improving performance by solving problems, adding capabilities, and enabling a continuous improvement process. We customize a plan to fit the company budget, headcount, skill level, and timeline, and provide interim executives to augment the client team in executing those plans.

1. It’s all about…
Professional athletes have coaches to help them improve their game.
Winning or Losing. One point, one inch, one second – small differences.
It’s all about…Improving Performance

2. Page 2Improving Performance
Overview
We provide fractional and interim CMO services to augment your sales and marketing teams,
when they may not have the time, skill, or experience.
Improving Performance through a combination of our unique experience, process, and
methods; customized plans to fit your budget, personnel, and timeline.

3. Page 3Improving Performance
Experience: Career Snapshot
John has more than 30 years of experience in sales, marketing and
engineering. His executive experience includes leading-edge Fortune 500
high-technology companies, and pre-IPO companies where he was an officer
of the company and member of the senior management team.
He has held P&L responsibility and managed direct and indirect sales channels
Relevant Prior Experience:
 Vice President, Sales and Marketing – Enpirion, Inc. (acquired by Altera Corporation)
 Vice President, Sales and Marketing – Galvantech, Inc. (acquired by Cypress Semiconductor)
 Vice President, Sales – Equator Technologies, Inc. (acquired by PixelWorks, Inc.)
 Director, Worldwide Strategic Sales – Advanced Micro Devices, Inc. (AMD)
in North America, Europe and Asia. His teams have consistently enabled profitable revenues,
improved customer satisfaction, and increased market share.

4. Page 4Improving Performance
Experience: Executive Focus
-Triad Alignment-
Corporate Sales Marketing
Goals / Objectives Generate Profitable Revenue Product Roadmap
Metrics / Measurement Customer Engagement Model Pricing Methodology
Dashboard / Scorecard Forecast Process New Product Introduction (NPI)
Compensation Plans Pipeline / Funnel Management Lead Generation / Qualification
Department Budgets Managing Channel Partners Competitive Analysis : SWOT
Pricing Policy Assign Quota / Compensation Advertising / Public Relations
Long-Term Strategy Contract Negotiations Events / Trade Shows
Gross Revenue Book : Bill Ratio Performance-to-Plan DSO On-Time Delivery
Gross Margin (GM) Backlog (Units and $) Win : Loss Ratio Warranty Returns Market Share – SAM / TAM
Average Selling Price (ASP) Channel Partners at Quota Customer Retention Customer Satisfaction New Products Introduced
Measurement Metrics:

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Process: Benchmarking
Benchmarking is a Continuing Improvement Process (CIP)
This tool allows clients to benchmark their sales and marketing teams.
Our proprietary Gap Analysis, is an Expert Survey gained from 30+ years of experience with
companies—large and small. This chart provides a view of how the goals, strategy and
tactics of Corporate, Sales and Marketing are aligned.

6. Page 6Improving Performance
Methodology
Discovery
Planning
Execution
Interview Team / Triad Alignment
Gap Analysis Survey (optional)
Find Challenges / Opportunities
Align Goals / Objectives
Draft Scope of Work (SOW)
 Define Metrics (KPIs)
 Assign Authority / Responsibility
 Identify any other resources
 Shape plan to fit resources
 Modify SOW as required
 SOW - Execute and Adjust
 Measure / Monitor KPIs
 Dashboard / Score Card
 React in real-time
 15 / 30 / 45-Day Follow-Up

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Encouraging Best Practices
Vendor Neutral—We neither accept, nor provide any ‘fees’
Email
Marketing
Customer
Relationship
Management
Marketing
Automation
Contact
Center
Business
Analytics
Constant
Contact
ACT! LeadLife Solutions Knowlagent Tableau
Exact Target SalesForce SilverPop PointClear Sharepoint
iContact SugarCRM Pardot QlikView
Vertical
Response
Microsoft
Dynamics
Eloqua SAS
MailChimp SalesLogix Marketo Tibco Spitfire
Advertising
and
PR
Web Marketing
Design and
SEO
Printers Sales Training Other
Services
Arketi Definition 6 Docqumax Complex Sale FlexHR
Carabineer Macquarium Imagers Visualize BusinessWise

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Challenges
 I need more time to…
 My Channel Partner’s are not…
 Nobody here has experience with…
If it was easy—you would have already done it!
 I wish I had…
 The Marketing guys don’t…
 Bigger companies have…
PAIN GAIN

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Can we help you?
Corporate Y N
1. Do your sales and marketing teams share mutual corporate goals?
2. Are your KPIs for sales and marketing clearly established and measured?
3. Do you use a graphical dashboard to track KPIs?
4. Do your financial incentives for sales & marketing reinforce the corporate goals?
Marketing Y N
5. Do they provide a clearly defined Customer Engagement Model?
6. Are your new products getting to market in time?
7. Do they provide Business Intelligence (BI / SWOT) about your competitor's?
8. Are they successfully improving existing products and defining new products?
Sales Y N
9. Do they have a well defined forecast procedure, and is it reliable?
10. Is their pipeline managed appropriately, and is your close rate acceptable?
11. Do they have a CRM tool and is it being used effectively?
12. Are they choosing and managing your channel partners effectively?
It depends. The 12 questions below are a mini Gap Analysis. If you answer any questions
with a (N)o, it indicates an opportunity for Improving Performance.

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Contact Us
Easy as 1-2-3 to learn more about Improving Performance
2. 3.1.
CorbittAssociates.comjohn@corbittassociates.com+1.770.985.6599