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TGG Practice Overview
- 1. Revenue Strategy Services Copyright 2011 - The Gendreau Group
- 2. Introducing TGG • We are Revenue Strategists – We specialize … • In finding more ways to generate revenues from existing products, technologies, and services. – We enable clients to … • Improve distribution • Build and strengthen relationships with partners • Find non-obvious sources of distribution • Since 1989, TGG has been serving growth companies and mature organizations in the US and abroad June 2011 Copyright 2011 - The Gendreau Group 2
- 3. Copyright 2011 - The Gendreau Group
- 4. TGG Services • Revenue Strategy Assessments • Repurposing Existing Products or Technologies • Distribution and Sales Channel Development • Preparing Companies for Funding or Exit Events • Research, Opportunity Identification, and Strategy Development • Business Process, Root-Cause and Risk Analysis • Hands-on Implementation and Interim Management • Team Assessments and No-nonsense Executive Advice • Improving Customer Experience and Customer-Facing Processes • Business Case and Business Plan Development • Investor Presentations and Collateral Development • Fraud, Credit and Risk Identification and Management Solutions June 2011 Copyright 2011 - The Gendreau Group 4
- 5. TGG Engagements • Typical Revenue Strategy Engagement: – 3 phases: Research, Strategy, Execution – Research Phase: 30-45 days (in 10 day “sprints’) – Strategy Phase: 20-30 days – Execution Phase: Dependent on Client Need • Specialized Services: – Revenue Strategy Assessment (RSA): 5-20 days – Research Sprint: 10 days Copyright 2011 - The Gendreau Group
- 6. Results… Not Just Reports • Revenue Strategy Insights Researching the market to uncover opportunities and qualify their potential in order to develop a fact-based business case and actionable recommendations. • Revenue Strategy Development Collaborating with our clients to determine which recommendations to implement, and then building the appropriate business or action plan to guide implementation. • Revenue Strategy Execution Assisting clients by opening doors, creating relationships, and where required, negotiating agreements. The primary deliverable from this phase is actual revenues. June 2011 Copyright 2011 - The Gendreau Group 6
- 7. Results: Examples Client Results HNC Software $35M in revenues realized during the 1st full year after repurposing neural network credit solution for telecoms Cogent Research Business valued at < 1X revenues wanted 4X at exit in 3-5 years. Less than 1 year after engaging TGG, they received an unsolicited offer for almost 3X revenues. Mindport Moving operations from NL to US required exiting billing business and moving into digital rights management. GM Enabled GM how to increase repair revenues for dealers using cellular technologies. This became OnStar. Nextel Monetized push-to-talk services. Awarepoint Created highly successful strategic funding relationships Copyright 2011 - The Gendreau Group
- 8. Revenue Strategy Services Possibilities: – Revenue Strategy Assessments – Revenue Strategy Development or Enhancement – Repurposing Existing Technologies – IP Portfolio Assessments – Market Research and Needs Analysis – Improving Customer Service – Hands-on Strategy Implementation Support June 2011 Copyright 2011 - The Gendreau Group 8
- 9. More revenues from existing products or existing markets. • Distribution • Repurposing • Increasing Valuation The Gendreau Group Timothy Gendreau, Principal Susan Wayo, Principal www.gendreaugroup.com 760.635.0808 Copyright 2011 - The Gendreau Group
- 10. Revenue Strategies Map Grow Valuation Change The Game Revenue Strategies: Revenue Strategies: New • Open New Distribution Channels • Repurpose for Acquisition Markets • Repurpose Inside Assets • Repurpose for Divestiture • Reposition Company &Offerings • Create, Sell or Acquire Entities • Acquire or Partner Improve Valuation Grow Valuation Revenue Strategies: Revenue Strategies: Existing • Strengthen Distribution • Repurpose Outside Assets Markets • Enhance Customer Experience • Acquire • Improve Efficiencies • Partner • Strengthen Positioning • Divest Unprofitable Assets Existing Products New Products Copyright 2011 - The Gendreau Group
Hinweis der Redaktion
- We structure our work plans, agreements and fee structure to reflect the nature of revenue strategy challenge we are addressing for a client. However, a typical TGG engagement has three phases: Revenue Strategy Insights: Researching the market to uncover opportunities and qualify their potential in order to develop a fact-based business case and actionable recommendations.Revenue Strategy Development: Collaborating with our clients to determine which recommendations to implement, and then building the appropriate business or action plan to guide implementation.Revenue Strategy Implementation: Assisting clients by opening doors, creating relationships, and where required, negotiating agreements. The primary deliverable from this phase is actual revenues.