advisor network monthly call news & guide overview june 2013 kris fuehr marketing director...
TRANSCRIPT
Advisor Network Monthly Call
News & Guide OverviewJune 2013
Kris FuehrMarketing DirectorCorelyticswww.corelytics.comkris@corelytics.com425-830-0867
Frank CokerCEO
CoreConnex, Inc.www.corelytics.com
AgendaNews & Updates: • Marketing platform, your input please?• Industry leaders wanted• Guide to Advising with the Dashboard: Walkthrough
with Frank Coker• New promo video available July 10• Building your Brand Advisor Webcast now on-demand
Open Door/Q&A
Corelytics Advisor Program Overview (for newbies)
Sales & Marketing PlatformCorelytics is investing so you can automate your marketing & sales.
OUR CRITERIA:
Support Advisors with design, messaging, & execution Allow flexibility of message for advisors Support marketing AND sales Distribute templates, content syndication Manage SEO; social media; email; more Assign & track leads to the Advisors’ CRM Provide full lead management for advisors even without a
CRM system
Marketing + Sales
Examples
MedicalAVIT Restaurant Const-ruction
Food
Industry Focus, Corelytics + Advisor
. . .
Peer group Peer group Peer group Peer group Peer group Peer groupClients Clients Clients Clients Clients Clients
Industry Assn. Infocomm Industry Assn. Industry Assn. Industry Assn. Industry Assn.
Advisor may offer (with Corelytics support)• Jointly published industry reports• Speaking engagements – Association, conferences• Regular Webcasts• Member promotions about your services• Trade events & member support• Network of trained advisors specializing in the industry
Industry
• Industry updates/reporting
• Expert analysis
Yours?
DASHBOARD GUIDEWITH FRANK COKER
Planning and Preparation
• Schedule a standing monthly meetings– Advisor and business owner phone meeting– Owner and management team meeting
• Schedule pre-meeting actions– Client update of Corelytics– Advisor review of Corelytics (30 min max)
• Post meeting actions– Update goals in Corelytics– Advisor writes summary status email (top 3 priorities)
Typical Meeting Agenda1. Take the pulse - Get owners’ view of top business
issues and priorities2. Start at the end - Pre-define your view on
financial priorities from dashboard3. Quick review of screens that show positive results4. Quick review of last month’s priorities5. Walk through key screens that show top 3
concerns – be prepared to explore further6. Discuss changes to goals7. Discuss team review – accountabilities
Advisor's Roadmap for New Clients• Initial setup
– Advisor set up as user – Verify profile data– Set goals to get Leading Indicators
• Start with default values– Avoid data map until after first review– Agree on top 3 priorities with owner as soon as possible– Create first status report as soon as possible
• Schedule monthly review meetings• Facilitate management team review process • Map Revenue and Expenses to correct accounts and LOBs• Set additional goals• Add staff users where appropriate
Top 10 Areas to Investigate w/Clients1. Revenue trends2. Expense to revenue trend3. Revenue / expense forecast4. Short-term cash trend5. Long-term cash trend6. Margin growth7. COGS trends8. Profit growth9. Progress on key goals10. LOB Performance
TIPS- Stop when you have “big 3”- Avoid drilling with owner- Push “solving” to managers- Make process consistent
CORELYTICS ADVISOR NETWORK OVERVIEW
NextGen Accountants• Subscription-based services• Compares client performance• Offers diagnostic services• Supports strategic decisions• Serves clients year-long• Aides in sharing performance
with client’s staff• Often works remotely• Gives clients an owner-view
Advisor Value
• More value• Less time data-wrangling• New value-added services• Marketing, sales & tech support
30 clients, 1 hour/month, $300/mo each client =
$100K supplemental annual revenue
Typical Advisor Offerings• Subscription-based pricing, usually $300-500/month whereby the advisor
remotely consults through monthly or quarterly recurring meetings by logging into the dashboard, reviewing trends for a few minutes before the call, then jointly logging in and reviewing with the client for an hour. This is a 2-hour/month investment of your time at most per client. When client needs rescuing or more help, standard consulting rates apply.
• Promotional offer, typically a free initial consultation (phone or in person) and often coupled with a custom “Financial Report” derived from the numbers you get from the dashboard. For a time (until we hit capacity), we can run these for you on request.
• Reports and Summaries: Sometimes as simple as a blog, others do webinars with the findings from their industry. We’re doing an Advisor Call Wed this week to talk about “Building your Brand” and this is a key component.
+ an industry affiliation AND a relationship with the top 2 or 3 associations in your industry.
Getting Started Decide if you pay or client pays for dashboard Get your dashboard set up. Certify for logo. Set up your offerings and pricing Co-market/sell.
$79/mo $60/mo
$99/mo retail direct
Meet Others, Share the Ride
Join Gina Fridays with other Dashboard AdvisorsGina Rodkey [email protected] for Google Hang-out instructions.
Thanks!
Kris FuehrMarketing DirectorCorelytics, [email protected]
Frank CokerCEO
CoreConnex, Inc.www.corelytics.com
OLD ANNOUNCEMENTS
Leads
• Get 3 clients• Commit to
follow-up & report activity(example)
1-Minute Conversation Starters now available
1. Value to Advisors WITH Customers2. Unlock your data3. Trends4. Projecting your Performance
Access them from www.corelytics.com/vidshorts
Request more topics from: [email protected]
Call for Stories!Seeking interviews with customers for book (not necessarily Dashboard users)
Publish date: Nov/Dec 2013