1 vs 2 vs 3 vs 4 vs N Performance: Ability to track over time regardless of company / product lifecycle, inherent to size of company Principle (course) Practice (application) Credits (importance) Grade Weighted Grade Product 4 B+ (3.3) 13.2 Process 1 D- (.7) .7 People 2 A (4.0) 8 Performance 7 (total) B (3.12) 21.9 Example small SaaS startup with <2 Marketers Performance Product Process People
Quotes and proposals easily 4. Proposal automation that saves time 5. Create sales documents fast 6. Close deals faster 7. Close sales faster 8. Streamline how you create, deliver, track and eSign 9. Easy to create winning proposals quickly 10. Proposals 3x faster 11. Simple proposal software 12. Streamline workflow for you b2b sales deals Then why do we not do it? Performance Product Process People
1. Proposals in minutes 2. Branded proposals in minutes 3. Quotes and proposals easily 4. Proposal automation that saves time 5. Create sales documents fast 6. Close deals faster 7. Close sales faster 8. Streamline how you create, deliver, track and eSign 9. Easy to create winning proposals quickly 10. Proposals 3x faster 11. Simple proposal software 12. Streamline workflow for you b2b sales deals Performance Product Process People $539M Sales & Marketing 147 Marketers
(Product) Customer segmentation and appropriate content People Process Performance Performance Product People Process Customer acquisition vs retention vs thought leadership etc etc
release 2.31” “It took 20 days for sales to follow up with our web leads?” Sales “The leads are bad” “I need more leads” Product “We need a user-group” “I can’t believe we have no plan to launch release 2.31” “If I only had a brochure for the new AI- blockchain-augmented reality use-case I could have closed it.” Performance Product Process People
I only had a brochure for the new AI- blockchain-augmented reality use-case I could have closed it.” - Slow creative process - Multiple revisions (lack of context or competence) - Pricey $$$
Grade Weighted Grade Positioning (Product) Customer segmentation and appropriate content Gap analysis & operations (Process) Time to lead qualification & vendor optimization People Performance The application to the real-world
CEO of the project. I will do your job and be CEO of two companies at the same time. I will deliver,” …. “Every time he’s fired someone and taken their job, he’s delivered on whatever the project was.” -BamBrogan Performance Product Process People
Product Process People 1 2 3 Can they pitch/demo your product ? Train sales? (with credibility) Channel partners & vendors? Could they run the roadmap? Do they know it? Build and run a campaign
(Product) Customer segmentation and appropriate content Gap analysis & operations (Process) Time to lead qualification & vendor optimization Everyone does Marketing (People) Everyone builds an effective campaign or can demo the product Performance 3 Principles = real world application of marketing Performance Product Process People