Beyond codes corporate presentation
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Sales & Lead generation Management | Your GLOcal partners
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Transcript of Beyond codes corporate presentation
Sales & Lead generation Management | Your GLOcal partners
www.beyondcodes.com
• Beyond Codes Inc: An Introduction
• Our Portfolio
• Lead Generation Process
• Our Value Proposition
• Key Differentiators
• Our Clients
• Some Testimonials
Contents
An Introduction
Beyond Codes Inc
www.beyondcodes.com
Beyond Codes Inc
Beyond Codes Inc is a trusted partner that enables your sales function through:⚆Lead Generation⚆Appointment Setting⚆Sales Pipeline Management &⚆Sales Intelligence
www.beyondcodes.com
Some Facts About Us
Company
Incorporat
ed in USA
in April ’08
Experience
Combined Sales &
Managem
ent
experienc
e of 400+
years
Customers
>50
clients(9 of the Top
20 Indian IT/
ITeS/KPO are
clients)
Focus Areas
IT
ITeS
KPO
www.beyondcodes.com
Global Footprint
Chandigarh
Bangalore
London
New YorkHouston
San Jose
Los Angeles
www.beyondcodes.com
• Dedicated high bandwidth and back-up support
• MPLS/T1 Internet lines
• Unlimited International / VoIP calling
• In-house Training / Tele-Conference facility
• Internet based CCTVs inside and outside work
area for close monitoring
• State-of-the-art Infrastructure in Chandigarh,
India
Our Infrastructure
www.beyondcodes.com
• Located in the Technology Park, Chandigarh
• Integrated latest servers and workstations
• IP firewall and anti-virus software
• High end handsets and calling infrastructure
• End-to-End Lead Management Software deployed
State-of-the-Art Center
www.beyondcodes.com
The Beyond Codes Pillars
RES
ULT
S
CR
ED
IBIL
ITY
CO
MM
ITM
EN
T GR
OW
TH
www.beyondcodes.com
The Beyond Codes Pillars
Over 50,000 meetings
fixed
RES
ULT
S
* Head- Sourcing, Head-Operations, etc
VPs/Direct
ors30%
CXOs60%
Others*
5%
Meetings by Level
Meetings by Type
Face to Face55%
Conference Calls 45%
www.beyondcodes.com
The Beyond Codes Pillars
40% of clients
through referrals
RES
ULT
S
SMEs30%
Large Compan
ies70%
Source of Business
CR
ED
IBIL
ITY
Mohit Chhabra
This slide is for Large Companies
www.beyondcodes.com
The Beyond Codes Pillars
80% client retention
RES
ULT
S
CR
ED
IBIL
ITY C
OM
MIT
MEN
T
• High Client Retention achieved through a focus on:
• Quality of leads and meetings
• Cost of delivery
• Time of delivery
• First lead generated within two-weeks of resource deployment
www.beyondcodes.com
The Beyond Codes Inc Pillars
Multidimensional and
sustained growth
RES
ULT
S
CR
ED
IBIL
ITY C
OM
MIT
MEN
T GR
OW
TH Growth Figures
www.beyondcodes.com
Vertical Expertise
Banking & Financial Services
Insurance
Healthcare & Life sciences
High Technology
Telecom Manufacturing
RetailMedia & Entertainment
& more.
www.beyondcodes.com
Domain Expertise
Infrastructure
Software
BPO
BPM
www.beyondcodes.com
Our Experience*
*The size of the bubbles are in proportion to the number of clients served
Banking &
Financial Services
Insurance
Health-care & Life Scienc
es
Retail
Media
Manufacturing
Others
Hi-Tech
Tele-
com
A Comprehensive Basket of Services
Our Portfolio
www.beyondcodes.com
LEAD GENERATION
•“Smart Calls” to generate more prospects per calling agent per day
Services Portfolio
LEAD NURTURING
•Building relationships to establish “Top-of-Mind” recall
www.beyondcodes.com
SALES GENERATION
•Accelerating sales closure by reaching out to decision-makers
Services Portfolio
ACCOUNT MANAGEMENT
•Accelerating sales closure by reaching out to decision-makers
www.beyondcodes.com
RFP SUPPORT
•Regular info-releases about new RFPs (size of the proposal, submission date, project details across verticals, etc)
Services Portfolio
ACTIONABLE RESEARCH
•Actionable industry and competitive intelligence based on key client needs
End-to-End & Collaborative
Lead Generation Process
www.beyondcodes.com
Intelligent Database Building
Client provides sales brief
Team BCI deconstructs brief to create specific parameters for database
building
www.beyondcodes.com
Convergence of Multiple Sources
Public Sources –
Web & Offline
Database Building and
Research
Database supplied by client
Existing Databases
Beyond Codes Inc Knowledge
Base
Primary Research
Paid Sources - Web
www.beyondcodes.com
Profiled “Smart” Calling
Company ProfileThe short profile document
contains information about the company’s business and its key
executives to help the Lead Generation Executive (LGE)make
calls that yield results
Smart CallingA “Smart Call” is NOT just a cold
call. It is:•Researched•Made by an experienced LGE (4-8 years of relevant experience)•Made by LGEs with domain knowledge, so they talk the same language•Made to capture expectations from the resulting face-to-face meeting
www.beyondcodes.com
Call Captured in Report
Smart CallingThe LGE captures the
information from the call and adds to the Company Profile so that the client is well-prepared
to win the account
Meeting Support Docket
This docket contains all the basic information about the company and the details of the executive
to be met. It also captures details from the “smart” call
www.beyondcodes.com
• Meeting Wizard• Company Overview• Products and Services • Company Structure • Key personnel
• Biographies of key personnel• Biographies of key technology personnel
• Recent News and Highlights• Competitors• Technology Overview• Recent Projects Undertaken/ Ongoing IT initiatives• Technology Business Drivers/ Pain areas• Competition Overview • Competitors on the Radar • Technology Trends (impacting the relevant industry) • Critical Resource Mapping
Sample Table of Contents of a Docket
www.beyondcodes.com
In Summary
Database built using multiple sources
based on the client
brief
Initial Research conducted
to build profiles of companies to be called
LGEs use company profiles to call CXO
level executives
for appointmen
ts
Appointments are set and sales
leads delivered to client with company profile
Sales CallThe client then meets to
win the account
www.beyondcodes.com
In Summary
Sales CallThe client then meets to
win the account
Database built using multiple sources
based on the client
brief
Initial Research conducted
to build profiles of companies to be called
LGEs use company profiles to call CXO
level executives
for appointmen
ts
Appointments are set and sales
leads delivered to client with company profile
www.beyondcodes.com
Beyond Codes Inc SuCCess Model
Collaborate
• Select the right account manager for success of the engagement
• Continuous internal training on domain/vertical and technology
• Periodic reporting (Daily /Weekly / Monthly) for monitoring and control
Customize
• Varied formats of CRM data and reporting
• Customize strategy to reach out to the decision maker
• Adapt the sales calling campaign in an efficient manner, whenever required
• Lead Quality Assessed before finalizing meeting
www.beyondcodes.com
• Beyond Codes Inc uses a variety of metrics to measure and report its performance
• Review Mechanism is a face-to-face meeting every quarter
• Some metrics include:• Contacts attempted versus Contacts made
• Contacts made versus Meetings fixed
• Weekly progress
• Monthly progress
• Target versus Actual leads
• Discussion duration
Metrics Used to Assess Performance
www.beyondcodes.com
• Meeting Report contains the following information
• Company • Meeting Date • Meeting Type • Time of Meeting • Contact Person• Title • Contact Number • Email Id • Remarks • Special Notes
Sample Meeting Report
www.beyondcodes.com
Typical Inside Sales Team Activity View
Building prospect lists
Identifying contacts
Filtering
Appointment Setting
Contact mapping
Sales research on companies
Opportunity tracking
Disjointed customer
and opportunit
y view
Disjointed customer
and opportunit
y view
Multiple vendors
for several activities
Multiple vendors
for several activities
Loss of synergies
Loss of synergies
Company specific alerts
www.beyondcodes.com
Beyond Codes Comprehensive Lead Gen + Research Solution
Pre-lead generation Research layer
Lead generation in-process Research layer
• Meetings/ appointment setting
• Meetings/ appointment setting
• Detailed meeting documents
• Detailed meeting documents
Products
1 page profiles
Meeting documents
Sales Intelligence Reports
• Contacts • Leads • Customers • Accounts• Partners
• Contacts • Leads • Customers • Accounts• Partners
• Assemble data from BCI databank + Client internal information
• 1 page profiles prepared
• Assemble data from BCI databank + Client internal information
• 1 page profiles prepared
Post lead production Research layer
• Account management
• Cross selling opportunities
• Follow up activities
• Discover new prospects
• Drivers for new campaigns
• Sales Intelligence Reports
• Sales Intelligence Reports
Feedback flow and process enrichment
Indicates activities undertaken by research at each stage of lead generation
www.beyondcodes.com
Beyond Codes Comprehensive Research Solution - Portfolio
Company description
Brief IT details
Brief Recent news
Revenues
Company website
Industry updates
IT Brief on competitors
Competitors
Key Personnel
IT Landscape
• Internal Use Only• Basis for Smart
Calling
• Document for clients • 3 to 5 page
document to support meetings
www.beyondcodes.com
Sales intelligence Reports - Process
Data Gathering
Data validation
Data Consolidatio
n
www.beyondcodes.com
Beyond Codes Comprehensive Research Solution - Coverage
Enterprise Universe
Enterprise Universe Domain ExpertiseDomain Expertise
• Banking and Financial Services• Insurance • Healthcare • Hospitality• Travel, Transportation and
Logistics• Utilities• Telecom• Information Technology
Services• Financial Data Services• Manufacturing and engineering• Entertainment and Media
• Fortune 500 and Fortune 1000 companies
• Small and Mid-sized companies across verticals
HorizontalsHorizontals
• Business intelligence and analytics
• Technology and systems• Financial and strategic
profiling• Infrastructure• Content management• Portal• Web technologies
Our Value Proposition
www.beyondcodes.com
End-to-End Management
Plan Prepare Pitch
Aligned Processes for Complete Lead Generation Management
Our Key Differentiators
www.beyondcodes.com
Differentiators: Our Advantage
Multiple Engagement ModelsFlexible and models suiting client budget and requirements including success based models
Rapid Scalability Flexible Onsite-Offsite presence ensures rapid scalability with no loss of productivity with existing resources deployed on projects
Diversified Domain and Vertical ExperienceDomain and Vertical specialists service appropriate portfolio of clients
www.beyondcodes.com
Some Comparatives
Parameter BCI US Co
Ind Co
Onsite – Offsite Combine Model of Engagement ✓ ✗ ✗
Smart Calling Approach to Lead Generation ✓ ✗ ✗
Extensive and Deep Domain Knowledge and Skills
✓ ✗ ✗
Structured Research Management ✓ ✗ ✗
Knowledge Management of Research Library ✓ ✓ ✓
Experience of Deal Closure with user of IT Services
✓ ✗ ✗
End-to-End Account Management Support ✓ ✗ ✗
Proprietary Databases ✓ ✓ ✓
Shadow Resources ✓ ✓ ✓
Monitoring Reports and CRM Systems ✓ ✓ ✓
Trained Resources ✓ ✓ ✓
Systemized Relationship and Network Leverage
✓ ✗ ✓
Team Beyond Codes Inc
www.beyondcodes.com
Management Team
Gaurav Kumar, Founder & CEO• 15+ years experience in Business Development, Lead
Generation & Management with a proven track record in success based sales and marketing consultancy.
• His diversified knowledge and international experience contributed to building teams across North America, UK and India.
Dr. Abhijit Nadkarni, COO• Over 21 years of Management experience with 15+ years in Client
Delivery, Project Management and Sales activities. • Involved in with clients from various verticals to integrate their
people, processes, technologies
www.beyondcodes.com
•Extensive Client Management & Business Development Experience in US & Indian Geographies
Management Team
Moses, Director, Quality & Training
• Moses has over 20 years of experience in Technology and Technology and quality related training. He has worked with some of the Top 10 companies in the world contributing to best practices in Beyond Codes Inc.
Akshita Mehra, New Business Development
www.beyondcodes.com
Management Team
Dhanashree Bhandare, Lead Research
• Extensive Research Experience across verticals such as Banking, Financial Services, Healthcare
• Research Experience across verticals
Testimonials
www.beyondcodes.com
ClientSpeak
Sudip NeogiPresident, Sahara Next, Head IT & Telecom, Sahara India
“They were able to generate leads for us in the US for our
IT applications across verticals like Healthcare,
Financial Services etc. Their sales commitment far
exceeded our expectations. We look forward to
expanding to a national level shortly.”
It has been a great experience working with
Beyond Codes and their lead generation team did a great
job supporting our sales team. It was a good blend of
an offshore-onsite communication, delivery and
understanding of our requirements and that
worked for usVaibhav BhatnagarSenior VP, Infinite Computer Solutions
www.beyondcodes.com
ClientSpeak
Bharat GeraCEO, ThinkAhead
"Beyond Codes is the right
US front-end for your
product/service company. I
have seen the team in
action, and they get you
prospects. Amazing, in a few
hours - they had more than 3
live appointments for us with
technology vendors.”
Beyond Codes helped to kick-start our sales and lead
generation activities for a new product in the US with a
focused approach, which quickly identified a number
of well-qualified opportunities in the retail segment for our offshore
knowledge services.
Girish RamachandraCEO, Knovigate
