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Strategies and Tools to Accurately Forecast New Cloud Revenue. Gary Beechum SPC International. Key factors for projecting gross sales. What were my sales last year? Services and Hardware Horizontal or Vertical? Marketing Campaigns and Budget

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Strategies and tools to accurately forecast new cloud revenue

Strategies and Tools to Accurately Forecast New Cloud Revenue

Gary BeechumSPC International


Key factors for projecting gross sales
Key factors for projecting gross sales Revenue

  • What were my sales last year? Services and Hardware

  • Horizontal or Vertical?

  • Marketing Campaigns and Budget

  • How many opportunities are available in my area?

  • How well do we conduct Sales Operations today?

  • Marketing for appointments, can we execute?

  • What size Client are we looking for? how do we price?


How Do I Revenue

Project Sales Growth?


What were my gross sales last year
What Were My Gross Sales Last Year? Revenue

  • Services

  • Hardware

  • Financial Benchmark

  • Best in Class Gross Margin

  • Reasonable Increase in Sales


Horizontal or vertical
Horizontal or Vertical? Revenue

  • How many Verticals do you support?

  • What is your sweet spot?

  • IT Dependent Verticals

  • IT Strategic Verticals

  • Why go Horizontal?


How many opportunities are available in your area
How Many Opportunities Are Available in Your Area? Revenue

  • List source with client demographics

  • What is your desired seat size?

  • This is your target list FOREVER


Marketing campaigns and budget
Marketing Campaigns and Budget Revenue

  • What was your Marketing Budget last year?

  • What Marketing Campaigns were successful?

  • Best in Class VAR Marketing Budget

  • Do you have a Marketing Plan?

  • No Plan, Don’t Market


How well do you conduct sales operations today
How Well Do You Conduct Sales Operations Today? Revenue

  • What is your closing ratio?

  • CRM/PSA Sales Tracking- Mandatory

  • 51 Step Marketing & Sales Process


Marketing for appointments can you execute
Marketing For Appointments, Can You Execute? Revenue

  • Direct Mail Program

  • Outsourced Appointment Setting

  • In-house Appointment Setting

  • Scripts for All Solutions

  • Web Qualifying

  • Solution Qualifying

  • What Solutions to Lead with?

  • 100 Leads = How Many Appointments?

  • Hours to set a Qualified Appointment?


What size client are you looking for
What Size Client Are You Looking For? Revenue

  • How Do You Price?

  • What size client can your Service Desk Support?

  • Are we selling Managed Services?

  • Are we selling Cloud?

  • Are we selling HaaS?




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