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Management Meeting 2018

Ralph Koczwara September 2018
by

Hemmersbach Marketing

on 17 October 2018

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Transcript of Management Meeting 2018

2018
WELCOME TO THE
MANAGEMENT MEETING
Our inner enemies
Bad End Customer
Perception in Workplace Deals
No relevant deals signed since 22 months
Regionalism Push
They lose deal after deal to Indian competitors
Operation Orange Blood
21 Deals
in the last 3 months
All our services are
support
oriented

Support is least appreciated
Only cost
High pressure for less money
We need to evolve our business model
Sales
Services

2-3x more revenue per FTE
Annual increase of 5%
It's not cost, its invest in revenue
We are forced to reduce cost by 5% per year
Software

Services

Scalable
Not many people
Paid for knowledge
We are only paid when we run
Sales
Services

Software
Services

Tower lead by
Matthias Lübko
Tower lead by
Figures
• Over 300 were managed out (>10%)
• About 100 of those were on HR watchlist/red list
>10
1x
Million
>5
3x
Million
>1
7x
Million
?
?
Profit
CM2 in €
CM2 in %
12% Growth
Monthly Revenue
in Transition
4 Million
39% Growth
Revenue
4,3% missing
8,514,000€
per year
21
Million
2
Million
2019
>20
1x
Million
Revenue
Revenue per Customer
CM2 in €
CM2 in %
Sales
Support
Production
Randall Davis (Ex-HPI)
Stefan Schmidt (Ex-Sellbytell)
Field Service Automation Software
Marc Randoloph,
Founder Netflix
Actual Annual
Large Deals
We've beaten
the Horsemen

... so far
Revenue
Last 12 Months
Revenue per Customer
Big3 Upselling Status
Big3 Upselling Status
Full transcript