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Bernie Brenner - The Sumo Advantage

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Goliath Digital Studio

on 26 May 2014

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Transcript of Bernie Brenner - The Sumo Advantage

THIS PRESENTATION WAS POWERED BY:
THANK YOU
!

SUMO
Risk
GORILLA
800 lb
Better platform for disruption
Borrow Credibility
EXPONENTIAL POWER
2x
ENTERPRISE STRATEGY EXECUTION
Lock-In Improvement Gains
CONTROL
PRIORITIZE
IMPROVE
Plan & Deploy Strategic Objectives
Fix Performance Gaps In Most Critical Areas
THINK STRATEGICALLY
REVENUE
with
BD Layer
without BD Layer
The BD Layer
?
?
Solve
the Chicken
and Egg
Issue
Differentiation
Enterprise Value
Strategic
Full Plate
VISION
SALES
Indirect Revenue
1
2
3
Focus on "No"
It's a Numbers Game!
Plate is full

No immediate revenue

No immediate savings

Requires additional resources

Not going to get fired for saying “no”

Not on boss’ plate

Not going to help with bonus

Probably facing budget shortfalls
You Have to Pitch
HIGH GROWTH
BUSINESS DEVELOPMENT
BERNIE BRENNER
SALES
BUT IS IT SUSTAINABLE?
DOES THAT SALE IMPACT THE MARKET?
WHAT’S THE X-FACTOR TO THAT SALE?
THE
SUMO
ADVANTAGE
HOW DO YOU GROW YOUR REVENUE?
CEO
of
PromiseMark
Business Development
for
CARFAX
of
Bus Dev TrueCar.com
Cofounder & Head
BUSINESS DEVELOPMENT
"An entrepreneur’s alignment with a major market force,

capability or accelerator with the intent to grow market share

and crush the entrepreneur’s competition"
BUSINESS TERM
THE SUMO ADVANTAGE
THE SUMO ADVANTAGE
su·mo
[
soo-moh
]
 noun
Contestant wins by forcing his opponent out of the ring. Contestant and opponent usually being of great height and weight.
ad·van·tage
 
[
ad-van-tij
]
 noun
1.
any means specially favorable to success

2.
benefit; gain; profit: 

3.
superiority or ascendancy
{
}
{
}
November 2011
30
20
10
NASDAQ: GRPM - Nov 11 7:29 PM ET
9.9 -0.12 (-1.20%)
$ 25
After Hours: 9.98 -0.01 (-0.10%)
Mindset
People
Process
Culture
STRATEGIC PARTNERSHIPS
CHANGE
TRAFFIC
LARGEST INVENTORY ONLINE
HEAVY BUSINESS DEVELOPMENT
0
2012
2013
HARD DEALS TO WIN
"No one ever is defeated
until defeat has been accepted as a reality."
- Napoleon Hill
BD VISION
SUMO
Why Partner?
4
Sales & Marketing
Product
Holly Self
Compete
Full transcript