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Key Points

  1. Jason and Wes defining billable services
  2. check marketing, sales activity log
  3. look for prospects for blockchain, data services, web apps, integrations
  4. check email, slack weekly


jim.mason@productlab.dev


References

Reference_description_with_linked_URLs_______________________Notes______________________________________________________________


https://www.linkedin.com/company/product-lab-llc/











Marketing Process



Q3 Lead Plan


running LI Sales Navigator through your account and working with the 360 team.In summary here is their general (conservative) timeline to get to our first contracted deals:
MONTH 1
Week 1 - set up LI campaign, start
Week 2 - creep out program, incremental contact
Week 3-4 - ramping up to 100+ daily, no anticipated client lead calls yet
MONTH 2
Continue process; ramp volume; secure 2-5 lead calls scheduled
MONTH 3
Continue process; ramp volume; secure 6-8 lead calls scheduled; ideally realize first closes
This is a time and numbers game. We feel confident Jeff and his team at 360 can perform. Now that we’ve engaged, let’s see how our first 3 months will pan out on leads we can convert to sales and deals.


Key Concepts




Software Solutions ROI Process


KPI and gates for each activity


  1. client defined partnerships and products
  2. lead management
  3. services branding
  4. solutions branding
  5. reusable requirements
  6. reusable solutions by sectors
  7. reusable sector partners
  8. reusable open stacks with connectors
  9. low risk services sales model
  10. low risk product sales model
  11. low risk services delivery model
  12. low risk product delivery model





gmail

jim.mason@productlab.dev


slack

https://app.slack.com/client/TRP6J8NKH/CUGQMT7QE




Potential Value Opportunities



Potential Challenges



Candidate Solutions




Conversations



200505 - Jason on updates


slack

jason(opens in new tab)  9:46 AM

After a lot of R&D over the last 8 weeks we have narrowed down to a lead gen company with a very personalized approach that Wes and I have just hired. The company is Saleslink360.
http://saleslink360.com/Lance is now grooved in and is running point to head up implementation of their program with us over these next several months and kick off the project. I am working with him and the 360 team to kick off this week with first outreach through Sales Navigator in LinkedIn. They use that in combination with another platform, along with a dedicated internal account sales rep who will be doing the outreach and initial contact.We have a generic email set up where all leads will be directed. From there we will hand them over for initial lead call and contact.Separately, we have 3 contracted salespersons. One in particular (Caine Thompson) is the the more qualified and we plan to hand over leads for initial client contact once we have solved process.From there, we schedule a call with the prospect for their initial free consult and due diligence call.  And at that point we will be ready to engage the client and ideally move them forward towards a blueprint SOW.With states starting to thaw out hopefully over the coming weeks getting doors reopened and people back to work, we decided now is our best timing to kick off the program and ramp up outreach so by June we can start seeing first real leads. Then June - Sept we anticipate building lead flow up to between 5-10 calls a month and ideally 1-3 client deals landed monthly.I wanted to find out what your work path looks like in the near future to engage as we discussed. As we would want to maybe get your participation on final scheduled initial calls. My proposal remains as offered which is a contractor position of Senior Solutions Architect on a commission basis to start out with, at a 25% commission on all blueprints to begin with.Anyways please let me know how you’re doing and how things look for you, and hopefully we can finally get this ball rolling.Thanks.
saleslink360.comsaleslink360.com
SalesLink 360(opens in new tab)
Generate More Leads & More Revenue Through Expert Sales Training, Management and Mentorship


Hope everyone on your end is still doing well.

It's great you have a real sales organization that can build lead lists and salesmen for initial lead qualification.

I think you are on target with the slow reopening between June and September.

A lot of issues that weren't addressed in H1 will need to be planned in Q3 - a very good time to prospect as the planning landscape clears up.

The Senior Solutions Architect role is good. I hope we can build out a real project portfolio to deliver around the blue prints.

While my workload can be "lumpy" around deliverables as a contractor, I will have schedule flexiblity in many cases to join the prospecting calls as well as availability to work on projects.

I've been doing some presentations, client calls, defining the solution delivery process, architecture on Blockchain and Data Services projects, testing, project management, partner calls etc.

Still active at Hyperledger and MOBI meetings as well.

Keep me posted.

Thanks

Jim


IBM Blockchain opportunity survey AFTER COVID

Here's an interesting survey IBM did on expected blockchain value opportunities AFTER COVID has started - expectation is digital trading systems, automated trust go up in value..  https://www.ibm.com/downloads/cas/WVDE0MXG




Selling Service Blue Prints

SDP

  1. Engagement Call
    1. bctp - lsp - need qualification - fbr - close - handle - next steps
    2. their initial free consult and due diligence call.
  2. SOA - Solution Opportunity Assessment
  3. SDP - Solution Definition Plan
  4. SDR - Solution Delivery Reviews
  5. SIP - Solution Implementation Plan
  6. SSP - Solution Support Plan


Sale360 coverage of proposed SDP



Commonwealth Project 


https://commonwealthcapital.co/

Just a quick update. A major client about to land is Commonwealth Capital in Chicago. Here is their LI profile for info.
https://www.linkedin.com/company/commonwealth-capital-advisors/about/
12:36
I’ve had several calls with Mai Luu their COO and Tuesday I have a call with her and their CEO, to ideally secure the project. Once we have been walked through their project, we will be coming back to them with an SOW for a full blueprint, and from there the full development.
12:38
They are a PE and need a full back office solution as a clearing house, on boarding and asset management as a platform, which means taking their current manual “system” and processes and putting those workflows into a full PaaS with automation, shored up with emerging technologies eg AI, DLT, etc.
12:38
I anticipate once I’ve had the call next week and finalized our plan with Wes, then I will be able to submit in response the above SOW, and finally engage.
12:39
At that point, we would love to finally get you engaged for this project.
12:39
If you are available sometime late or end of next week for a chat, I just wanted to plant the seed for discussion.
Jason notes --- 201018 

jason   October 16th at 1:47 PM
@channel Hey everyone, this is a message to pin our meeting for next Friday 3pmCST, 10/23 with Commonwealth.This should be our final engagement call with Tim (CEO) walking us through the schema of what he spent over an hour describing to us in our last call.As there will likely be a Q&A session at the end, please note any comments/questions you’d like Wes or I to ask here in this channel (that we’ll keep open during the call).Current timing - gather project info needed from this call; internalize estimation of hours and blueprint deliverable; Jason in turn submits SOW for blueprint. Blueprint will likely take 3-5 weeks, followed by an SOW for a development effort.General role expectations:
@lance will run point on all client engagement
@Jim Mason will be senior solutions architect crafting the core blueprint
@wes will work with Jim on strategy, framework, direction, technology choice, integrations, final outcome
@jason will source SOWsGeneral timeline expectations:
Oct 28–Nov 6:  Blueprint SOW signed/paid engagement begins
Dec 7–11: Blueprint sign off/turnover
Dec 11–20: Development SOW submitted/discussed
Dec 20–Jan 2: HOLIDAYS
Jan 4–15: Development SOW signed/paid engagement beginsFeel free to engage here in thread for questions, thanks.



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