Turn your blind spots into insights through impactful trainings and workshops
The Art and Science of Market Sizing and Forecasting:
Getting comfortable with the uncomfortable
Intro
These sessions provide guidelines and best practices on estimating demand for a product or service by defining the available and addressable markets, identifying reliable data sources, getting comfortable working with incomplete data, and using proxy data and triangulation. The training is designed to support sales and sales enablement teams in assessing demand and market opportunity and in estimating growth opportunities for products and services. It also boosts the credibility and reliability of a market forecast for presenting to venture capitalists or internal audiences that can provide valuable support (buy-in).
Benefit
Creating a successful forecast entails confidently assessing the total addressable market (TAM) and serviceable addressable market (SAM) so that sales teams can hit their quotas at year end. A good market forecast also comes with multiple scenarios. However, many professionals are uncomfortable with making such projections. Overestimating the market makes for a frustrating situation for sales teams that miss their quotas. Underestimating the opportunity means money is left on the table. This workshop instills confidence in product managers and in sales and marketing professionals by arming them with guidelines, tools, and methods to quantify the opportunity for a certain product or service.
Target audience
The training assists professionals in sales, sales enablement, product management, and customer experience. Using it, they will augment their understanding of market sizing and forecasting. They also will be able to assess market opportunity and more
confidently and accurately estimate growth opportunities for products and services.
Revenue Models: Finding the best fit
Intro
How do companies make money? Selecting or combining the right revenue models plays a key role in the financial structure of your business and is essential for attracting investors and shareholders looking at your financial forecasts and projections.
This two-part workshop introduces the various ways that companies generate revenues and explores the model or mix of models that works best for the company. Part 1 defines multiple revenue model, discusses common and emerging models including transaction-based revenues, recurring revenues, SaaS revenue models, aggregator and contingency based revenue models. The workshop highlights the advantages and disadvantages of each and offers real-life examples. Part 2 entails breakout sessions wherein team members research B2B companies and the ways they generate revenues using learnings from Part 1.
Benefit
The session fosters collaboration, hands-on research, and discussion time to identify the best option for the company’s product or service. In doing so, it builds stronger relationships and dialogue among colleagues.
Target audience
Startup leaders who wish to become more familiar with the revenue and pricing models available in the market will benefit from this workshop. It provides them with increased knowledge and more as they present their proposition for product, service, and value to investors.
New hires in sales, finance, product, marketing, and strategy roles as well as executives who wish to become more familiar with
the available revenue models will also find this training of interest as they bring a new product or service to market.
Black Swan Events: Preparing for the unknown
Intro
How do you prepare for the unknown? What can you do differently if you don't know what will happen next? This discussion covers three black swan events of the past 25 years, analyzes the cause and effect of each, and examines what might have been done better to survive the event. The workshop also includes hypothetical future scenarios, fostering discussion and teamwork on preparing and understanding implications.
The session stimulates discussion regarding unexpected events across a team of colleagues. It provides a place to review, consider the downstream effects and brainstorm responses that the client can prepare. Such preparations have an impact on the company’s business continuity planning, demand planning, staffing, IT infrastructure and financial forecasting.
Benefit
Businesses that understand the implications of black swan events before they happen are more likely to be prepared when the unknown strikes. This workshop helps executives develop strategies to mitigate the adverse effects and better positions them to respond to those outcomes. It also simulates unknown market settings and practice preparedness through creating multiple scenarios.
Target audience
The workshop is designed for strategy professionals and rising executives who need to have a more robust understanding of the ways rare, unexpected, and unpredictable events can impact their business and the market landscape.
Strategic Alignment Processes and Goals: Setting shared expectations
Intro
What goes on in the minds of executives in various departments or business units? Are their daily roles, priorities, and performance metrics aligned with the company’s overall vision and direction? Not always. In fact, not often at all. Such instances signal a blind spot or a siloed setup across organizations that can hinder their ability to reach their full potential.
The task at hand for human resources professionals and senior management is to align expectations across multiple roles. They must ensure all employees are moving in lockstep, in the same direction, and have overlapping performance metrics and incentives for yearend evaluations. The task is also to avoid mistakes such as rewarding (evaluating, compensating) employees for quantity or individual contributions when the goal is quality or teamwork.
Benefit
A business whose employees share a goal can expect to minimize interdepartmental conflicts. The business can expect to select and train those employees (and evaluate and compensate them) in a fashion that enables them to reinforce each other.
Target audience
This workshop is designed for organizational executives who structure a company’s organizational chart, establish performance criteria, and seek to align workstreams and functions to ensure the company benefits optimally. Such executives may include human resources, management, and CEOs.
Customer Experience for CIOs:
Using the opportunity to become a profit center
Intro
Customers are at the heart of every business’s success. They expect a seamless and intuitive experience from businesses they engage with. CIOs can support their organization’s goals — whether by improving profitability, growing revenue organically, capturing customers from competitors, expanding the customer base, or improving the customer experience.
This workshop is designed to provide guidance to CIOs on improving the customer experience (CX). It explores ways CIOs can meet and exceed customer expectations through meaningful, timely, and personalized interactions. Customer data platforms (CDPs) and customer analytics (CA) tools are essential in fulfilling this role. The session is interactive, providing an outline of the advantages and disadvantages that come with these technologies and offers additional factors to consider.
Benefit
CIOs can make a powerful impact on income by championing the use of CA tools. CA is key in increasing the number of loyal, recurring customers that boost the income side of that income statement. CIOs have a chance to shine when it comes to fulfilling the expectations of customers — both existing and prospective. The workshop explores ways CIOs can accomplish this task through intelligent CDPs and CAs, providing customers with unified, timely, and cohesive interactions.
Target audience
This workshop is ideal for CIOs seeking to shine by contributing directly to the company’s profits through expanding the customer base, increasing the value of customers, and improving the customer experience overall
AI/Generative AI: Increasing engagement of healthcare providers
Intro
Generative AI has profound implications for how healthcare is delivered and paid for. Generative AI can serve as a bridge between healthcare providers and their patients, enabling healthcare service providers to engage with their customers in a timely and meaningful manner. The workshop discusses multiple use cases in which AI/generative AI is applied in healthcare — including through diagnostic tools, patient data, and healthcare payments as well as calculators to help employees make informed decisions about the types of health plans they can access through their employers.
The workshop provides real-life examples and use cases on the role of AI-powered solutions in business as well as the pros and cons to be aware of.
Benefit
Technology providers with AI capabilities can expect higher engagement and interest from their healthcare prospects. The workshop will ensure that the technology provider’s messaging resonates strongly with a healthcare audience, leading to increased success in sales.
Target audience
This workshop caters to multiple audiences: technology partners and financial institutions looking to expand their presence in healthcare and employer benefits and healthcare industry professionals seeking to better understand the role of AI/generative AI in their industry.
Digital Marketing Models: Going beyond the four Ps of marketing
Intro
You may have heard about the four Ps of marketing: product, place, price, promotion. But now, in the social media era when platform-based businesses reign, there are eight Ps. Corporate strategy functions that wish to develop a deeper understanding of the broader considerations for marketing when the company is bringing a new product/service to market also must emphasize the four new Ps: people, positioning, process, performance.
This methodology can be applied to actual products and services or those in the company’s pipeline. Optional additional work can include assessing a host of companies and determining how they apply the digital marketing fundamentals using the eight Ps.
Benefit
Executives who understand how the eight Ps interact and impact their business can expect to go into the market with a clear, focused approach and to succeed in a market increasingly shaped by social media and platform-based businesses.
Target audience
This training is designed for product teams or those in corporate strategy functions who wish to better understand the broader considerations for marketing when they are bringing a new product or service to market in the age of social media. It is also suitable for those looking to brush up on their marketing fundamentals and terminology.
Differentiation in Products and Services: Presenting powerful examples and case studies
Intro
This workshop analyzes 10 companies and products that leave a strong mark and are distinctive, powerful, and memorable in consumers’ lives. The workshop presents examples from Amazon, Chobani, Disney, Instacart, Netflix, PayPal, Shopify, and others, using case studies and discussions to identify best practices.
Benefit
Product managers and customer experience professionals will benefit from looking beyond the company’s four walls to ensure they are best positioned for their product to succeed and make an impact in the market. Ultimately, they will bust any blind spots in their approach and reap the findings and insights from this session into their products.
Target audience
Product managers tasked with making a new product or service memorable, impactful, and powerful can benefit from this interactive workshop as they study how powerful brands make their mark. Possibilities include engaging customers differently to deliver value, configuring assets differently, leveraging intuitive user experience, and offering inclusive product design or values.
Employer Benefits and HSAs: What Human Resources Professionals Need to know about HSAs
Introduction
HSAs have been around for 20 years, providing a tax-free saving and spending account for healthcare expenses. While popular among tax, accounting, finance and healthcare professionals, its benefits are not well known in other employee groups.
Benefit
This workshop introduces HSAs’ role as part of an employer benefits package, explain how using HSAs can help mitigate health plan costs for employees and employers alike. It also provides an industry overview, introducing the industry players, their competitive positioning, and partnerships.
Those that complete the workshop can expect to understand how using HSAs can help save on FICA taxes and other benefits to attract and retain employees. Upon completion participants will also have a 360-degree view of different industry players, their revenue models and their interactions / positions with other industry players.
Target audience
This workshop is suitable for HR professionals, plan sponsors, health plans, and technology platforms seeking to enter or expand their presence in employer benefits space. The material is also of interest to third party administrators, financial advisors and retirement planners, benefit brokers, bank and nonbank custodians.