best practices for data driven growth: how to leverage data to align your team and achieve your...
TRANSCRIPT
presented by: Eric Dosal – Co-Founder, CEO
Data Driven Growth
Traction & EOS Framework
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https://www.amazon.com/Traction-Get-Grip-Your-Business/dp/1936661837
Every Company is a Data Company
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What is an Indicator?
Key Performance Indicators (KPI) are a specific measurement used to gauge performance
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Lagging Indicator Leading Indicator
Indicator Categories
¨ Finance ¨ Sales ¨ Marketing ¨ Customer ¨ Operations ¨ Employees ¨ Corporate Responsibility
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https://www.amazon.com/Key-Performance-Indicators-KPI-Financial/dp/0273750119
Keep It Simple
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“Rowing harder doesn’t help if the boat is headed in the
wrong direction” - Kenichi Ohmae
Goals Are The Foundation
Setting Goals
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Long Term Goal – BGS 2026
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¨ $50MM in ARR ¨ Core Values & Culture Intact ¨ Family Owned & Operated ¨ Suite of Data Driven Software Products/Tools ¨ Premier Miami Tech Companies ¨ Software Translated to Other Languages ¨ Offices Abroad ¨ Everyone in this room still with us
Quarterly Goals – BGS Q4 2016
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¨ $60,000 in New MRR Revenue ¨ Increase Average Customer Health Score to 70 ¨ Build 2 Backup Integrations (Veeam & Storagecraft) ¨ Build 2 Internal Integrations (Salesforce & HubSpot) ¨ Release Scorecards at IT Nation ¨ Mobile Dashboards Released ¨ New Service Profitability Metrics Released
BGS Q4 2016 Goals
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Benefits of Setting Goals
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¨ Forces you to think longer term ¨ Ensures that your team is on the same page ¨ Constant reminder of what you should be working on ¨ Helps align you and your team ¨ Avoids getting “distracted” by urgent tasks
Process of Setting Goals
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¨ Each person list our top 7 things you HAVE TO do next ¨ Gather everyone’s ideas together and share ¨ Kill, Combine, Keep until you get to 7 to 10 ¨ Assign an owner for each goal
How do you know if you’re on track?
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Compuquip Scorecard
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One Major Problem… No Accountability!
Accountability via Scorecards
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Accountability via Scorecards
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Real Time or Manual Updating
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Benefits of Scorecards
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¨ Provides transparency of what to focus on ¨ Creates alignment with your team ¨ Holds each team member accountable ¨ Identifies problem areas quickly ¨ Keeps your team on track with your goals
Process of Developing Scorecards
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¨ List the top KPIs to monitor each goal ¨ Set the target for each to match your goals ¨ Adjust the target as necessary ¨ Assign an owner for each metric ¨ Review on a regular (weekly) basis
Setting Up A Cadence
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Meeting Framework
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1. Check In 2. Scorecard Review 3. Goal Progress 4. Issues To Discuss 5. To Dos From Meeting 6. Meeting Ranking 7. Summary & Closing
BrightGauge Meeting Cadence
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1. Annual Offsite – Co-Founders 2. Quarterly Offsite Planning – Leadership Team 3. Monthly Meeting – Leadership Team 4. Biweekly Company Meeting – All Employees 5. Weekly Team Standups – All Team Members 6. Weekly Status Meetings – Each Direct Report 7. Daily Standups – Front Line Employees
Benefits of A Regular Cadence
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¨ The rhythm will help move the team faster ¨ Will cut down the ad-hoc meetings ¨ Reduces overall meeting time with more focus ¨ Regular meetings will align the team ¨ Ownership of tasks will drive completion
Process of Developing a Cadence
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¨ Start with your Leadership Team ¨ Find what works and drive down to the others ¨ Try several different options ¨ Rank meetings after each one ¨ Share true feelings of what works to find yours ¨ Adjust with what you learn
Getting Your Team Involved
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Share How The Team Can Impact
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Creating Healthy Competition
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Driving Competition the Right Way
Pros
¨ Increase employee engagement
¨ Almost immediate improvement
¨ Top dogs will shine
Cons
¨ Mandated play isn’t really “playing”
¨ Increase in cheating & cutting corners
¨ Novelty will wear off
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Driving Competition the Right Way
¨ Set team goals ¨ Must be transparent ¨ Get everyone’s buy in ¨ Explain each person’s impact ¨ Encourage teamwork ¨ Change them up
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In Summary
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¨ Every Company is a Data Company ¨ Keep KPIs Simple ¨ Goals are the Foundation ¨ Accountability via Scorecards ¨ Set Up Your Cadence ¨ Getting Your Team Involved
Eric Dosal Co-Founder, CEO BrightGauge Software [email protected]
Resources to Learn More
¨ Service Management Best Practices from Netrix IT ¨ Sales Best Practices: How we grew our MSP 10x in 5 Years ¨ How Investing in Customer Success Drove Our MSP Growth ¨ Tips On Structuring Your Long Term Contracts ¨ How to Identify Your Ideal Customer to Grow Your MSP ¨ Improving Your Business with KPIs
¨ Best Practices on Designing & Using Dashboards
email me at [email protected]
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Resources to Learn More (Links)
1. http://info.brightgauge.com/customer-best-practices-webinar-service-management
2. http://info.brightgauge.com/sales-best-practices-webinar
3. http://info.brightgauge.com/how-investing-in-customer-success-drove-our-msp-growth
4. https://www.youtube.com/watch?v=oqTG3O7WfSE&feature=youtu.be
5. https://www.youtube.com/watch?v=rpO4_3bjqIE&feature=youtu.be
6. http://info.brightgauge.com/kpi-101
7. http://info.brightgauge.com/dashboard-best-practices-webinar
Note: These links match up to the prior slide in case the others aren’t clickable
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Can’t Miss Webinar
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To RSVP visit: http://info.brightgauge.com/7-lessons-webinar
Any Questions?
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Eric Dosal Co-Founder, CEO
BrightGauge Software [email protected]
To Learn More: www.brightgauge.com/resources