ClearPoint Strategy Webinar - Partners

My name is Ted Jackson. I'm the managing partner here at clearpoint and today's webinar is going to be about our partner program. And I'm also pleased to be joined today by Jose Mostani, one of our partners in Mexico, and I will be introducing him shortly. So what I thought we would do today is do a really quick tour of clearpoint, so kind of a live tour of the application so that you could see it. And then I would walk you through in two slides what our partner program is all about, introduce you to a quick case of Tanta, Mexico, and then give you the instructions on how to get started. If at any time you have any questions, please send your questions along to supportlearpointstrategy.com and at the end of this we will answer as many questions as we have time for. So with that, I'm going to jump right into the application. For those of you that have not seen it before, I thought it would be helpful, if you're interested in becoming a partner, to learn a little bit about what clearpoint is and how it works. Clearpoint is a management reporting application. What does that mean? It means it can help you with your monthly and quarterly management reports either at the enterprise level or at a department level or a business unit level. You could track a balanced scorecard. You can track management by objectives, any kind of scorecard or dashboard in the application. So when we look around, we're at a landing page now where we have fictional Upward Airlines. This airlines has three divisions associated with it and we can see their homepage, list all of their objectives. Some organizations may like to see their information more in a scorecard format where we list the objectives down the left hand side, the measures in the middle. How do we know that we're accomplishing these objectives and the initiatives? What are we doing to make progress or drive results across the scorecard? If you are a balanced scorecard user, there is a strategy map section within clearpoint. The strategy map technically is an icon or an image that is uploaded in the back with the ability to drill down directly on it. So this gives you flexibility to put airplanes, company logos. Use any kind of styling that you want to use either created in PowerPoint or Visio or whatever your tool of choice is. You can drill directly down on your objectives, you can pull charts from your measures up to the objective level or you could drill directly down to a chart, sorry to a measure. And when you do that you will see a measure data table, some analysis recommendations and some charts. We can turn on Edit mode here. And we can change the information directly in the tool. So we could increase this number to 4,000 here. We can see that we would get charts immediately update as well as our evaluations update. So both our calculations and our evaluations will automatically update along the way. And in clearpoint, you can manually put in information you can cut and paste from Excel. You can link to Excel spreadsheets, link to any application that can be queried with a SQL query. So it's very nice, easy way to integrate all of your data. Again, changing the data changes your evaluations and calculations as well. In clearpoint, you can show all of your data in a table format. So these are all of my measures. The monthly ones I'm showing my last six months of data, the quarterly ones I'm showing data every three months and annual ones, you know, annually. Obviously you can also show information in a dashboard format. With this dashboard, you can show a variety of different charts. You know, of course, you can have multiple charts per measure, as we saw with our revenue. But it's a nice way to be able to pull all of your charts into one location. Further, you can. Let me just unlock this meeting. You can show all of your information on one screen that is filtered. So if you wanted to view all of my measures that are off track, we could do this. It would show them both at the enterprise level and at the division level. And it's very easy to change things like this. So we could choose just for a single scorecard and we could filter things that are yellow or red and hit save and it would automatically update. It's a very nice way to be able to create a variety of layouts in the way that you want. And you can use those drill down to the detail pages. And on any detail page, we can also modify that layout as well. So we could pull, let's say, our revenue to go across the entire page. And in a very quick and easy way, if we wanted to change any of our series to be, let's say, a different shape and a different color, you could do something like that very easily and quickly. Clearpoint not only can track your objectives and your measures, but you can also track your initiatives. So in this case, I'm showing you all of the initiatives associated with this, with this level of the organization. And you can also see this information in a Gantt chart format. So you can see how all of your projects are, are working. And note that in April, it's going to be a very busy month because it looks like all of our programs are ongoing at any point in time. We can also drill directly down into an initiative and see start date, end date, budget, percent complete, and my milestones along the way. So this is just a nickel tour. And to go back to that landing page as a reminder. With clearpoint, you can track an organization's strategy or operations entirely. You can track all of the objectives or goals. You can track measures or KPIs and initiatives or projects. You can create a variety of layouts. So even if you were looking to create something like a corporate dashboard where you're showing a chart with our profits on it and the revenue for all of my divisions, my expenses for the last three months, as well as everything that is off track, you can do that all in one page. And the application is completely customizable. You can create whatever status indicators you want, you can customize the menu names, and you can add custom fields throughout the entire application. So it's a really nice way to be able to help your clients, really. So since this is a partner webinar, I wanted to put this more into how you might be able to use clearpoint. And with that, I'm going to switch back to my PowerPoint and say Clearpoint is really used to help you grow your business. Right? It can help you offer a complete solution to your clients. What we've seen is a lot of organizations are good consulting firms and they're helping their clients build scorecards or build dashboards and then leaving them at that moment when they really could provide the entire solution to say, here's an actual dashboard, so we can help you through the alignment, the leadership change exercises that are needed, but also through to that final point of having a dashboard that's going to work for you. The other thing it will do for you is will help increase your own profitability as an organization, so it can help you create another line of business. We'll talk about that in just a second. So with that first one, imagine a scenario where you're able to log into your own client's scorecards, Your ability to see how they're doing. You might see a goal that's off track, or a set of measures that are struggling, or even an initiative that is not working the way that it should be. You can reach out to your clients and say, hey, I see you're struggling in one of the following areas. Is there something that I can do to help? And it might be something that generates more revenue for you, but it might also be something that, that where you can just make a recommendation for them. You can help them network with someone in their industry or introduce them to someone that is good at that particular change management exercise. So your client will continue to see you as a valued resource and a partner that can help their client. That you can help your clients well beyond the point of just setting up the right scorecard or dashboard for them. You can help them with management overall. And that second piece that I was talking about is growing your own business. So if you. Most of the partners that reach out to us and most of the partners we work with are very good consulting firms. They're specialized in particular businesses, whether it's leadership consulting, change management, strategy consulting, setting up scorecards and dashboards. Here's an opportunity for you to generate revenue by selling software. The nice thing about clearpoint as a cloud solution is that when you're involved in that sale, you would get a percentage of that sale. When the client renews, as you stay involved with that client, you will continue to get a revenue stream there. And then we also have the opportunity for you to do setup and training, which is like another type of service that you could offer for each of your clients when you set them up. And so that can be another opportunity for revenue for you. So I know I'm moving quickly, but I also want to leave time for questions and also would like to introduce one of our partners. The organization that we're partnered with is called Tantum. This particular case study and the individual I would like to introduce you to is Jose Mostani. Jose is a managing director at the Tantum Group. And Jose, I think I have you in a situation where if you come off of mute, you can talk through the next couple of slides, tell us a little bit about your organization and how you're using clearpoint. Thank you. Dad, do you hear? Yes, I can hear you.

Hello everybody. It's a pleasure to share with you some of the experience we have with clearpoint, specifically in Mexico. In fact, our company has a big presence in Latin America and other parts of the world. But talking about Mexico and what we do, our lines of actions, we are a management consulting firm specialized on scorecards and strategy execution. We offer several lines of business and you may see there Sistemas del reporte in Spanish on the top right hand. This is the complementary offer we do with clearpoint besides other services like consulting, some education, some events and so on. And we are focused on the concept of execution. Premium means the capital and norm to work on balanced core card strategy execution and innovation. Can we go to the next slide a little bit of the history we had with Ted and his team. We started selling Pierpoint in November 2010. We know Peerpoint and Ted and his team for a long time. One of the main points we like is the strict relationship we have with the team there in the States and the support we feel we have in Latin America. We did the effort on translating the tool into Spanish and all the materials related with the tool. Not only the tool itself, but also the brochures and other training material. By 2012, we have more than 10 customers in Mexico and we started a relationship every year. We do a meeting annually with the support of Ted and his team in Mexico City to receive feedback and improvements, you know, and also to create a relationship for long term. And that's one of the main points that we decided to sell clearpoint because it keeps the relationship with the customers even longer than we do the consulting work. So that's a good win win situation for the customers and also for us. By 2013, we decided to dedicate a full time resource as Ted was mentioning, not only because of the support in the selling process, but also for the setup and the configuration and the training. And we are quite happy that we now we have a very good local support in Spanish, which was a crucial part of the business for our customers in Mexico. Well, our business is growing and we have a number of customers right now. More than 20 organizations, very, very big organizations are using using Clearpoint, like Volkswagen, General Motors, Monsanto, Banks and everything. So we are considering also more resources in terms of supporting clearpoint. The support we have now with this customer support is already almost full in work because he does not only the training, but also supports the signing process. And we typically have to do the demos and the on site configurations and so on. So as far as I can share with you, the relationship with clearpoint has been very successful, very profitable for both parts. And some of the lessons learned we have is that we introduce clearpoint to the customer. Since the beginning of the relationship, we start talking about the support. Most of our customers now, when they think of implementing a strategy, execution system or model, they start thinking on software. And this software we selected, clearpoint has the advantage of being very, very friendly. And that is, I think that the most they like our customers, like very much how easy it is not for techies, it's not for IT people, it's for the, you know, people that have to report. So that's a key thing. And of course the training that we provide helps a lot in that process to adapt, you know, all these Tools, typically we do as a selling tool, we do trials. So we provide the tool, we explain the the tool and we leave it open for a couple of weeks. And that gives the customers the confidence on touching the tool and experience that. And typically then we go into a more serious selling process. And of course, one of the key points that we've been working with clearpoint is the feedback of our customers. Of course everybody has comments and not really we didn't have any concerns on the work, on how it works. But typically they want to do more things. So every year we do these meetings with customers and potentials. So we receive opportunities for improvement, opportunities for expanding the service and well, that's more or less the experience we had.

Okay, great. Thank you very much, Jose, for taking the time to explain it. So now, for those of you listening, I guess the next question is how would I become a clearpoint partner? And we've tried to make it very, very simple. After this webinar, we're going to send out a very simple survey. I think it would probably take one or two minutes to fill out, asking a little bit about where you're located, where your clients are located, what your experience is with performance management or with management reporting. Just to learn a little bit more about you and help you learn a little bit more about how to partner with us. As Jose said, kind of the best way to really create a successful partnership with us is to find that first case example. So to find a client that you're working closely with that is in need of some type of management supporting, maybe a balanced scorecard, maybe just a regular, unbalanced or a non strategy map scorecard with the need to do monthly or quarterly management reporting. So let's find that opportunity or multiple opportunities and get those clients of yours using a trial and then when they're using a trial, put their information in and get them understanding the benefits of the tool. Of course, we have some simple partnership agreements that we can sign that help with the sharing of the revenue pieces of it. We're certainly not trying to neglect that. But at the same time, there's no need to sign an agreement with us if we don't have any opportunities to sell clearpoint. So what we want to do is to create this relationship where everyone benefits kind of along the way. And so it should be as simple as that. And before we go, I know that we have had one question come in during this webinar, actually two. I'll do the first one. The first one is, you know, how much does this partnership program cost? It's a good question, so thank you for asking. It doesn't cost anything. What we're interested in doing is in building a partnership where both parties can benefit from the beginning. And the way both parties benefit is by selling clearpoint to one of your clients. So we do not have a cost to join, but what we are looking to do is to consider you a real partner when there is a mutual client that we have. That is where the real benefits of partnership come into play. So then I will add a second question before we wrap up and one is how easy is clearpoint to use? I will say that it is easier than than using Join Me, which for those of you that joined early, I do appreciate your patience as I accidentally log myself in and out of the Join Me application. So with that, thank you very much for your time today. Thank you for joining us. We are recording this webinar and we will make it available to everyone that requests information. We'll make it available for those of you that attended and for those of you that request in the future. We'll also send this out at any point in time. If you do have questions for us, please send those questions to support at clearpointstrategy. Com. And thank you Jose, for sharing your experience.