Ephor Group is a Management Advisory firm that invests resources in our clients to create wealth producing enterprises.

Ephor Group's Philosophy on Creating Wealth


Our belief is that wealth creation occurs when strategy and execution match.

  1. Ephor Group creates the strategy with you and then helps you implement the strategy. Ephor provides seasoned executives that have successfully launched and scaled fast-growth enterprises.
  2. Ephor Group serves as a bolt-on to your existing team and our involvement depends on the situation and varies from Board level guidance to interim C-level coaching and supporter, or we can also manage a specific function or project. We have people on the ground in regions around the world who know the cultures and can provide region specific skills.

By increasing sales, channel, and marketing effectiveness and by optimizing key processes such as Alternative Distribution; financial results improve and the company realizes significant near and long-term improvement.

 

There are a number of services Ephor Group provides that help drive revenue growth and expansion such as:

  • Implementation of best-in-class "Go to Market" Processes for Lead Generation, Channel Management, and Expansion
  • Outsourced Interim Management of "Go to Market" Functions
  • Chief Marketing Officer (Outsourced CMO Services) including Product Management, Product Distribution Management, Brand Equities, Market Intelligence
  • M&A Corporate Development & Acquisitions
  • Go-To-Market launch for new products and/or services
  • Sizing the cost of customer acquisition and then implementation of "Go to Market" Methodologies and Processes: Management of "Go to Market" Functions
  • Alternative Distribution development and management: Scaling Customer Acquisition

We selectively focus on high probability, opportunity sectors with a significant chance for wealth creation.

 

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Revenue Management Growth Strategies for 2012 and Beyond


Assuming you are in an industry sector poised for growth
(American Growth Sectors / Industry Vertical Growth Thesis for Investors ); there are a few expansion strategies for growth:

  1. Perform more efficiently and effectively (i.e. Portfolio Optimization). Expand revenues to existing and past clients via Product extensions, or Add-on Services (i.e. provide a portfolio of revenue sources). Expand your Recurring Revenue Base (contact us for case studies for your industry sector). Lower cost of client acquisition through a portfolio of revenue sources including inbound marketing, community marketing, channel, and alternative distribution.

  2. Expansion into new products/solutions, markets/segments/geographies, through Alternative Distribution. Expand into new markets cost effectively via Alternative Distribution.

  3. Growth through Acquisition (i.e. multiple M&A Corporate Development acquisitions to create a mass market leader).

Unless your current portfolio offering is optimized (you are #1 or #2 for each of your targeted community segments) focus should be on your core business.

 

When evaluating growth and expansion options, prudent leaders reduce risks (mitigate growth risks) before making any significant investment or action. When revenue best practices are used and risks removed, value is increased by leveraging surefire revenue campaign tactics and today's most effective marketing tools.

Download revenue growth and revenue management best practices as part of our "Strategies for Growth in 2012" eBook and video blog series.

Read more about our core beliefs, our Ephor Group' Revenue Management Principles and Revenue Management Best Practices.


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Do you have the right revenue growth strategy for 2012 slow growth economy?


First, do you know?

  1. How does your cost of customer acquisition compare to competitors?
  2. How will you improve your Portfolio of Revenue Sources and Alternative Distribution?
  3. Are you leveraging technology effectively so that your revenue and profit per employee outperforms your competition?

Top Three Actions Every Executive Should Evaluate for 2012:

  1. Implement Marketing Automation to take advantage of inbound marketing and social media by leveraging technology which can do a lot of the work.

  2. Build an ecosystem:
    1. sign new and improve existing partners, referral sources.
    2. become known as the top brand in a few select buyer communities leveraging social media and the Internet for inbound marketing.
    3. create a portfolio of revenue sources that all contribute meaningful. and significant revenues.

  3. Implement Management Science to improve visibility and provide insights. Management Science includes:
    • being able forecast, monitor, report and drive workforce performance improvement.
    • evaluate a shift towards more variable compensation tied to performance.
    • improve workforce performance by focusing on cross-functional revenue management, team selling, and leveraging matrix organizational structures. Create team, matrix, and cross-functional metrics, initiatives, and revenue goals.

 


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CRM Revenue Management: CRM Vendor Evaluation & Selection


The market for CRM remains diverse, but there is a short-list of major players depending on industry and company size. Email us for a short-list for your industry.

 

The current CRM budget priorities by buyers include:

  1. lead generation using inbound marketing and social media technology,
  2. a move towards variable compensation tied to performance,
  3. overall improvement in workforce performance based on the organizational model, i.e. team selling, matrix organizations, etc, and
  4. being able forecast, monitor, report and drive workforce performance improvement.


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Marketing Revenue Management: Marketing Automation Vendor Evaluation & Selection


Looking for a better way to drive revenues?

 

The fastest growing revenue technology segment is for Marketing Automation. Marketing Automation technology provides lead nurturing, lead generation, and lead capture and conversion as well as inbound marketing to leverage social media, the Internet and support sales staff.


Prevalent marketing automation trends include:



  1. Social Media
  2. Mobile Solutions
  3. Integration with CRM, ERP, SPM, HR, and other financial management systems
  4. Revenue Performance Management features

 

The market for marketing automation has come a long way over the years with the evolution of the technology offering to dramatically improving marketing measurement and sales performance. 

 

Download Revenue Management Best Practices including our Marketing Automation Vendor Evaluation and Selection Criteria and Checklist (Excel XLS file).

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Revenue Management Best Practices


Our Ephor Group' Revenue Management Principles, i.e. "Revenue Management Best Practices", are based on our core beliefs about what it takes to create predictable, consistent revenue growth and wealth.

 

We believe revenue strategy is the intersection of a desired future state and the action(s) designed to achieve the particular goal.


Strategy relies on industry specific expertise and effective revenue management practices which include: leveraging the right technology, management science (forecasting and planning, i.e. “being able to see around the corner” and the efficient marshalling of resources).

 

How a company grows is a matter of both strategy and tactical execution, but certainly an effective strategy reduces risk, ensures more efficient use of capital and resources, and promises greater rewards. Strategy will rarely be successful without testing and validation.


Ephor delivers revenue strategy validation coupled with interim board (BoardWalk) or c-level help in the role as your Chief Marketing Officer or Chief Strategy OfficeAnd our approach concludes with insourcing processes and programs so that they become institutionalized internally to our client companies. Our process deploys proven methodologies adding significant value to your strategy as well as creating revenue and marketing assets along the way.

 

 

 

Read more about Revenue Management best practices:

 

Beating the Odds When You Expand

Did you know that 2/3 of expansion plans are abandoned within six months and 85% of expansion plans fail to achieve ROI within the first two years?

 

Effective managers arena’t cowboys; they are methodical managers of risk. At every turn prudent managers reduce risk before making any significant investment or action.

 

 

Portfolio Expansion & Portfolio Optimization

Portfolio optimization is the addition of additional distribution channels and/or products/services in order to increase revenues.

Which of the following is your strategy to achieving improved profitability through portfolio optimization?

  • Improve margins (pricing and/or efficiency)
  • Improve productivity ("rate x Q")
  • Improve your portfolio: add additional products, services, solutions, items to resell, partner

Only the most efficient and most resilient business models create wealth. To protect your business the majority of the following measures are required:

  1. Identify a Profitable Niche. Be #1 or #2 in each market or change. Only sell and deliver a value-proposition that the market will position you as the #1 or #2. There is no wealth or sustainability if you are third or below in your market. Repetition increases marketing response rates and effectiveness. We recommend that marketing connect with your target audience at least eight times per quarter with distinct, relevant and compelling impressions.

  2. Attract, Retain, and Grow Customers. Step one is of course creating "Raving Fans" that most need your core value-proposition. Step two is to decide your revenue growth options. Do you want to expand into new markets, expand your portfolio, or acquire alternatives, partners, and/or competitors?

  3. Invest in Your Assets. Assets create leverage, scale and profitability. Improve your product portfolio and marketing and customer assets. Build strong bonds with clients through recurring revenue model, portfolio management, customer lifecycle management, and brand equities. Create solutions and programs to ensure the business demonstrates strong ROI to customers and long retention tenure.
    • #3b. Develop your Human Capital Assets so that "B Players" perform at "A Levels" and jettison all "C and F Players." 
      Success in this economy will be a direct result of increased skill and effectiveness of your entire executive team. Businesses must remove people dependency to create scalability while simultaneously investing in your people to increase the probability of success.
      While this uncertainty poses a challenge, significant opportunities do exist for growth through innovation and investment. Nimble businesses that can respond and change to effectively reposition and compete differently and better.
    • #3c. Focus on: Star Performer Attributes (i.e. Wealth and Valuation Drivers). Contact us for a list of Star Performer Attributes for your industry sector and focus area. 

 

Growth through Acquisition: Building the Platform
Outsourced M&A corporate development best practices: 
The time is right to acquire capabilities and "books of business" due to the following:

  • Many motivated sellers. The number of baby boomers looking to retire over the next few years is enormous coupled with the number of both investors looking for exits and founders that are tired and looking for a change will result in over a trillion dollars in transactions over the next few years.
  • A well performing business can add significant value to its operations and clients by providing more holistic offering.
  • Many industries are undergoing significant change.
  • New laws and regulations are eliminating niche providers due to rising complexities and costs of doing business.
  • Acquisitions can include but are not limited to add-ons, rollups, commercialization of IP, recapitalization, management buy-outs/buy-ins, and spinouts.

Implementing your strategic vision within the constraints of available capital and resources makes owning and managing a business a real challenge. Today’s operating requirements creates complex challenges to grow. These economic realities place more stress and new constraints on leadership to make the right decisions and adjust their financial models and business dynamics. In this economy, it’s critical that leadership maximize the entire spectrum of opportunities, including those initiatives around M&A and outsourced Corporate Development. By employing specific tactics, processes and best practices that mitigate both investment and execution risks, your business objectives can be achieved.

 

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Selling Technology & Outsourcing to the Small Business & Mid-Market


Outsourcing Criteria Weight

Beyond startups, there is always a group or committee responsible for evaluating and purchasing software, technology, or outsourcing solutions.

 

The sales challenge as a provider is identifying these committee members, their roles, and creating buying and sponsorship from all influencers.


 


What to look for in an outsourcing provider?

  1. Pricing:
    • Implementation Fees,
    • Training costs
    • License versus Subscription versus Pay-per-Transaction
      (pay-for-performance)
  2. Services Delivery Model: Technology Augmentation versus Platform Providers
  3. Holistic versus Point oriented
  4. Flexibility and/or customization requirements
  5. Success Stories

 

The marketplace is a multi-hundred billion dollar industry encompassing hundreds of providers.

 

 

 

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