Sales Plan: VideoNote

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Sales Plan: VideoNote

34111
-
81: Entrepreneurial Selling Final
Project



November 13
,
2009


We pledge our honor we did not violate the
honor code.






Submitted By:


Philip Larson

Manish Tiwari






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VideoNote Sales Plan

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P
hilip Larson
, Manish Tiwari

November 13, 2009



TABLE OF CONTENTS

TABLE OF CONTENTS

2

1.

OVERVIEW OF CAPABILI
TY

3

1.1

Introduction

3

1.2

Product Benefits

3

1.3

Meeting Consumer Needs

4

2.

SALES CYCLE

4

2.1

Target/Market Analysis

5

2.2

Lead Generation

6

2.3

Qualification/Exploring Needs

9

2.
4

Proposing/Closing

9

2.5

Relationship Management/Measurement

9

3.

SELLING TOOLS (TRAIL
ERS, HURDLES, OBJECT
IONS)

11

3.1

Sales Trailer

11

3.2

Sales Hurdles

12

3.3

Objection Handling

13

4.

REQUIRED RESOURCES

14

4.1

Overview of Required Resources

14

4.2

Cost of Resources

14

5.

RISKS

14

6.

SUMMARY

15

APPENDIX A: FORECAST

OF FIRST YEAR ATTAIN
MENT

16





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P
hilip Larson
, Manish Tiwari

November 13, 2009




1.

OVERVIEW OF CAPABILI
TY

1.1

Introduction

From YouTube and Go
ogle Video to traditional media agencies like NBC and Fox, more audio and video
content is being made available online. Traditional and non
-
traditional media organizations struggle to
properly promote their media content because audio and video is not pro
perly indexed by existing search
engines.

VideoNote is an exciting new platform that
helps media organizations increase

web
traffic to
their

video
and audio
content by indexing the content and making it available to search engines.
VideoNote
leverages t
he latest in audio
-
to
-
text technology as well as
crowd
-
sourced
video analysis to help
organizations monetize their digital media.

In particular, VideoNote unlocks information about this media
content enabling more targeted advertising and new opportunities

for improving the end user’s
viewing/listening experience.

VideoNote is a software
-
as
-
a
-
service (SaaS) based business model that uses speech to text, search and
optimization technologies and a consumer
-
facing website to help individuals and organizations
get more
out of their videos. Best
-
in
-
class technology and comprehensive advertising services enable our partners
to profit from their content.

Our products and services increase customer value by 1) increasing revenue, and 2) decreasing costs.
VideoNot
e drives revenue through increasing the discovery and consumption of content through SEO, site
search, and social/viral sharing. VideoNote decreases cost by using a SaaS model that reduces the
management costs and acquisition costs of purchasing enterprise

software.


1.2

Product Benefits

T
he target customer
for VideoNote is
the general manager responsible for online video content for media
companies. The following is a list of benefits that would cause these customers to buy VideoNote:

a)

Search Engine Optimizatio
n
: The primary benefit of VideoNote is to raise the profile of online
videos through search engine optimization, so that the video views can be increased and the content
can be monetized appropriately. None of the target customers will purchase VideoNote i
f this benefit
is not delivered.

b)

Deeper User Engagement
: With VideoNote’s automatic transcription and natural language
processing technology, it becomes possible for a viewer to navigate the video based on content that
they are most interested in. This re
sults in deeper user engagement and reduces that balking that is
experienced by most online video content because viewers don’t wait till the pre
-
roll advertisements
are shown fully. Since the viewer is now able to access the part of video that is most int
eresting to
them, it opens up more opportunities for advertizing as well as increases the willingness of the viewer
to watch the
advertis
e
ment
.

c)

Higher
Revenue

through Repackaging
: VideoNote’s technology can be used to easily repackage
video content based o
n themes that end users are most interested in. This opens up new
revenue

opportunities for the publisher because they can charge for the content that is of highest value.
“Most watched scenes from TV series XXX” becomes a possibility.

d)

Targeted Advertis
in
g
: VideoNote’s solution allows contextual advertisements to be shown
alongside the video in the form of widgets or banner ads. These advertisements have a higher
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conversion rate because they are correlated to the video content shown at that time. “Tickets
to
Hawaii can be sold at the time a scene
describing

Hawaiian beaches is shown in the video.”


1.3

Meeting Consumer Needs

In considering the typical needs that VideoNote will address, we must consider the needs of both our
target customer (General Manager for
online video content) as well as their target customers (the end
users of online video).

The idea for
VideoNote

came about while researching the online video market and realizing how difficult
it is
for
publishers to profit out of the video content they p
roduce. The quality of online video content
ranges from poor quality user generated content to professionally generated Hollywood movies. There is
a big section of online videos that are semi
-
professional to professional which never get the visibility that

they deserve because search technologies are
unable to identify and evaluate video content.

At the same time, previous attempts by
publishers to monetize their content have relied
on pre
-
roll and post
-
roll video ads which are
annoying and are either sk
ipped or lead to
customers balking during the advertisement.
The level of user engagement with the video
content has also been shallow because it is
difficult to navigate to most interesting parts of
the video. This navigation functionality based on
spoken

syllables or scenes is an extremely
convenient way to navigate videos and offers
compelling value add to the end user.

The needs of our target customer (General
Manager of online video content) are also met
with VideoNote. Online video publishers face a
h
uge challenge where they are forced to create
online video content because development in
communications technology and mobile devices
makes it more possible for end users to watch
online video, and there is competitive pressure
to create this content. How
ever, most of this
content is wasted because these videos cannot
be searched by web crawlers from search
engines unless a detailed description of the video content is provided in text, which is a costly process.

Even after an end
-
user has found a video, i
n order for publisher to profit from the content, they either
have to charge a subscription fee, or show advertisements along with the video. Current models of
advertisements lead to low conversion rates and dissatisfaction among end
-
users. End user engage
ment
is also limited and VideoNote’s technology allows greater
revenue

opportunities for a publisher’s content
through existing channels as well as new channels.



2.

SALES CYCLE

Figure
1
: Mock
-
up of VideoNote Applied to Dallas
Cowboys website.

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November 13, 2009



2.1

Target
/Market

Analysis

Our ta
rget market are General Manager
s of online video co
ntent at major media organizations like Fox,
NBC, ABC, CBS, ESPN, etc. These organizations frequently have
numerous websites for distributing a
diverse stream of content to their end users. For example, Fox Broadcasting includes a host of websites
includ
ing Fox Business, Fox Movie Channel, Fox News, Fox Weather, Fox Pay Per View, Fox Sports, Fox
Music, Fox Movies, etc. The content for each of these sites is generally managed by a separate individual
responsible for ensuring the quality of content and end
-
user experience. VideoNote is well
-
positioned to
provide great value to these General Managers by improving exposure to their audio and video content
and increasing revenues through more targeted advertising campaigns. In addition to targeting these
Gen
eral Managers, it is useful to understand their role in the context of three emerging trends in online
media content:

a)

Growing Demand for Online Streaming Video:
VideoNote

takes advantage of a growing
demand for online video. Americans
, for instance,
are
watching more and more videos online.
Americans viewed more than 11.4B videos in Ju
ly 2008, up from 9B in July 2007

(increase of 27%).
Moreover, the percentage of total internet users who stream video content is growing rapidly from
month to month.


In to
tal, 142M US Internet users watched an average of 80 videos per viewer in
July 2008, up from 134M users a year earlier.


Furthermore, total duration of videos watched in July 2008 was 558M hours, up from ~405M hours in
July 2007 (increase of 38%).

b)

Video A
d Spending is Growing Rapidly:
As a larger portion of internet users stream online
content, advertising spend to increase exposure of online audio and video content is exploding.
As a
result, media companies like NBC, ABC, CBS, MTV, ComedyCentral, etc. ar
e recognizing the need to
better merchandise their online assets. At the core of this is enhanced search and discovery for
audio and video content to generate consumption and unlock the underlying advertising opportunity.
In particular, improved search a
nd discovery and improved indexing of rich
-
media content will
continue to make advertising an increasingly important source of revenue for these businesses.
Online video ad spending projected to grow 62% year over year through 2013

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In particular, total
online video advertising spend is expected to reach $3.4B in 2012, up from $324M in
2007.

c)

Media Companies and other Publishers Experimenting:
These massive growth trends in online
video consumption and online video advertising spend have led brand manage
rs in major media
organizations to experiment with new ad and content formats. VideoNote will take advantage of
these trends by providing media organizations the ability to easily promote their online content to the
diverse and fragmented niche audiences
with specialty tastes in online content. By increasing
exposure, VideoNote will promote the viral nature of these emerging mediums through greater
facilitation of sharing/embedding and popularizing the interactivity within these new mediums.

While Video
Note
will initially target
General Managers in large
media organizations with a strong online
presence, many alternative markets for VideoNote’s products and services are likely to emerge

over time
.
For example, Google currently dominates the US online vi
deo property with 44% market share (>5B
videos viewed) with YouTube responsible for over 98% of these numbers. Fox Interactive is next with
446M videos, or 3.9%. Microsoft Sites (2.5%) and Yahoo Sites (2.4%) followed. Hulu ranked 8th with
119M videos, o
r 1% viewed. In total, 142M US Internet users watched an average of 80 videos per
viewer in July, up from 134M users a year earlier. Furthermore, the rapid adoption of broadband internet
has created a plethora of new start
-
up video providers that have si
gnificantly fragmented the niche
portion of this market. While user
-
generated video content has rapidly increased to roughly 50% of all
online media traffic, it currently represents only 2% of the annual advertising spend. As the
user
-
generated content
m
arket matures, significant growth opportunity exists for VideoNote’s products and
services in this
segment which

will likely generate most if not all of
its

revenue from online advertising.




2.2

Lead Generation

First Touch Plan



To ensure that we approach p
otential customers in a consistent way, this first touch
plan has been put together. Every VideoNote salesperson should thoroughly understand and follow this
process, as it will help with the prospecting and qualifying of customers.

Step 1: Make Contact V
ia Phone



Using the scripts provided below, call the individual listed as the
contact for each of the target companies. The first script provided should be used if you are able to speak
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November 13, 2009



with the contact on your first attempt, and the second should be used

if you are only able to leave a
voicemail for the contact.

Avoid making calls on Monday mornings or Friday afternoons, as these are typically the worst times to
catch people. Try to keep the initial call brief, and always be sensitive to the contact’s ti
me.


Script #1 (To use with a “live” call):

Hello, Mr
. /
Ms. (
insert contact’s name
):

I am calling from VideoNote. We are an online video publishing platform that dramatically enhances the
value proposition of online video content. I realize I may have ca
ught you in the middle of something; if
there is another time that works better for you I’d be happy to set up a follow up call or even an in
-
person visit if your schedule allows.

Wait for the contact to respond. If they indicate that they are free to tal
k right now, proceed with the
call. If they indicate that scheduling a call for another time would be best, get their preferred times,
agree on a specific time, and thank them for their time today. Indicate that you will be providing
additional information

on VideoNote via email prior to your next call.

Proceeding with the call (if contact agrees that this time works well for them): Well, since this is a good
time for you, I’d like to take just a few moments to explain some of
VideoNote
’s key benefits and
why I
think it could be an interesting product for (
insert contact’s company name
). Following our call today, I’ll
send you a follow
-
up email with a recap of this information.

VideoNote is an online publishing platform that increases revenue by driving the

discovery and
consumption of content through SEO, site search and social/viral sharing which increases impression
inventory and drives ad
-
dollars. VideoNote also automates editorial processes through a SaaS based
platform that eliminates costs associated
with management of enterprise software.

The benefits to your customers are two
-
fold. Firstly, they can find your video clips through a search box
on your website or through search engines. Secondly, they can directly access the video scene that is
most int
eresting to them. This leads to deep user engagement from a large set of viewers.

I am sure that you are familiar with the challenges associated with ensuring that an online video can be
found by a search engine. Since search engines cannot “look inside”
your videos, you have to manually
create text that can describe the video, and this is a costly process. I will not go into the details of
technology now, but VideoNote can automate this process and can ensure that the videos produced by
(insert contact’s
company name) are seen by maximum number of viewers.

As I mentioned, I will send a follow
-
up email with this information, but I would also like to schedule a
face
-
to
-
face meeting to demonstrate VideoNote in action. Would this be possible to set up? Also, a
re
there others from your company who should be included in this meeting?

If the contact indicates they would be willing to schedule a follow
-
up meeting, get the times that work
best for them, and then agree on a time. If they indicate that working with th
eir administrative assistant
would be best, get that individual’s contact information and call them to schedule the meeting.

Thank you so much for your time today. I look forward to our meeting, and please don’t hesitate to
contact me before then with any

questions you may have.

Provide your contact information and then end the call.


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November 13, 2009



Script #2 (To use with voicemail):

Hello, Mr
. /
Ms. (
insert contact’s name
):

I am calling from VideoNote. We are an online video publishing platform that dramatically enhance
s the
value proposition of online video content.

I would like to spend a few minutes talking with you about the benefits of
VideoNote

and why I think that
it is an interesting product for (
insert contact’s company name
).

I’m sorry to have missed you today
, but I will follow up with an email that provides you with more
information on
VideoNote
. I would like to schedule some time to speak with you by phone or in person; if
you would be so kind as to call me back at (xxx) xxx
-
xxxx, we can talk then about this

great product or
we can schedule some time that works best for you.

Thank you for your time, and I hope you have wonderful day.

Follow up email (this message is written in the context of following up to a live phone conversation;
modify accordingly if a v
oicemail was left and no live conversation occurred):

Title: Following Up On Our Conversation

Hello Mr
. /
Ms. (
insert contact’s name
):

It was great to speak with you for a few moments today. Thank you for your time.

As I indicated when we spoke, I am follo
wing up with a recap of VideoNote and its benefits for you and
your customers.

What is VideoNote
?

VideoNote is the most powerful video publishing platform available today. Media
companies of all sizes can leverage our unique ability to drive the volume of

online content consumption
and create new and powerful revenue streams. Through our speech to text, video to text, search and
optimization technologies and consumer
-
facing website, we create greater opportunities for consumer
and
advertiser

access to onli
ne video content.

Benefits of VideoNote to (
insert contact’s company name
):

a)

Increased
Advertising
Revenue
: VideoNote solutions drive the discovery and consumption of
content through SEO, site search, and social/viral sharing, increasing impression inventor
y and
driving ad
-
dollars

b)

Decreased Cost

Through Automation
: VideoNote products automate editorial processes and
SaaS based delivery eliminates costs associated with management of enterprise software

c)

Increased customer satisfaction
:

VideoNote ensures the v
iewers of your content aren’t
presented with irrelevant advertising and that they have tools to improve their viewing experience

Benefits of VideoNote to your customers:

a)

Easy to find interesting videos based on the customer’s interest.

b)

Deeper user engage
ment with the video due to easy navigation and search inside the video stream.

c)

Access to relevant advertisements that the user may actually be looking for.

This is a very brief overview of VideoNote and its benefits; when we meet on (insert meeting date he
re),
I will bring the product for you to view, as well as additional research that supports the benefits the
product provides.

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P
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November 13, 2009



I look forward to our meeting, and please don’t hesitate to contact me in advance if I can be of any
additional assistance.

Kind
regards,

XXXXXX


2.3

Qualification/Exploring Needs

Selling
Tools



Once the first touch plan has been executed and contact with a client has been made,
VideoNote sales reps have additional selling tools at their disposal. These tools are designed to be used
at

different stages of the selling process, from qualifying through close and on to relationship
management.

Qualifying Questions
-

During the first one or two meetings with a potential client, VideoNote sales
reps should ask several qualifying questions to

better understand if this would be a beneficial customer
for VideoNote. Questions can include, but are not limited to, the following:

a)

What is your role in the online video content management?

b)

How do you monetize your online video content?

c)

How do you creat
e metadata to describe a video?

d)

How do you pick advertisements that are shown alongside a video asset?

e)

What is the lifecycle of a video asset on your website?

f)

Is there a certain kind of video which you think can benefit from higher viewership and increased

revenue
?

g)

Can we have access to an example content that we can use to demonstrate VideoNote benefits for
you?

h)

Who has the final purchasing decision?

i)

What documentation/proposals are required for your procurement team?

j)

What can I do to make the sales proces
s easier for you?


2.4

Proposing/Closing

Qualified and interested
prospective
customers engage in a follow
-
up meeting with our technical sales
representative to discuss details, i.e. benefits, value, pricing, estimates. The sales representative also
describes

how VideoNote’s speech
-
to
-
text, website agent, crowd
-
sourced video tagging, and advertising
publishing mechanisms will fit within the context of the media organization’s existing infrastructure.
Proposing and closing will require detailed discussions wit
h both the line of business (e.g. General
Manager) as well as the relevant member of the IT staff who will be managing the solution.
The end
goal of this meeting is to close the deal, and schedule
a time for project commencement.


2.5

Relationship Management/
Measurement

Sale of the VideoNote solution will require ongoing relationship management beyond the closing of the
sale. In particular, the field sales representative will be responsible for calling the customer at least once
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November 13, 2009



a month to ensure the ongoing
success of the arrangement. The field sales representative will request
access to video usage statistics and advertising revenue numbers to help VideoNote craft ROI stories for
future engagements. Furthermore, the field sales representative will be the p
oint of contact with the
client for marketing requests such as the 1) use of logo on website and marketing materials, 2)
development of a case study, and 3) creation of a full ROI study. The field sales representative will use
these calls to explore follo
w
-
on business within the existing business unit as well as potential business
within other business units in the client organization. Client feedback will be critical during these
conversations and customer satisfaction surveys will be standardized at a l
ater point to ensure the proper
feedback reaches VideoNote’s development and professional services organizations.



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P
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, Manish Tiwari

November 13, 2009




3.

SELLING TOOLS (TRAIL
ERS, HURDLES, OBJECT
IONS)

3.1

Sales
Trailer

The sales trailer boils down the value proposition of VideoNote into concise s
tatements that can be
shared with a prospective customer. The trailer below should be used at the first meeting with a
prospective customer or may be used in the “first touch” plan specified below.




What makes your offering Unique?

T
he first integrated

multimedia solution
that helps media companies

connect

their
online

audio and video content to the major web search engines.

P
atented speech
-
to
-
text technology and crowd
-
sourced video analysis wraps every
piece of audio and video from your site in a ric
h layer of metadata

that can be used
to improve search
, improve advertising, and augment the

end
-
user experience
.

What Problem do we solve?

Audio and video content is not properly indexed by existing search engines making it
difficult for end
-
users to

find content they crave. Media organizations, the primary
sources of this content, suffer from sub
-
optimal advertising revenue and lower
consumption of their content.

What is the offering’s specific capability?

VideoNote solutions drive the discover
y and consumption of online audio and video
content through SEO, site search, and social/viral sharing, increasing views and
related ad
-
dollars.


What about your offering draws clients in?

Capacity to expand viewership for their video and audio conte
nt

Generate revenues from their content based on improved advertising/targeting

Write your trailer…

VideoNote

helps media companies generate higher consumption of their online audio and video content,
increasing exposure and advertising revenue. Aud
io and video content are currently not properly indexed by
major search engines. Our patented speech to text, search optimization, and end user media players drive up the
volume of online content consumption and enable more targeted advertising
, increasin
g media company profit.


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3.2

Sales
Hurdles

During the sales cycle, prospective clients will have objections that must be overcome in order to secure
sales of VideoNote
technologies
. Sales Hurdles anticipate these objections and provide tactics for how to
handle these objections. The Sales Hurdle chart below lists the top five objections we expect to receive
as well as ways to address these concerns.



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, Manish Tiwari

November 13, 2009



3.3

Objection Handling

As customer objections come up, the VideoNote sales force must be capable of handli
ng those objections
and seamlessly moving the sale forward. In particular, the sales force must practice the process of 1)
encouraging, 2) questioning, 3) confirming, 4) providing, and 5) checking.
Additionally, when directly
handling customer objections


Objection: MISCONCEPTION

Response: CLARIFY

Isn’t speech
-
to
-
text technology incredibly
unreliable?

Did you realize that 90% of the Fortune 500 use speech
-
to
-
text technology in their business?
Advances in
speech
-
to
-
text technology have been great. Thi
s
software is being used across a wide range of industries
to answer incoming calls, route calls, reduce staff and
training costs. Industry experts Forrester and Gartner
both agree that speech
-
to
-
text technology is now ready
for mainstream adoption.

W
on’t the quality of tags generated through
crowd
-
sourcing be unreliable?

While it is true that crowd
-
sourcing

outsourcing small
pieces of work to an undefined, large group of people,
there are many ways to monitor and manage the quality
of the work. Firs
t, you only reward and pay people
when results are accurate. Sophisticated QA algorithms
exist for ensuring high quality output without much
duplicate input.

Objection:
SKEPTICISM

Response: PROVE

Does crowd sourcing in addition to speech
-
to
-
text techn
ology really provide additional
value?

A large portion of the tagging will be done automatically
using speech
-
to
-
text technology. Crowd
-
sourcing will
be used to add contextual tags for video content that
does not take place in the actual dialogue. Cro
wd
-
sourcing can, for instance, let you know when product
placement has occurred in a video. For example, BMW
may choose to advertise immediately after a section in a
James Bond Movie when a BMW was used. Crowd
-
sourcing can create the “BMW” tag even thoug
h it was
never mentioned in the dialogue.

If this is such a good idea, why aren’t Google
and Yahoo doing it? Why should I pay you
if they’ll eventually do this for free?

Google and Yahoo’s primary strength is in search
algorithms and maintaining a hig
hly structured index of
keywords. Video processing, speech
-
to
-
text, and Video
Players are not their core competency. VideoNote has
the potential to dramatically increase your advertising
revenue
today

earning you more money. You’ll see the
benefits to y
our bottom line very quickly. VideoNote
structures its licensing agreements to ensure the
relationship is a win
-
win for both parties.


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4.

REQUIRED RESOURCES

4.1

Overview of Required Resources

As a start
-
up venture, VideoNote must maintain a lean sales organi
zation and must be conscious of its
total SG&A costs. As such, the initial required resources will consist of:

a)

1 Lead Generator
: A lead generator will be an inside sales representative who will make calls to
leads in the media organizations and set up me
etings for the outside sales force. The lead generator
must be highly charismatic and capable of understanding the needs of the media organizations as
well as their existing pain points regarding driving traffic to their online media content. The Lead
Ge
nerator must also understand the advertising models currently in use and how VideoNote’s
technology provides value within these existing business models.

b)

1 Field Sales Representative
: In addition to the management team (Philip Larson & Manish
Tiwari), Vi
deoNote will initially hire 1 additional field sales representative who will be responsible for
qualifying leads provided by the Lead Generator, develop the sale, and eventually close the deal.
The field sales representative must be a highly energetic ind
ividual with a passion for online
advertising and media content.
Ideally, this candidate will have strong connections to media
organizations
and one
who understands the procurement process within these organizations as well
as the metrics by which these p
rocurement managers are judged within their organization.


4.2

Cost of Resources

Our sales model will require $205k for the first year in total sales overhead costs. This does not include a
detailed breakdown of the marketing spend which is outlined in a se
parate “Marketing Plan” document.
Below is the breakdown of the specific sales resources required under the current Sales Plan.



5.

RISKS

Along with customer objections and other hurdles to the selling process that will naturally occur
throughout the sal
es cycle, VideoNote’s sales and marketing mix has a number of other risks that could
seriously jeopardize the success of its products and services.

a)

Measuring productivity

of VideoNote solution



VideoNote’s value proposition is derived
through increasing

consumption of online media content and thereby increasing advertising spend.
However, measuring consumption across multiple distribution channels and platforms (
traditional
browser, mobile internet devices, embedded content on third party sites, streami
ng vs. downloaded
content) will be extremely difficult. Moreover, as technology advances, advertisers and agencies will
continue to desire more granular reporting to support their planning and budgeting needs. Failure to
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properly quantify and measure the

benefits of
VideoNote

solution could slow adoption and decrease
the efficiency of the sales organization.

b)

Dynamic and Evolving Video Players



part of VideoNote’s value proposition is the use of
proprietary video player technology that associates tags w
ith specific content in audio and video.
This capability will enable users to easily find the specific portions of video and audio content of
interest. However, the video player market is heavily saturated and is characterized by rapid
advancement of new

technologies (Flash, Windows, encrypted/secure protocols, etc.). Failure to stay
ahead of the curve of this technological evolution of video players could make VideoNote’s offering
obsolete very quickly. Outdated technology could seriously hinder the ef
forts of the sales
organization.

c)

Emergence of Free or Alternate Services



VideoNote’s value proposition will be greatly
diminished if alternate services for speech
-
to
-
text and crowd sourcing tools are provided by major
players (Google, Yahoo) for free a
t some point in the future. The emergence of new technologies or
services that diminish our capacity to charge a premium for this service will significantly impair our
sales efforts.


6.

SUMMARY

VideoNote is an exciting new platform that helps media organi
zations increase web traffic to their video
and audio content by indexing the content and making it available to search engines. VideoNote
leverages the latest in audio
-
to
-
text technology as well as crowd
-
sourced video analysis to help
organizations monet
ize their digital media. In particular, VideoNote unlocks information about this media
content enabling more targeted advertising and new opportunities for improving the end user’s
viewing/listening experience.

W
e
believe that

our target customer
s

will fin
d
VideoNote
attractive because of its ability to help them
increase their revenues and reduce costs for very little up
-
front investment. End users will also find
VideoNote’s benefits compelling in improving their engagement with online media.

Ultimately, t
he success of VideoNote will depend on whether our sales reps are convincing as to its
benefits and high ROI. With this sales plan, we feel that current and future VideoNote sales reps

will be
able to deliver a consistent message to the target customer, th
ereby convincing them of the product’s
benefits and generating product sales.



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November 13, 2009





APPENDIX A:
FORECAST OF FIRST YE
AR ATTAINMENT


VideoNote


Sales Dashboard for 20
10


Updated:

08
-
Nov
-
0
9





Order target for 20
10


$
2
,000,000

Total propo
sals closed, YTD


$ 57,600

Orders needed to achieve target


$ 1
,942,400



Weighted outstanding proposals


$
210,000


Un
-
weighted outstanding proposals


$ 108,000




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hilip Larson
, Manish Tiwari

November 13, 2009