Quick Overview and

Marketing Thoughts
BFG Corporation
 Points of Focus..
• BFG Quick Facts

• Corporate Credo

• Service Portfolio

• Benefit to Customer- Need/ Want Assessment / Value Delivery

• Why BFG is Preferred

• Unique Collaborative Delivery Model

• Q& A

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BFG quick facts …
Road Ahead…

-- All set to Roll out

2009 transformational business
support services for B2B
2007 customers with innovative
methodologies as felt,
experienced and observed
2005 -- Set up as a separate by industry C-level
--Business entity
entity : practitioners/ business
with Ambit Software -
leaders
as a B2B specialist “BFG Corporation”
group for :
-- Strong focus on B2B
-- IT Marketing • Marketing & BD / -- Headquartered in Model specific to:
specific Business presales support India-New Delhi & • IT/ITES/BPO/KPO
Training workshops • Inside sales International office in •Retail
in prominent B- • Consulting and US-CA •Pharma
Schools of India Corporate Training
•Telecom
• Business Analytics
 BFG Theme…
Corporate Credo

Your days define your life……………….No last moment slippage

Get some skin in the game………………Risk, Responsibility & Ownership
Work hard get lucky……………………No tricks or born lucky, extra efforts/discipline
Nothing fails like success…………………….No complacency, Sustenance & Consistency
Burn your boats…………………………….Pressure, Performance & great Achievements but no fear
Push the envelope…………………………………….No Mediocrity, Commitment to Excellence & innovation
Leadership without a title ………………….No popularity contest, Compassionate yet Courageous
Success isn’t sexy………………………..Sacrifices, Passionate consistency with focus
Grace under pressure…………….Outperformance, Resilient & Character test
Love your irritations…………Signposts for Know Thyself and Develop
Getting what you want ……….while loving what you have

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BFG Services Portfolio
Competency Snapshot
(Strategic, Tactical and Operational Level)

Vertical
Focus

IT/ITES/High
Tech/
BPO/KPO Retail Pharma Telecom

BD/Sales Support/Inside Sales

Social Media Marketing

Strategic Business Support

Service
Content Development
Focus
Business Analytics

Business Consulting & Sales Trainings

New Business Evaluation, Pricing & Profitability Analysis

BD/Sales Support/ Inside Sales…

 Account Mgt/Key A/c

Planning
 Presales/Inside
Sales
 Session calendar roll
 BD Specific out
Research  Scheduling/ invitations
 RFX/ Collateral
 Focus Lead list / production  Research work
Business Value

Campaign Mgt  Market Specific  RFI/RFP/RFQ,  Creating , assisting

Intelligence Brochures, Approach updating support
paper, Case Study, documents
 Information gathering
 DB-Creation White paper.
(customized), updation
based on Marketing  Conducting review
models  Designing, templates, sessions
and review componentization
 Business Research  Post review follow ups/
 Designing & selection  RFX support- Section
of campaign: product/  Competitive Analysis/ action points/
reviews, Content monitoring/
domain/industry/ SEM USP scripting population, Delivery documenting
 Telephonic/email  Networking/ RUG schedules, final
specific specific review  Sales Force Automation

 Blogging/ Networking  Go to Market Planning  Bid/no Bid support

posts  Sales Kits

Introduction Entry level Growth/Steady Steady Phase

Business Support Services…

 Strategic Marketing
Support
 Business
Analytics
 Content  Visioning/ Sales
Planning
Development
 SFA Management  Go to Market Plan/
 Social Media Business Planning
Business Value

 Sales forecast
Marketing  Alliances / Partnership
 Sales Collaterals  Base ball cards Sourcing
 Approach/Methodology  Productivity index:  Advisory Council
 Blogging  Offshore/Outsourcing Region, service line Relationship
Specific and sales force wise
 RSS  Regional User Group
 White Paper Writing  Sales Performance associations
 Social Search/Book
Dockets
Marking  Articles/Blogs  Building CoEs
 M,Q,H, Awise
 Micro  Website Content  Sales Force Automation
 Retail
 Social Networking  Corporate  Strategic Marketing
Communication  Pharma conforming to Sales
 Postings / Forums and
Prospecting  Telecom Targets

Introduction Entry level Growth/Steady Steady Phase

Business Consulting & Sales Trainings…
 Strategic Management/
Building CoEs
 Business
Behavior
 New Business  Conceptualize, Planning
and Design, Blue Print
Acquisition
 Business  PPIT framework
 New Client communication and  Gap Analysis
Business Value

 Sales Process- presentation skills to

Acquisition Farming Techniques operations/ delivery  Deliverables /
functions performance
 Strategic Marketing measurements
 Designing & selection  Process
 Account Planning &  Commission/ Bonus
of campaign: product/ improvisation and
Mining management
domain/industry/ RUG integration to
wise  CRM business objectives  Reporting & Analytics
 Sales Process: Hunting  Sales management &  CRM  B-school specific
Method Analytics
 Team Building &
 CRM  Usage of SFA Tools leadership
 Sales Management &  Blogging: message  Strategic Marketing &
Analytics creation, updation. Management
 Usage of SFA tools

Getting New Logos Account Mining Support Functions Sales Operations

(Business Objectives Based)

Building Customer Loyalty

New Business Evaluation, Pricing & Profitability
Analysis…
 Solution Pricing &
 New Business /
Business Value
Presales
 RFI/RFP/RFQ,
Brochures, Approach
paper, Case Study,
White paper.
 Designing, templates,
componentization
 RFX support- Section
reviews, Content
population, Delivery
schedules, final review
 Bid/no Bid support
Introduction
 Deal Profitability
Assessment (post WIN)
 Risk
Assessment
 Support the client
management decision
Financial Modeling making process by
 Quantify and
preparing financial
incorporate risk in summaries for customer
 Create competitive P&L model for the opportunities
pricing and P&L specific opportunity,
calculations for major based on the inputs  Ensure lessons are
international customer from commercial, learned through
deals, via close legal and technical customer win/loss
collaboration with teams analysis & reporting
other teams like  Provide regular
Bid/Account teams in  Assist in the
qualification of new management reporting
respective countries of key pricing &
customer
 Model the likely opportunities by competitive trends
profitability of advising on likely
customer deals (P&L), financial outcomes
based upon the for the client
proposed pricing, and
costs to the client
Entry level Growth/Steady Steady Phase
Benefit to Customers- need/want assessment

• In the recession hit markets:

 Big companies are working on same marketing programs with reduced

budgets and resources

 For start-up companies, allocating key technical resources to their non-

expertise activities like writing marketing content, branding, prospecting,
building presales templates, responding to RFX etc may not be a wise
business decision

 Getting marketing expert on board for each of the activities would burden the
cost of Sales . Already the start-up firms have to allocate their limited funds
(VC/Self ) to more critical activities such as buying technologies, project
delivery budgets etc

 Conversely the significance of an appealing, attention-grabbing

Marketing/Sales support efforts that directly “talks” to the demanding
customers cannot be overlooked right from the first point of communication
with the target audience.

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Benefit to Customers- need/want assessment

• Industry research clearly shows the dominance of emerging marketing

strategies over the conventional ones as cost effective areas of lead
generation.

• BFG Corporation’s pure focus is more on top five areas out of which
Blogging, Social media, SEO/SEM are still highly untapped areas. This gives
BFG a lucrative niche market to help its clients in acquiring new customers
at lesser cost.
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Benefit to Customers- need/want assessment

• Smaller Companies utilize more emerging lead generation methods that

require professionals to handle. The market research shows -

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 Why BFG is a preferred partner
• One Stop shop boutique of all marketing/ business specific support services in IT/ITES/B2B
Sales & Marketing.

• Strong niche focus on ONLY revenue generation specific Business Support Functions –
 Pool of marketing experts that start-ups/midsize companies cannot afford or retain

• Senior Management commitment at every level and deep dive in understanding client’s
Management Business Objectives (MBO) before working on operational steps

• Blending benefits of Brand India in BFG deliverables to their clients:

 Cost Advantage
 Access to big pool of marketing talent and Management graduates
 Dual shore engagement for reduced TAT and SLA conformance

• BFG touches all the three phases of organizational pyramid-

 Strategic, Tactical and Transactional / Operational

• Ability to partner with client at different stages of value chain with tangible business
benefits

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 BFG’s Bundled Approach
•BFG offers unique bundled solution with full array of Marketing/presales specific
business support services

• Helps it's customers achieving business objectives--

 To diversify from their mainstream business

 To merge or acquire with other organization

 To invest / divest in sales and delivery organizations

 To start/ explore in a new vertical/ geography

 To phase out an old non-profitable business unit/ function

 To work on retention plan and business continuity in case of high attrition

 To make available the pool of scarce resources to business function with minimal impact on
costs.

 To improve enterprise level performance

 To transform the conventional way of business

 To drive cost optimization while increasing scale and efficiencies

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 BFG’s collaborative delivery model
• Client Service (CS) :
• Dedicated first level point of contact between Client and BFG

• Responsible to ensure deliverables based on As Is – To Be analysis

• Will record and take into consideration anymore finer iterations/refinements required for the
deliverables

• Will interact, communicate, understand and work with Client’s team in accordance with the
requirements for any of the deliverables

• Subject Matter Experts-(SME)

• Second level escalation/ownership point

• Comprise of BFG’s consortium of consultants from different areas of expertise such as Marketing,
Outsourcing, Off shoring Models, Integrated Marketing Communication, CRM, Strategic Marketing
etc.

• CS collaboratively works with each of the SMEs concerned with the deliverables

• Each of the SME is handpicked by BFG based academics, industry experience, performance
quotient, geography experience, service specific and analytical quotient

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BFG’s collaborative delivery model contd..
•Thought Leadership Group- (TLG)
• Highest level escalation/ownership point.

• Comprise of industry leaders, academicians and strategic think tank.

• TLG will support in giving final refinements to the deliverables with practitioners’ point of view.

• TLG is very high on business quotient and strategic management.

• Governance of Business Continuity and Disaster recovery.

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 Thank you..
With Best Regards
Deepak Goel
BFG Corporation
India | US | Canada | UK

Email: deepak.goel@bfgcorporation.com
Contact@bfgcorporation.com

Contact numbers: 91-981-048-0827.

1-847-930-5022

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