Alore - Done for you program

How to make revenue more predictable

Alore

Alore, is an AI-powered integrated CRM and inbound marketing platform.

It has advanced CRM capabilities, a built-in email finder, a personalized Drip email campaign creator, a newsletter curator,
and the option to have your own AI-powered virtual assistant capture leads and schedule meetings.

Our Working Model:

Done-For-You is a bespoke service provided by Alore’s consultants to help startups and SMBs set up a robust email lead
generation program from scratch or refine existing ones and grow their sales.

Our proven sales process has helped our clients grow revenue exponentially within the first three months of
working with us and put their sales process in auto-pilot mode
Team Alore
Vikas Jha Deepika Singh

Vikas is the founder of Alore and ex-venture capitalist Deepika is the Head of Growth at Alore.

Before his entrepreneurial journey began, Vikas was a
Venture capitalist & has experience of investing in 24
early stage companies with multiple successful exits.
Vikas began his career as a merchant marine which he
credits his discipline and process obsession to.
He is an MBA from the Rotterdam School of
Management, Erasmus University, The Netherlands.
Prior to joining Alore, Deepika has been a brand and
strategy consultant having worked in the technology
space for over 12 years having worked at startups and
enterprises across Europe and India.
She is an MBA from the Rotterdam School of
Management, Erasmus University, The Netherlands.

Neels Steyn

Neels is the co-founder of Alore besides being a

Director at BCG Digital ventures, Singapore.

Prior to his entrepreneurial journey, Neels has

been a consultant with BCG and has helped 60+
businesses strategize on their key processes.

He is an MBA from the Rotterdam School of

Management, Erasmus University, The
Netherlands.
Use cases for DFY
§ Find Product Market fit
§ Generate leads
§ Expand to new markets
§ Accelerate sales pipeline
§ Achieve higher sales efficiency
§ Hire new employees
§ Automate sales process
§ Generate awareness
§ Monitor performance
§ Discover bottlenecks in your sales process
Our Approach
 Different steps of B2B Outbound sales activities

Pricing &
01 Strategy 02 03 Segmentation 04 Process 05 Enablement 06 Organization 07 Tech/Data
Contracts

Detailed plan on how to Develop pricing model and Identify market and rank Explicit steps and action from Support platform providing Create org to support and CRM software to scale and
approach and capture the work with legal on contractual stakeholders by relevance lead gen to close with defined resources (education) and execute the strategy automate activities then
market terms criteria sales/value prop systems to drive sales measure data

• Account planning • Playbooks • Territory design • Data/intelligence

• Target market
• Demo • Onboarding • Hiring plan • Deal and sales
• Ideal customer
• Prospecting • CRM set up • Recruiting management
• Buyer personas
• Trial and pilot • Training/advising • Quota and comp • Sales forecasting
• Unique value prop • Content • Pipeline analytics
• Presentation • Operating Metrics
• Use cases/ testimonials • Productivity tools
 What will Alore cover in this engagement?

Pricing &
01 Strategy 02 03 Segmentation 04 Process 05 Enablement 06 Organization 07 Tech/Data
Contracts

Detailed plan on how to Develop pricing model and Identify market and rank Explicit steps and action from Support platform providing Create org to support and CRM software to scale and
approach and capture the work with legal on contractual stakeholders by relevance lead gen to close with defined resources (education) and execute the strategy automate activities then
market terms criteria sales/value prop systems to drive sales measure data

• Account planning • Playbooks • Territory design • Data/intelligence

• Target market
• Demo • Onboarding • Hiring plan • Deal and sales
• Ideal customer
• Prospecting • CRM set up • Recruiting management
• Buyer personas
• Trial and pilot • Training/advising • Quota and comp • Sales forecasting
• Unique value prop • Content • Pipeline analytics
• Presentation • Operating Metrics
• Use cases/ testimonials • Productivity tools
Execution plan
For the target Geography
Stage 1- Find Product-Market-Channel fit
(Month 1-2)

Pricing &
01 Strategy 02 03 Segmentation 04 Process 05 Enablement 06 Organization 07 Tech/Data
Contracts

Detailed plan on how to Develop pricing model and Identify market and rank Explicit steps and action from Support platform providing Create org to support and CRM software to scale and
approach and capture the work with legal on contractual stakeholders by relevance lead gen to close with defined resources (education) and execute the strategy automate activities then
market terms criteria sales/value prop systems to drive sales measure data

• Account planning • Playbooks • Territory design • Data/intelligence

• Target market
• Demo • Onboarding • Hiring plan • Deal and sales
• Ideal customer
• Prospecting • CRM set up • Recruiting management
• Buyer personas
• Trial and pilot • Training/advising • Quota and comp • Sales forecasting
• Unique value prop • Content • Pipeline analytics
• Presentation • Operating Metrics
• Use cases/ testimonials • Productivity tools
Stage 2- Set a scalable process
(Month 3-4)

Pricing &
01 Strategy 02 03 Segmentation 04 Process 05 Enablement 06 Organization 07 Tech/Data
Contracts

Detailed plan on how to Develop pricing model and Identify market and rank Explicit steps and action from Support platform providing Create org to support and CRM software to scale and
approach and capture the work with legal on contractual stakeholders by relevance lead gen to close with defined resources (education) and execute the strategy automate activities then
market terms criteria sales/value prop systems to drive sales measure data

• Account planning • Playbooks • Territory design • Data/intelligence

• Target market
• Demo • Onboarding • Hiring plan • Deal and sales
• Ideal customer
• Prospecting • CRM set up • Recruiting management
• Buyer personas
• Trial and pilot • Training/advising • Quota and comp • Sales forecasting
• Unique value prop • Content • Pipeline analytics
• Presentation • Operating Metrics
• Use cases/ testimonials • Productivity tools
Example of Key Activities
 Stage 3 Segmentation

1
Segment Target Customer Base
Size overall market and segment and prioritize potential buyer groups
(Example only, not actual)

• Key Activities • Outputs/Deliverables:

• Size the Total Addressable Market (TAM)
• Break total market down into niche customer segments using
market data or research
• Prioritize customer segments to focus on
• TAM
• Market segmentation by customer segment
• Prioritized customer segment list
- Which are most important to Target audience
- Which are most likely to adopt the product
 Stage 3 Segmentation

2
Create Ideal Client Persona
Clearly understand the pain points of the customer to better understand what to sell them
(Example only, not actual)

Goal
Accelerate adoption of product
Increase revenue
Use data driven approach to find the right product-market-channel fit.

Pain points Opportunities

Pro-Active
Decision Maker
2-3 years as Co-Founder of SaaS
Startup of 11-50 in company size
Most important features in a Sales Automation
System
• Business insight reporting tool in real-time basis
• Ability of Manage all leads and deals
Generating Leads via Inbound Channel Email and Linkedin can be a new
or Google PPC/Facebook ads has channel to experiment and find product-
higher CAC & Longer sales cycle market fit at Low CAC/smaller cycle
Using multiple tools to run full outbound Using one tool that consolidates all the
is expensive and needs constant activities reduces the cost of tools and
training training
Using multiple tools leads to data One dashboard that show all touch-
leakages and not having data in real points in sales funnel helps in effective
time decision making & continuous feedback

KPI’s
• New customer acquisition
• Revenue growth
• Increasing profitability margins
 Stage 4 Process

3 Test & Select GTM Strategies

Test various customer acquisition strategies using outbound sales to determine fit with target segments
(Example only, not actual)

• Key Activities • Outputs/Deliverables:

• Evaluate sales conversation complexity and select customer • Initial selection/ hypothesis on sales model
acquisition strategies to test
• High level sales roadmap with success metrics by phase
• Select sales model and build out sales roadmap
• Pipeline development strategy
• Define sales metrics stage wise
• High level Go-to-Market strategy
• Test different acquisition strategies and channels to determine
which are best fit
• Which channels have the greatest reach?
• Which acquisition strategies are cost effective given
expected LTV?
• Think through all elements of a high level GTM strategy
What help do we need from your end?
 Responsibilities

• Alore • From Client

• Account Planning & Prospecting • Calls, Pitching, giving demos
• Outbound channels setup and warm-up • Proposals, contract negotiations
• Campaign curation • Account Management
• Actual reach-out • Customer support, training and onboarding
• Lead Generation • Marketing collaterals and case studies
Thank you