Acies Cusp Services provides consulting and coaching services to help growth-oriented small and medium enterprises (SMEs) and startups. They offer a variety of services aligned to strategy development and execution including DOABLE, a framework for developing medium to long-term strategies, and SELFIE, a sales enablement framework. Their services are delivered through workshops and follow-up sessions to help clients implement strategies and processes focused on revenue growth. They take a customized approach tailored to each client's specific needs and goals.

1. ACIES CUSP SERVICES
Consulting and coaching services for growth
oriented SME & start up organizations

2. Introduction to our brand ethos and belief
• Attention to “part” and awareness of the “whole”
• Focus on specific issues that would have a company wide
impact : “the red dot” and the “ripple effect”
• “Listen – Think – Do” continuum in all our engagements

3. “Listen – Think – Do” continuum
3
Listen
Think
Do
• Support
• Hand hold
• Fine tune
• LOS (look over
shoulder)
• Method
• Process
• Template
• Test and try
• “DO-HOW”
“Consulting”
“Coaching”
“Training”
• Situation
• Painpoints
• Options
• Solution
• “KNOW-HOW”

4. “Listen – Think – Do” continuum
4
Listen
Think
Do
• Support
• Hand hold
• Fine tune
• LOS (look over
shoulder)
• Method
• Process
• Template
• Test and try
• “DO-HOW”
“Consulting”
“Coaching”
“Training”
• Situation
• Painpoints
• Options
• Solution
• “KNOW-HOW”

5. “Listen – Think – Do” continuum
5
Listen
Think
Do
• Support
• Hand hold
• Fine tune
• LOS (look over
shoulder)
• Method
• Process
• Template
• Test and try
• “DO-HOW”
“Consulting”
“Coaching”
“Training”
• Situation
• Painpoints
• Options
• Solution
• “KNOW-HOW”

6. Focus on the Revenue vector
Growth
Revenue
ComplianceCost

7. Portfolio of consulting services
Financial perspective Internal perspective
Customer perspective People perspective

8. Why strategy often failed?

9. What’s the formula for success in business?
Execution has the “multiplier effect” …
You can exceed expectations with excellent execution
of an average strategy
You can miss expectations with a below average
execution of an excellent strategy
+
–
Quality strategy x Quality execution =
Breakthrough
results

10. Most organizations have not focused on
their strategy execution capability
“Less than 10% of strategies effectively formulated
are effectively executed”
Fortune Magazine

11. Organizations with a formal strategy execution process in
place are dramatically outperforming organizations without
them
Do you have a formal strategy execution process
in place?
Describe your organization’s current performance.
Yes No
(54%) (46%)
§ …we have breakthrough results
§ …we are performing better than our peer group
Sub-Total
12%
58%
70%
7%
20%
27%
…performing at the same level as our peer group.
…performing at a lower level than our peer group
…not performing at a sustainable level
Sub-Total
18%
9%
3%
30%
30%
27%
16%
73%
Source: BSCol Research (Survey of 143 performance management professionals, drawn from BSCol On-Line Community, March 2006)

12. What is a ‘Strategy Map’?
“A Strategy Map is a diagram that is used to
document the primary strategic goals being
pursued by an organization or management
team”

13. Internal Perspective
Financial Perspective
Learning & Growth Perspective
Customer Perspective
Return on
Investment
Reputation
+ +
“Build the
Brand”
“Make the
Sale”
“Deliver the
Product”
“Service
Exceptionally”
Productivity
Strategy
Human
Capital
Information
Capital
organisation
Capital
ImageRelationship
Product
Service
Revenue
Strategy
The economic model of
key levers driving
financial performance
The identification of targeted
customer segments and their
value proposition
. The process-focused
view of the business
using the value chain
The intangible assets
necessary to drive
performance
1
2
3
4
To ensure proper execution, Norton and Kaplan invented the 2
concepts of ‘Strategy Map’ and ‘Balance Scorecard’

14. Acies Cusp Services offerings aligned to the
‘Strategy Map’ and ‘Balance Scorecard’
Strategy Map
Balanced Scorecard

15. Strategy development

16. As a member of the executive leadership,
do you feel this way about your company?
• “We are too Operations oriented, not strategic”
• “We are over-reliant on narrow set of technical expertise.
Are we leading the organization with a vision & strategy
set for the future?”
• “We are handling narrow roles well, but floundering in
organizational navigation and setting strategic direction”
• “What is the end goal for our organization in the next 3-5
years?”
• “We are unsure about the metrics that we need to goal
and measure ourselves on”

17. Strategy consulting
framework to craft a detailed financial
perspective of an organization

18. 18
“DOABLE”
• WHAT?
• “DOABLE” is a framework to develop a medium- long term strategy for an
organization. “DOABLE” will be delivered as a custom, consulting engagement.
• As an output, the executive leadership team would have a detailed strategy
document that would emphasize the company's priorities for change and
strategic aims for the next few years and how the plan will be resourced and the
timetable
• WHO?
• Ideal candidates for “DOABLE” would be mid sized organizations OR start-ups
that are casting detailed plans for the next 3-5 and are aspiring to take the
company to the next stage of revenue growth & scale operations
• HOW?
• “DOABLE” would be delivered in the form of a structured 2 days workshop &
few days of follow up sessions with the executive leadership team for
successful implementation and review (moderate to high involvement depending
on the situation and requirements)
framework to craft a detailed financial perspective of organization
Pain points:
§ What is on offer ?
§ Who are the target
audience ?
§ How will this be
delivered ?

19. 19
“DOABLE”
• “DOABLE” will be delivered as a custom workshop. The executive
leadership team would be the key participants of the workshop
• “DOABLE” has the following modules
• Defining the Goals, Opportunities assessment, Ascertain
challenges, Blueprint strategy, Levers of Success,
Execution timelines
• As a follow up, few days of review and implementation support would
be provided with the executive leadership team
• “DOABLE” is not just a business plan document
• This is not a template based “One-size-fit- all” software
• Its not short term focused & Its not a “silver bullet”
Develop a detailed financial perspective of organization
What is DOABLE?
What it is not?

20. 20
“DOABLE”
Offering and pricing
CLASSIC
• Strategy workshop -
with output of Goals,
clarity on competition, &
strategy blueprint to drive
growth for the next 3-5
years
• 4 days of on-site,
dedicated engagement
with the executive
leadership, within a
period of 8-12 weeks for
detailed process
implementation support
• Pricing – On request
CLASSIC+ PLUS
• Deliverables under
CLASSIC & the following
• 8 days of on-site,
dedicated engagement
with the executive
leadership, within a
period of 5-6 months for
detailed process
implementation support
• Participation in 2
Quarterly business
reviews
• Participation in 2
Marketing reviews
• Participation in 2 Board
meetings
• Participation is 2 Sales
planning meetings
• Participation in key
executive hires
• Pricing – On request
• 50% advance Payment -
Workshop
• Balance - Milestone
based payment for the 4
dedicated days of
engagement
PRO
• Deliverables under
CLASSIC+ and the
following
• 12 days of on-site,
dedicated engagement
with the executive
leadership, within a
period of 6 -12 months
for detailed process
implementation support
• Participation in 3
Quarterly business
reviews
• Participation in 3
Marketing reviews
• Participation in 3 Board
meetings
• Participation is 3 Sales
planning meetings
• Participation in key
executive hires
• Pricing on request
• Monthly retainer
payment for the 12
months

21. “Sales enablement”

22. Do you recognize these 7 early warning
signals of lack of sales growth?
§ Stagnant revenue numbers for the past two or more quarters
§ Revenue not scaling beyond the first set of “early adopter” customers
§ Long tail of interested prospects requesting multiple proposals but
few progressing to contracting stage
§ Unable to forecast a clear revenue number for the quarter
§ Too many “free” POC and demo requests
§ GP% dropping QoQ
§ Less than 70% of the sales team members are meeting sales targets
and the sales employees’ morale is sagging

23. Sales enablement coaching for organizations
focused on top line growth
Process intervention to unclog revenue
streams

24. 24
“DOABLE”
• WHAT?
• “SELLFIE” is a sales & business development framework. “SELLFIE” will be
delivered as a custom, consulting engagement.
• As an output, the leadership team would have a process document that would
be a blue print for driving sales and marketing initiatives to build a healthy sales
funnel
• WHO?
• Ideal candidates for “SELLFIE” would be mid sized organizations that have hit a
revenue plateau OR start-ups that have crossed the Seed/ Pre-Series A stage
and are aspiring to take the company to the next stage of revenue growth & scale
operations
• HOW?
• “SELLFIE” would be delivered in the form of a structured 1.5 days workshop &
multiple days of follow up sessions with the sales leadership for successful
implementation (moderate to high involvement depending on the situation and
requirements)
Process intervention to unclog revenue streams
Pain points:
§ What is on offer ?
§ Who are the target
audience ?
§ How will this be
delivered ?

25. 25
“SELLFIE”
• “SELLFIE” will be delivered as a customized coaching engagement.
Answers to pain points are found by the stakeholders, through
facilitation
• “SELLFIE” has the following modules
• Sales targets, Effectiveness, Learning, Levers of Success,
Funnel management, Initiatives, & Execution
• As a follow up, detailed process implementation support would be
provided
• “SELLFIE” is not a sales review
• This is not a template based “One-size-fit- all” software
• Its not short term focused & Its not a “silver bullet”
Is a process intervention
What is SELLFIE?
What it is not?

26. 26
“SELLFIE”
Offering and pricing
CLASSIC
• Sales enablement
workshop - with output
of KPIs, clarity on
customer value
proposition, & ownership
of initiatives to fix gap
areas
• 4 days of on-site,
dedicated engagement
with the sales leadership,
within a period of 4-6
weeks for detailed
process implementation
support
• “Sales health Scanner” –
sales funnel gaps
analyzer & actionable to
develop sales funnel
• Pricing – On request
• 50% advance Payment
- Workshop
• Balance - Milestone
based payment for the 4
dedicated days of
engagement
CLASSIC+ PLUS
• Deliverables under
CLASSIC & the following
• 8 days of on-site,
dedicated engagement
with the sales leadership,
within a period of 8-10
weeks for detailed
process implementation
support
• Participation in 3 weekly
review meetings &
feedback
• Proposals review and
feedback
• Routes to market
evaluation and feedback
• Design and participate in
1 Quarterly Business
Review (QBR) &
feedback
• Pricing – On request
• 50% advance Payment -
Workshop
• Balance - Milestone
based payment for the 4
dedicated days of
engagement
PRO
• Deliverables under
CLASSIC+ and the
following
• 12 days of on-site,
dedicated engagement
with the sales leadership,
within a period of 12-16
weeks for detailed
process implementation
support
• Sales Territory planning
• Regional Sales reviews
• Large account planning
• Sales organization build
out – assistance in
interviews, sales team
member coaching
• Custom pricing on
request
• Monthly retainer
payment for the 3
months

27. 27
M Baba Sam – Brief introduction
• 25 years of diverse Sales, Marketing, Channels & Alliance experience in Indian IT industry.
• Led teams in Business Development, Product Management, Alliance management, Marketing & Strategy
development functions, to achieve topline and P&L targets.
• Experienced in process methodologies, operations and strategy development
• Exposure to working with diverse , cross-cultural teams across the world.
• Identified, recruited and developed talent for successful execution of revenue growth initiatives in both Indian and
MNC organizations.
Business Development. Routes to market, Strategy & planning
in.linkedin.com/in/mbsam
Specialization:
§ Sales & Business development
§ Medium and long range Strategy &
business plans formulation
§ New Product development &
devise GTM plans
§ Organizing, aligning & leading
teams for revenue goals
§ Developing channels & new
routes to market for products and
services
§ Putting Partnerships & Alliances
to work in the enterprise segment
• Education: Bachelor of
Engineering & MBA (Specialization in
Sales & Marketing)

28. 28
WISH TO DISCUSS FURTHER ?
• Sam@cusp.services
• +91. 9845222811
• Skype: baba.sam7
• in.linkedin.com/in/mbsam