Friday, August 4, 2017

The Importance of Peer Support

In my last consulting business,, I went at it alone. I hired software development consultants to do some of the work that I couldn't do and did the rest myself. I didn't do much in the way of business development or marketing since our work would lead to more work through word of mouth.  However, I learned that I certainly couldn't do everything myself.  I still needed an attorney, an accountant, and my brother for some HR questions.

This time around, what I knew when starting ValTeo Tech was that I needed to put a lot more effort into business development, marketing and sales.  I would still deliver on some of the consulting work, but my main focus was filling the pipeline of new gigs and ensuring our branding on the right track for VTT to be known as the leader in Digital Transaction Management consulting.  I've certainly gained experience with some of these activities while working in other companies over the last decade, but none of it was direct business development or sales.  In every instance, I wasn't doing any hunting, so much as supporting the sales staff.

That's why I decided to have at least some peers who may be experimenting or, better yet, have experience with business development, marketing and sales.  In today's video clip, I'll cover the benefits I've already received from just such a group among the other weekly progress topics:

  1. On Choosing or Starting a Peer Group
    1. Why I Sought a Business Accountability Group
    2. What Skills and Variety to Search For
    3. What Rigor to Use
  2. This Past Week's Plans
    1. Progress on Marketing / Education Material
    2. Progress on Large Deals
    3. A New Approach for Small Deals
  3. Plans for Week of 7/14
You'll notice I have no plans for next week.  That's because I'm taking the week off to spend with my family who's been so supportive and understanding of my efforts to startup and grow ValTeo Tech.


Friday, July 28, 2017

Defining Business Value Can be Difficult

We've all heard the importance of delivering value to customers.  But what about during the sales process? In those early talks, how do you portray the value you CAN deliver and also how the value your deliver differentiates you from others?

This is what I've been struggling with over the last week as I continued refining our sales process, messaging and presentations.  I've been putting together some new material that better portrays ValTeo Tech as the authority on DocuSign implementations. But I don't think that's enough.

I originally wanted to demonstrate that our overall experience solving business problems using technology was our differentiating factor, but I soon realized...well, that's what any and all system integrators will claim. I had to dig deeper and really mirror our niche expertise, where we have significant experience, unparalleled by any other competitor: automating paper-based, manual processes using DocuSign and supporting technologies.

I don't think even that's enough since the words don't quite translate to the actual value received.

In today's video, I'll start off by answering a question posed on my YouTube channel from last week's post, then explain a bit more about how I'm refining this message and what I'm considering to demonstrate the value that we can deliver during an engagement to a customer.  I'll wrap things up with some other business activity from this past week. Here are the points I'll hit on:

  • Question from YouTuber: What's our segmentation
  • What I Learned from a Sales Training Seminar
  • Why a Pure Statement of Value Won't Work
  • How to Demonstrate Our Value
  • Working Through Large Deals
  • Taking Up Strategic Partnerships with Product Companies

Friday, July 21, 2017

Lessons I've Learned So Far Starting ValTeo Tech

With our recent launch of ValTeo Tech, I realize our startup challenges may not be completely unique, but they are unique to my experience.  Though this is my third company, the last two focused on pure "body-shop" software consulting, taking on any software projects, for one, and a pet-food non-profit company for the other.

This new venture, on the other hand, focuses purely on Digital Transformation and Digital Transaction Management.  It's quite a lot more differentiated from the other two ventures.  So, it is that I'm facing new and different challenges.

With that in mind, today I begin sharing the lessons I learn, the resources we find most useful, and the tools we use along with the results they deliver.  As is often the case with any education, I know it's not just the specifics that are important, but the general lessons that are teased out of the many interactions, failures and successes, that have the highest value.

Though I originally wished to also record Best Practices on Digital Transformation here, the ValTeo Tech blog already serves that purpose. So, what I'll share will be the trials, tribulations, business lessons learned, the defeats, the victories and personal thoughts here.

To make these easier to consume, I'm posting these as webcast videos on YouTube and embedding them here.

Here are the topics I'll cover in this video:

  • How I approached starting up the company
  • What challenges I foresaw
  • What challenges we hit
  • Where we go next

Monday, May 1, 2017

Challenging the Mundane

ValTeo Tech

Today marks the official, public launch of ValTeo Tech, where we challenge the mundane processes that suck the life out of work by providing Digital Transformation and Digital Transaction Management software consulting services and products.  

I’ve spent the last two months getting all the preliminary work done for the launch today, including firming up key relationships with some major players in this space.  We’ll announce more details on this later in the week on our company blog.  Stay tuned.

This is all a culmination of my personal journey in Digital Transaction Management (DTM) over the years.  As some of you may already know, I’ve been in the business of software development and consultancy since 1996, and spent time in the Digital Transformation space since 2007, though certainly nobody really called it that back then.

What’s more, I’ve spent the last few years, starting in 2010, working for the Digital Transaction Management company that defined this space, DocuSign, where I managed Professional Services for the North Americas. In that timeframe, I worked with many customers and addressed numerous business challenges.  Along the way, I met some great people, made lifelong friends who changed the world by digitizing parts of their businesses!

All of this lead to the formation of ValTeo Tech and why we believe in what we say...

We challenge the mundane processes that suck the life out of work

You know what I’m talking about!  

How much time do you and your business lose collecting and keying in the same data into multiple systems?

How excited do you get about walking or even emailing legal contracts, HR Onboarding documents, financial statements, from one person to the next to ensure they all review and sign it?

Is that why you’re in business?  Is that the value your business intended to deliver when it set out to do business?

Of course not!  

We help you transform your organizations, connect your applications and fully automate your manual, paper-based processes across your existing and other DTM platforms.  We’ll  make you digital transformation heros, accelerating your success.

Our journey together starts today...let’s go change the world, break new grounds and make new heros out of you, your team and company!