Sportstec Ice Hockey Presentation
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This document discusses strategies for gaining new sponsors and winning deals in new markets for an ice hockey analytics company. It emphasizes doing research on potential sponsors through online networks and existing customer contacts. Building long-term relationships is key, starting by understanding what motivates sponsors and finding advocates within their organization. Over time, demonstrating value through product innovations and high-quality support helps earn new business and move to higher levels of support within organizations. Maintaining connections across opportunities helps expand partnerships to new teams and sports over many years.
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Sportstec Ice Hockey Presentation
- 1. Ice HockeyIce Hockey New markets...New thinking - RESEARCHNew markets...New thinking - RESEARCH AND RELATIONSHIPSAND RELATIONSHIPS
- 2. New Markets and Winning DealsNew Markets and Winning Deals Who is and how toWho is and how to find thefind the sponsor/driver?sponsor/driver? How to getHow to get sponsor/driver onsponsor/driver on your side?your side? RESEARCH!RESEARCH! How to get to the nextHow to get to the next level?level? What does the solution lookWhat does the solution look like?like? What finally gets the deal?What finally gets the deal?
- 3. Research - Help - FindResearch - Help - Find Help yourself - Google, LinkedIn, Facebook,Help yourself - Google, LinkedIn, Facebook, Twitter, etcTwitter, etc Can anyone help at SportstecCan anyone help at Sportstec Existing customersExisting customers ContactsContacts
- 4. New Markets and Winning DealsNew Markets and Winning Deals Who’s theWho’s the sponsor/driver?sponsor/driver? Person on the inside that is the Advocate for Sportstec, need access toPerson on the inside that is the Advocate for Sportstec, need access to decision makerdecision maker Video/Analyst/Coach?Video/Analyst/Coach? -- -- -- -- Mid LevelMid Level -- -- -- -- -- C-LevelC-Level -- -- -- --
- 5. How to get sponsor on your side...How to get sponsor on your side... What motivatesWhat motivates them?them? What works???What works??? Saving Money/ROI?Saving Money/ROI? Better features?Better features? Mac based product?Mac based product? Better service?Better service? Alignment with a Global company who work withAlignment with a Global company who work with all sports?all sports? Use your personal styleUse your personal style ReferralsReferrals Coaching MovementCoaching Movement PersistencePersistence AppleApple SPORTSTEC - Product/Features/Support/PriceSPORTSTEC - Product/Features/Support/Price
- 6. Next Level...RELATIONSHIPNext Level...RELATIONSHIP Motivation - Why are you? Why do you wantMotivation - Why are you? Why do you want to?to? Privileged and specific information - pains,Privileged and specific information - pains, cost, “insider” infocost, “insider” info How to ‘beat’ his specific competitor.How to ‘beat’ his specific competitor. Help with new customers, referralsHelp with new customers, referrals
- 7. The LoooonnnngggThe Loooonnnnggg RoadRoad 2004- Relationship started2004- Relationship started 2006- Relationship continued at new jobs2006- Relationship continued at new jobs 2009-10- Relationship with United Center, Bulls and IT2009-10- Relationship with United Center, Bulls and IT 2008- Sportstec starts to gain market share in NBA and2008- Sportstec starts to gain market share in NBA and Basketball, sell to BullsBasketball, sell to Bulls 2010 - Advocate takes us to power and shows2010 - Advocate takes us to power and shows powerful editing, analysis and presentation tools inpowerful editing, analysis and presentation tools in Sportscode V8. DEAL DONE!Sportscode V8. DEAL DONE! 2012+ - Coaches/GM moved onto new organization.2012+ - Coaches/GM moved onto new organization. How can experience with Blackhawks help with otherHow can experience with Blackhawks help with other teamsteams
- 8. Timeline and ConnectionsTimeline and Connections Chicago Blackhawks:Chicago Blackhawks: Anatomy of a DealAnatomy of a Deal Keep in contactKeep in contact when we bothwhen we both got college jobsgot college jobs Built relationship withBuilt relationship with organization and ITorganization and IT group, that overseesgroup, that oversees Bulls and BlackhawksBulls and Blackhawks Sold to Blackhawks,Sold to Blackhawks, one of biggest teamsone of biggest teams in NHLin NHL Worked at aWorked at a basketball campbasketball camp as undergradsas undergrads 20042004 Hired byHired by Sportstec, soldSportstec, sold to Bullsto Bulls20062006 20082008 2009-2009- 20102010 20102010
- 9. The BlackhawksThe Blackhawks MotivatorsMotivators Cutting edge?Cutting edge? Better features?Better features? HDHD Mac?Mac? Better service?Better service? Global company who work with allGlobal company who work with all sports? Feature developmentsports? Feature development Update andUpdate and upgradesupgrades CUTTING EDGE: Fall behind if theyCUTTING EDGE: Fall behind if they didn’t changedidn’t change
- 10. Why they loved us!!Why they loved us!! Liking the people - Mike, Reid, and myself.Liking the people - Mike, Reid, and myself. Support - One callSupport - One call HD captureHD capture Live capture/codeLive capture/code Customize own code input (output) windowsCustomize own code input (output) windows Cutting edge - iPad, sharing content, AppleCutting edge - iPad, sharing content, Apple
- 11. What Finally gets theWhat Finally gets the deal?deal? Cutting edge?Cutting edge? Better features?Better features? Mac basedMac based product?product? Better service?Better service? Alignment with a Global companyAlignment with a Global company who work with all sports? Featurewho work with all sports? Feature developmentdevelopment BetterBetter developmentdevelopment PathwayPathway Fall behind if they didn’t changeFall behind if they didn’t change
- 12. Take Away messagesTake Away messages Research. Expert. Resources.Research. Expert. Resources. Use your existing networks and connect with allUse your existing networks and connect with all people. Not just one person, surround thempeople. Not just one person, surround them with friends, customers, etc.with friends, customers, etc. Prepare for the long haul. 34 minutes to 34Prepare for the long haul. 34 minutes to 34 months.months. Providing vision and value in a real way throughProviding vision and value in a real way through a genuine RELATIONSHIP.a genuine RELATIONSHIP.
Notes de l'éditeur
- Ask your contacts for their contacts. Never know who knows who and who is willing to help. They might not help, they might not know anyone, but ASK!!! Have to read people, within leagues and conference teams might not get along. If they turn cold when you bring something up, change the subject ASAP!
- What drives them? Saving money?, better features, mac based product, better service, alignment with a global company who work with all sports? We know that we can meet all these drivers but some will be irrelevant to the driver. Play to the relevant ones and emphasize them. People might not even realize some benefits, it just adds more ammo to your sale.
- I can’t stress how important the client relationship is. Relationship building allows us to ask the hard questions. How much they were paying and how much they were prepared to pay- would we be affordable? What they wanted to achieve? Could we meet those requirements? What do I need to do for the “higher ups”? Sometimes it can be really hard to develop client relationships.
- 2004 I wasn’t even thinking about relationship building for the future, but having contacts for years from all over the country (continent/world) can be so valuable.
- These are old features now, and we can often take them for granted but of huge importance to this solution is SportsCode’s ability to capture and code live and customize your own windows. In comparison, XOS told them how they had to work.
- Lots of little things add up to a lot. Apple, save 5 minutes, iPad, thunderbolt, camtwist, elgato, save three minutes, matrix, customization, save 3 minutes, easy to use, save 3 minutes. EVERY DAY!!!