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How does B2B CFO® help it's B2B CFO® Services partners?
Andy: So Now Joe, your position
at B2B CFO of Vice President of Operations is a new one and
am I correct that it's the only other executive title in the entire company. Joe: Other than the CEO
correct. Andy: Other than the CEO.
What does the role entail? Because it's brand new and I guess it's never been
part if the company before so what do you do?
Joe: Well we're big enough now that we can afford the role like this and
it's very important to drive the company forward.
My main focus is on partner development.
We bring partners in, we give them our initial training, we've given their sales
training, we assign a coach. It's my job to watch what they're doing, watch
their results and if they need more resources to apply those resources
and to help them develop into successful partners.
Part of that is also doing firm wide initiatives
to help drive their revenue.
For instance, One of the things we have is on our website, we have on
every page of the website any business owner can click and ask for a free
discovery analysis from one of our partners.
All of those leads come to me and it's my job to figure out what does that business
owner need on a very high level basis? And assign a partner who's close and has
that background
and can probably help them the best.
Andy: So this is not the typical sales model where whoever takes the phone call
whether he is qualified or not gets the lead and owns the account
and tries to fill the order.
I just heard of a very sophisticated screening process that you're
telling me.
Where the lead comes in, it's evaluated,
resource allocation is compared to the requirements of the client and matched
together, so that the right service is matched to the right client. Joe: Yeah, in addition to my
role as vp
I still maintain a small client base and i just recently had a
situation where a lead came in from a contact,
I didn't have the time available to help, so i brought
another partner in, introduced him and during that discovery analysis we
discovered that there was a particular expertise that was absolutely needed to
do the right thing for the client. We brought that third partner in and those
two partners are now taking great care of that client.