David's Intranet

This Page of Intranet Site - External:

https://sites.google.com/view/copperwirecutler/priorities

This Page - Internal:

https://sites.google.com/d/1hmHbMiHMDkJRnZ06yRPGZD-4ZhL_HcY3/p/12JjQQCT_84et4s2AVST7UANx_QWN_VU7/edit

Latest Topic - 2/21/24

Created interview with Dr. Ram ... See it below and at: https://youtu.be/ATufMBp-FGM

Sales and Marketing plans to discuss with the team about our official plan:

https://sites.google.com/view/copperwirecutler/marcom

Sunil - Thanks for the update and support yesterday. I ask the hard questions because my Prospects are asking me!

2 items as discussed:

A) Please email me our internal location of our "Master Sales Deck" .PPT

B) Are these all the filters we should use to prioritize our IDEAL Customer Profiles (in relation to our capabilities)?:

Size

Industry Sector

Complex supply chain - Diversity of Divisions and Vendor and Supplier ecosystems

Global Presence: In regions where they must comply to more regulations (CA, NY, Australia, ...)

Culture - A promoted Sustainable mission for their brand and demonstration of commitment

Track Record in Sustainability Awards and partnerships

They embrace innovative solutions and technology adoption

Assess their current tech stack including sustainability solutions - Do we have preferences?

Any others?

Example - Here is Pharma Abbvie's partner criteria for Sustainability suppliers:

https://www.abbvie.com/who-we-are/operating-with-integrity/responsible-supply-chain/supplier-resources.html

WHY THIS INTRANET?

(Marc Knows)

This is the "Home" page of David Cutler's Impact Chain Sales & Marketing Intranet

(To edit, hit the pencil at the bottom right)

My hope is to make this Intranet a demo for a more robust collaboration platform (Asana, etc.)

My goal is to share my activities to develop a repeatable and scalable process for our next salespeople ... and channel partnerships for business development and co-promotions. This is usually called "Special Ops" between Product and Sales. I help validate Product/Market Fit functions while in the field with sales prospects.

It has been difficult to make meetings for 2 reasons:

1) The market is confused by random forces like regulations, definitions of ESG and CSR, and misguided public opinion

2) Impact Chain has not built a reputation as a reliable solution to consider my invitations

SOLUTION: Several Blog and Social posts will demonstrate our market position.

More ideas below... because we must earn meetings with confident and consistent presence across media and activities

EXAMPLE - Such as the "Ram Invite" page and video I created (under the Marcom Tab)

Real "Priorities" is Sales ... See the Sales Activities tab

https://sites.google.com/view/copperwirecutler/sales

"NEW PLAN" ... ? (January 2024)

GO-TO-MARKET PLAN FOR SALES & MARKETING

https://sites.google.com/view/copperwirecutler/marcom

"NEW PLAN" ... ? (December 2023)

For Internal clarification on our strategy and tactics plan...

Can we deliver what CSOs need over the next several weeks and months?
- Thought-leadership and POV (not our secrets) to build our reputation
- We need a listening plan with feedback loops to internal teams
- Part of Workshops and Presentations
  - We need a content plan that is efficient and easy
    - Blog, Social Posts, Events, Podcast, etc.
  - Partner with Associations, Journalists, Academia
Our business models
- Consulting fees
- Service fees
- Partner company fees
  - Obvious: Microsoft, AWS, Google,
  - Others: Accountants, Consultants,
  - See the Partnerships tab: https://sites.google.com/view/copperwirecutler/sales/partnerships
- Impact Chain Sales... of course!

"NEW PLAN" ... ? (November 2023) - NY State Regulations and related opportunities

Discussion points in the Sales tab:

https://sites.google.com/d/1hmHbMiHMDkJRnZ06yRPGZD-4ZhL_HcY3/p/1EcNYGA2Agvy4DRAcGZxluKZ_VdFB4W0E/edit

A recent (10/30/23) suggestion to our team:

Nikhil - I appreciate your comment about focusing my efforts for the team and "Bring it into their field of vision."

My Intranet has expanded from sales enablement for getting meetings ... to clarifying our Product/Market Fit.

There are several "fields of vision" that must be integrated for Sales and Marketing to work together and iterate toward success.

My Intranet is the start of an internal roadmap for external communications - https://bit.ly/Copperwire_Cutler_Priorities

2 suggestions for our team:

List priorities and designate internal owners to decide on tactics... and get team feedback and support
More content and branding is needed to get more of the right meetings. This does not need to be proprietary insights for our competitors... but it should be our open and confident POV on industry issues and needs that positions us as the leaders are

Sales Lead Generation...

2 Excerpts from https://www.pipelineformula.com/overview

No Perceived Differentiation: Prospects today are inundated with outreach and “marketing”. If you don’t stand out, it’s not possible to cut through the noise and get meetings with ideal prospects who fully understand your unique value proposition - and buy.

High-growth SaaS businesses are only created by combining product-market-fit with a scalable, customer acquisition system.

"NEW PLAN" ... ? (October2023)

Because of our current focus (such as Aditya Birla Fashion, let’s revisit our Sales Plan

Also: Sonic Healthcare, Deepak Fertilizers, UTD, Tata Motors

Goal = Get meetings with CSOs

Strategy = Our ICP understands our Product/Market Fit = Increase success = Better Reference = More Interest
1. Our internal Roadmap and Timeline
  1. Sharepoint?
2. Go-To-Market BRANDING
  1. We have deep practitioner solutions with realistic integration
  2. We are nimble entrepreneurs with fast innovation
  3. We are seasoned SaaS managers that make Customer Success our focus
3. Feedback loops for internal corroboration
  1. Collaboration of Product/Market Fit
  2. Market issues and opportunities

Sales and Marketing Tactics
1. Target Sector - TBD
  1. Ideal Customer Profile (ICP) - TBD
    1. Outbound List development
    2. Inbound broadcasting for lead generation for prospects with intent
2. Our Unique Value Proposition
  1. Priority for specific pain point
    1. Carbon Accounting?
    2. Next?
    3. Next?
  2. Each described as an ideal path to our holistic solutions
    1. Our Promise - Benefits
    2. Our Process - Deliverables and Integrations
  3. Modules… Sope 1,2,3,...
  4. AI…
3. Marketing creates Sales Enablement Content
  1. Internal collateral
    1. Email, scripts, Deck, Pdfs, Blog posts
  2. External POV from market shifts, competitive positioning, and opportunities
    1. Social posts, events,

Sales Process
1. Outreach with internal/External collateral
2. Update CRM with details and interest
  1. Discuss with internal team
    1. Collaboration of Product/Market Fit
    2. Market issues and opportunities
3. Tactics - What is our sequence of sales content touchpoints?
  1. Email 1 - Intro
  2. Email 2 - Relevant market reference - Audit
    1. Link to our Linkedin post
      1. Linkedin post will link to more info on our Blog post
  3. Email 3 - Relevant market reference - Regulations
    1. Link to our Linkedin post
      1. Linkedin post will link to more info on our Blog post
  4. Email 4 - More depending on market shifts and opportunities
  5. Email 5 - More depending on market shifts and opportunities
  6. Email 6- More depending on market shifts and opportunities

PARTNER PLAN - Include adjacent vendors and support their sales = Partner Referrals
1. Ashu to set a time to discuss strategy
2. Some initial thoughts on my intranet page:

https://sites.google.com/u/0/d/1hmHbMiHMDkJRnZ06yRPGZD-4ZhL_HcY3/p/1V_wD6jw-7HTlAGctqmyf_q3sytSij2FH/preview

BONUS POV:

We're in the "dark social" era where B2B buyers discover & evaluate products through the internet & their NETWORK (communities, social, word of mouth, content platforms, etc.), not a Sales rep.

Marketing in 2012 (aka Lead Gen):

I need to get contact information so our Sales team can do sales to people that don't want to buy right now.

Marketing in 2023 (aka Demand Creation):

I want to communicate directly with the market to create DEMAND for our product & AFFINITY to our company. I want to empower ICP buyers to move through their buying process independently and come to us when they're ready to buy.

Read my POV on 10 steps for go to market growth:

http://bit.ly/Methods_Models

More ideas and opportunities to discuss and prioritize on my intranet at:

https://bit.ly/Copperwire_Cutler_Priorities

"NEW PLAN" ... ? (September 2023)

3 Elements:

1) Nikhil's strategy for our Value Proposition and Ideal Customer Profile?

2) Ram is the embodiment of our vision and promise?

My attempt to create distributable assets is my video interview: https://youtu.be/ATufMBp-FGM

See more on my Ram Page in the "Marketing" tab

3) Providing the CSO with concepts and collateral that motivate him to bring Impact Chain to the CFO and the C-Suite

See deeper dive in my Marketing tab HERE

Tactics:

Identify Your Ideal Client Profile (ICP): First, define the characteristics of the corporations that are most likely to benefit from your software. Consider factors like industry, size, sustainability goals, and current practices.
Leverage Web3 for Credibility: Given your interest in Web3, you can showcase how your software utilizes blockchain or decentralized technologies to ensure the transparency and accuracy of sustainability data. Highlight specific examples or case studies where blockchain has made a difference in supply chain transparency.
Offer a Pilot Program: Consider offering a limited-time pilot program for interested corporations. This allows them to test your software with minimal risk. If it proves successful, it can lead to a long-term partnership.
Show ROI and Positive Impact: Clearly demonstrate how your software can generate a positive return on investment (ROI) for corporations and contribute to their sustainability goals. Provide real-world data and examples to support your claims.
Create Tailored Messaging: Craft a compelling value proposition that speaks directly to the pain points of CFOs and CSOs. Show how your software can improve governance, reduce risks, and enhance reporting accuracy.
Build a Strong Online Presence: Establish yourself as an industry thought leader by creating informative content related to sustainability and supply chain management. Share your insights and opinions on social media platforms, blogs, or industry forums. Your credibility can help get you noticed.
Network and Attend Industry Events: Attend conferences, webinars, and sustainability-focused events where CFOs and CSOs might be present. Networking is a powerful tool for building relationships.
Leverage Existing Relationships: If you have existing connections within the corporate world or in sustainability circles, reach out to them for introductions. Personal referrals can be highly effective.
Collaborate with Sustainability Organizations: Partner with sustainability-focused organizations or industry associations. They can help you gain credibility and access to decision-makers in the field.

SALES & MAERKETING METHOD:

Our team should share more conversation around external forces and opportunities for our Targets. We should collaborate on the best actions to get attention, intrigue, educate, and build momentum

If we had quick chats more often, these ideas would not build up here in this Intranet
All our outreach could iterate towards more relevant projects that match our capabilities and rollout of functions

Here is my POV on a go-to-market strategy in a 10-point plan (with an AI twist, of course):

http://bit.ly/Methods_Models

This Sales & Marketing Intranet has topics for us to prioritize and take action - Such as:

Agreed definition of our Ideal Customer Profile
- Now for our internal validation and insights?
- Next for co-promotions and exposure?
- Our future best prospect?
Multiple posts with Impact Chain's POV - Prospects ARE looking for our current opinions about our position on related market shifts and our activities - Examples:
- California mandates (for companies over $5 Billion)
- Our speaking engagements demonstrating our POV

See the details I added on Ram's post:

https://www.linkedin.com/feed/update/urn:li:activity:7111028515369586688

- Glossary of term definitions and direct insights into our solutions
- Insights from other companies including our customer/partner testimonials
Test and clarify our most helpful and impactful VALUE PROPOSITIONS
- Which functions will be ready first? Are we using the below "Wheel?" (or is this confidential?)
  1. Can we define a MOST LIKELY set of products/services that we can and give a name to?
  2. How can the IDEAL customer use-cases position our next functions and vision?
- Which Government Regulations are going to cause the most reaction with our prospects?
- Which industry sectors will be most impressed with our range of solutions?
  1. What Industry Groups should we participate with - Like B Corps?
  2. What about the Investor Disclosure sector ?
- Who are the service partners that make our solution more complete. Who needs us?
- Which Industry Associations are most aligned?

Helpful Priorities: From Catalant Survey of Independent Consultants - Supply chain transformation projects experienced 210% growth since Q2 2022

Project demand has grown in strategic sourcing & procurement, as well as supply chain strategy and transformation. We’re seeing spikes in projects around inventory reduction, S&OP, demand forecasting, enterprise controls, and change management.

(These are in the "Event Notes" tab in "Marketing"

Conference Notes to discuss for our Sales and Marketing Strategy

"Achieving ESG Data Trust: Internal Optimization for Assurance Readiness" - From Workiva and Verdantix

https://bit.ly/Cutler_Conference_07272023

This is from my B Corp Page in the Marcom Section:

There is a BIG opportunity for someone to help the 70 people at BCorp manage their process with a new system...

Who is that vendor?...Our new consulting plans?

... Do we know someone that can help them and then use us?

FYI, Here is one of their disclosure docs:

https://www.bcorporation.net/en-us/news/blog/share-your-feedback-draft-new-standards-b-corp-certification/

Intro to Chainlink Research for a Briefing - 7/31/2023... Who is following up with Bill? (Nobody did)

Bill McBeath (cced here) is a contact with an impressive reputation as a Researcher at https://clresearch.com/

He told me today that he would be interested in receiving a Briefing on Impact Chain.

https://clresearch.com/research/ - See highlighted Topic attached (below)

Another relevant Topic to our current projects is https://clresearch.com/topic/industry/food-ag/

Here is an intro:

We are interested in receiving briefings, within the domains we focus on, from solution providers of all sizes. These are mutually beneficial sessions, as we keep up on the latest solutions and become aware of and knowledgeable about your company. If you believe ChainLink should learn more about your company, please fill out the form.

As a leading analyst firm in supply chain and IoT, ChainLink strives to stay up with the latest developments and solutions in our areas of expertise. This includes logistics (transportation and warehousing), distribution, demand management, supply chain planning and optimization, sourcing and procurement, service and repair, supply chain risk, sustainable supply chains, IoT, global trade management, supply chain networks (including blockchain-based networks), cold chain, supply chain security, AI/ML, autonomous supply chains, supply chain finance, channel management, and more.

Please reply to Bill with next steps...

Bill McBeath | Chief Research Officer | ChainLink Research

321 Walnut Street, Suite 442 | Newton, MA 02460-1927

Phone: 617-762-4040 extension 414 | Fax: 617-762-4041

bill.mcbeath@clresearch.com | www.chainlinkresearch.com

The below segment is also on my "Content" tab under "Marketing"

ONGOING CONTENT (Blogs, Social) - NOT for "Inbound Marketing" to attract prospects

It is for our TARGET PROSPECTS to see our CURRENT PRESENCE AND POV when we invite them

MORE CONTENT will come from our regular discussion on our POV and a process to share

We should have a weekly post on Linkedin
Here are the topics ... each can have multiple ongoing posts from our vision and activities.

Tagline: Impact Chain - Unlock the business value of Sustainability using Distributed Trust Technology

· Collaborate

· Plan

· Collect

· Track

· Audit

· Certify

· Report

· Act

· Analyze

Why:

The main goal is to directly reach out to target prospects with multiple touchpoints along their buying journey, rather than just relying on inbound marketing to be found.

We aim to demonstrate our authority as thought leaders and industry experts by delivering valuable expertise, insights, and point of view on industry trends, challenges, and solutions through our posts, articles, multimedia productions, and interactive conversations in the Comments.

By leveraging LinkedIn's extensive network of 875 million members (and their extensive content and community tools) we can grow awareness and visibility by actively participating in discussions and engaging with relevant communities, including both industry-specific and adjacent ones, to reach influencers.

In addition, LinkedIn provides us with an opportunity to reach influencers both within our existing pre-sales negotiations and across our ecosystem of partners, strengthening our relationships and expanding our reach.

These interactions not only help us build our reputation but also provide critical market analysis, allowing us to gain insights into current customer preferences, pain points, and evolving market demand. This information is invaluable for refining our priority products and functions, enabling us to maintain a competitive edge.

FYI:

77% of Linkedin members are outside the US

#India is the most followed hashtag with 67 million followers

Bonus:

We believe in decentralization… so we distribute our conversations outside the limiting control of our own channels.

We enable "Network Effect" distribution to discover new issues, opportunities, and channels

Linkedin algorithms prefer more detailed insights and advice

... This is what I was prompting us for after Ram's recent speaking engagement:

https://www.linkedin.com/posts/copperwiresystems_awma-esgdata-activity-7089620328225677312-OdW9

TECHNIQUE TIP - Let's comment on each other's posts - such as on mine... here are a few where I used #ImpactChain:

https://www.linkedin.com/feed/update/urn:li:activity:7033581367800074240

https://www.linkedin.com/posts/cutler_sustainability-esg-data-activity-7067601496367878144-gbgA

LI - https://www.linkedin.com/posts/sustainabilityinstituteerm_esg-esgreporting-ratetheraters-activity-7061992922396651520-rwl6

SPP - https://www.linkedin.com/feed/update/urn:li:activity:7062089691612762112

Summary - https://www.spglobal.com/esg/insights/blog/we-asked-companies-why-they-participate-in-the-csa-here-s-what-they-said

I would like to interview supply chain influencers...

Here's an example of 10 Leaders:

https://supplychaindigital.com/digital-supply-chain/top-10-supply-chain-influencers

One that I know is also connected to Sunil

https://www.linkedin.com/in/chris-caplice-1839

Interim CRM - https://bit.ly/Cutler_Pre_CRM_Notes

When ready (Sky additions pending) - https://app.gopipelinepro.com

June 2023 highlights in this site:

Regulatory pressure ... prioritize Governance "situations" around the world
B Corps using Avocado
New Bayer connections
... FYI CEO implements new techniques for eliminating bureaucracy https://www.ft.com/content/1d0112ad-b523-4b78-aaa3-586b1f05ccb6
IFRS - Dr. Bob - supply chain edu
The Ram Brand
We have been invited to be a client in a Food Supply Chain class at Northeastern University
Content - Social posts... Infographic? that demonstrates our impact ... Sustain-O-Tron

Roundup email to Copperwire team with my "Hot Topics" from May 2023... No feedback from Copperwire

1. see the ISSB Linkedin post from a few days ago with a helpful video:

https://www.linkedin.com/feed/update/urn:li:activity:7079024099615723520

1. Prospects want more details and validation before they will make the time to meet with the Copperwire team. They ask where else are we getting exposure beyond our own site?

Ben Anderson from BCorp - Discuss our BCorp plan? SEE BELOW - Avocado contact for Ben?
Peter Baty from Aldo Partners - No Diageo name for Peter. Namit said he will let me know.

1. Setting meetings is difficult without an introduction or reference (Linkedin, referral, events)
  1. We need to build a list of prospects and clarify our strategy
    1. more specific set of parameters for our Ideal Customer Profile
    2. This is just a start How are we positioning ImpactChain compared to Copperwire?
      1. Role: CSO, CMO
      2. Size: Small = $100m - $5B
      3. Sectors - with Customer Summaries

More strategy on my MarCom Page https://sites.google.com/view/copperwirecutler/marcom

We need more feedback and collaboration and support on our strategy
1. We need to create a list and agree on strategy
  1. Such as leveraging HQO and Avocado
2. Questions from https://copperwire.io/case-studies.html -
  1. What is TADA? What is "Data Fabric" (any relation to The Fabric)?

The Impact Chain landing page was not up until June 1
1. I have made suggestions. I believe we should lead with the highest priority need of our Target prospects.
  1. Can we all agree on these
2. Here is a headline:

Unlock the business value of sustainability across your supply chains

Impact Chain allows you to leverage Artificial Intelligence and Distributed Trust Technologies for the most innovative solutions to internal and external stakeholder engagement.

POSITIONING:

I believe we should lead with the highest priority need of our Target prospects.

What do you think of this?:

Unlock the business value of sustainability across your supply chains

Impact Chain allows you to leverage Artificial Intelligence and Distributed Trust Technologies for the most innovative solutions to internal and external stakeholder engagement.

Can we agree on our prospect's priorities? These are what I am hearing...

They need a system that integrates with their current processes while facilitating collaboration with suppliers to drive sustainable practices for internal accounting audits, cost saving efficiencies, regulatory compliance, and customer expectations to grow revenue.

The prospects I am talking to are not seeing our presence in the market. We should be creating more content (blogs, social posts, industry interviews, etc) that describe how most solutions can be unlocked with better supply chain management - risk mitigation, carbon emissions reduction, circular economy design, biodiversity, and social responsibility.

Dr. Ram meetings are one of the many good ways to position our thought leadership. But we need to make this a company-wide agenda to build awareness and momentum.

I should not be the only one promoting it

Ram Invite Page - Update and launch Ram invite - https://copperwire.io/book-a-meeting.html

Are my edits ok? https://bit.ly/Tweaks_Ram_Invite - Use my updated video: https://youtu.be/ATufMBp-FGM

Who at the Air & Waste Management Assoc should we coordinate with for co-promotions and community participation?

Currently I am using my first demo page for Dr. Ram invitations that David created: https://bit.ly/Dr_Ram_Invitation

Deck - updated with new infographic? Can I get an editable .PPT version? Is there a shareable .PPT link?

My link to our (latest?) deck in PDF: https://bit.ly/ImpactChain_Deck1

My short post with his personal overview: https://bit.ly/ImpactChain
My 2 pager for sales conversations and new infographic - https://bit.ly/ImpactChain_IntroPDF

Editable version - https://bit.ly/ImpactChain_IntroPrint

Sky and I have a 10 x 1 minute videos idea over at the "Ecosystem & Ideas" Page

Ram and I are working on content for our Social feeds starting with an overview: https://bit.ly/Planet_Movement

Sports Industry "Needs Incentives" according to my golfing contact at USGA

Send investor pitch to David to send to https://www.engine.xyz/ - https://engine.xyz/people/reed-sturtevant https://www.linkedin.com/in/reedsturtevant/ - reed@engine.xyz

Help me think about how to tell a CMO's story (Avocado?) about end-consumer engagement with more confidence and no greenwashing at:

www.TruthRefinery.com

Ram mentioned https://www.chrissapagitsas.com/csos-at-work-book … Next steps?
Question about one of many prospect categories... Food

If HQO is an early client, should we pursue related but non-competitive companies?

Such as Food Wholesaler UNFI...?

https://www.unfi.com/about-us - https://www.linkedin.com/company/unfi/

Erin Horvath Chief Supply Chain Transformation Officer at UNFI - Driving Enterprise Excellence & Scaling Growth at the Intersection of Operations, Supply Chain & Technology

- Malvern, Pennsylvania. HQ in Rhode Island https://www.linkedin.com/in/erinhorvath/

Reminder and related - we have been invited to be a client in a Food Supply Chain class at Northeastern University

BONUS - What is our plan around IFRS /ISSB?

IFRS - https://www.ifrs.org/

ISSB - https://www.ifrs.org/groups/international-sustainability-standards-board/

Ram - Do you agree that IFRS/ISSB have the right mindset and methods to focus on? Here is an example from my new friend Bob Pojasek:

https://www.linkedin.com/posts/bobpojasek_issb-issbstandards-sustainability-activity-7062129687212249088-kb5W

July thru January is going to get lots of interest. See:

https://www.linkedin.com/feed/update/urn:li:activity:7061717754440990721

Bob said:

Supply chain is always a hot topic. The same is true of its “cousin” – procurement. IFRS is including supply chain in its program. You need to get “registered” on the IFRS website. It’s “free” and you can choose what you want to know about. Since the “trial” of the system starts in July. There is a lot of information being posted. at https://www.ifrs.org/

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