Cardinal Points Group Overview

Helping IT Leaders Realize Lasting Improvements and Performance

Cardinal Points Group Advisement and Education

“It is not the strongest of the species that survive, nor the most intelligent, but the one most responsive to change.”

Charles Darwin

© 2013 Copyright Cardinal Points Group, LLC All Rights Reserved

About Cardinal Points GroupCardinal Points Group was founded in 1998 by Warren Turner to leverage his deep experience and successes in the IT channels business to help leaders in IT Product, Services, Solutions and related Channels maximize the potential of their companies

Workshops & Seminars – Game changing education such as The Transformation Workshop, Financial Management Workshop and Services Sales Workshop

Advisement Services –Experienced trusted guidance for owners and executives throughout the IT channel network.

“Warren has a clear insight into the challenges facing today’s resellers and services providers. His been there done that experience is relevant to our business needs. He thinks straight and talks straight, providing practical advice.”

Todd Bowling, Chief Executive Officer, Solutions II


About Warren Turner

Warren Turner - Background & Experience• Specialized in the technology, manufacturing

and distribution sectors as a sought after consultant for Arthur Andersen & Co

• Drove transformation and subsequent exponential revenue growth as SVP and CFO of Dickens Data Systems over a 5 year span from 1993-1998

• Founded Cardinal Points Group LLC in 1998 to help companies achieve transformational growth

• Executed hundreds of highly rated business workshops in over 28 countries

“If you were ask me what I deliver, I’d have to say clarity. Lasting performance in an IT channels business comes from clarity.Clarity means knowing what success

looks like big picture while at the same time knowing the specifics that will deliver it.”

Warren Turner, Cardinal Points

Dickens Data Systems, Inc.Revenue History

050100150200250300350400

1993 1995 1997

Millions

Double Digit Growth…Transformation, Focus &

Profitable!!!


IBM References“Warren Turner has been an integral contributor to our IBM Global Services Channels team and is highly respected in his area of expertise. As we have continued to strengthen and grow our services business partners, Warren's financial and business knowledge and experience has been instrumental in helping GTS gain more clarity on challenges small businesses are facing. He understands the financial impacts of running a services business and provides strategic planning with actionable steps that lead to profitability. He is well respected, engaging and a valued asset to any business looking to grow their business profitably.” August 18, 2011

1st Bob Hoey, General Manager, IBM Global Technology Services

IBM’s Financial Management Workshop (FMW) “Managing a Profitable Services Business” more commonly referred to as “Dancing with the Elephant” by some has received the highest evaluation scores in Business Partner Channel History. The FMW was authored by Cardinal Points Group’s Warren Turner. Leveraging the success of the FMW and Warren’s unique career background and reputation in the channel, we have ask him to assist in the development and deployment of this next generation workshop dealing with the challenges of Business Partner Transformation.


Solution Provider Educational Roadmap

Business Partner

Strategy Building Competency Building

Business Partner Consulting Engagements

Benchmarking Best PracticesDeveloping Compensation Plans

Management Disciplines for ServicesCompetency Assessment & Strategies

Sales and Marketing ToolsIndustry Education Models

Return on Investment ModelsJustification Templates

IBM Offerings “Business Issue” Sheets


Change is an ImperativeQuestions facing the channel will drive the need for change

How are you going to answer the questions facing the channel today?

Cardinal Points and IBM can help you navigate this change.


TRANSFORMATION WorkshopExpedite your journey form transactional to annuity revenues

Envision your future

Assess requirements

Identify critical actions

Define leadership imperatives

Develop skill paths

Create motivators

The result: A concrete plan to accelerate your business based on core competencies and unique strengths

The WorkshopThe industry is changing and business transformation is an imperative. This workshop is designed to help your company envision a profitable future and design a plan to transition your business model. Interactive, and action oriented, this session provides leaders with a unified vision and a focused approach to achieving it.

Want to Learn More?Warren Turner404-664-6000http://www.linkedin.com/in/warrenturner


TRANSFORMATION Workshop (One on One Format )

Summary Agenda

The Road Ahead: Builds a common understanding of opportunities and examines alternatives for success.

• Understanding Your Starting Point / Core Competencies

• The Journey• Possible Routes

Keys to Navigating a Successful Transformation: Defines and demonstrates the critical success factors for driving growth

• Leadership / Vision• Branding / True Marketing• Sales / Transaction to Consultative • People and Culture / Alignment

Hiring and Compensating

Roadside Assistance: Develops a roadmap to execute goals and identifies IBM resources to expedite success

Who Should AttendOwners, C-Level Executives, Sr. Leadership Team

PrerequisitesCompetency Questionnaire to be filled out by firm leadership prior to the one-day sessionTakeawaysThought LeadershipTeam FocusRelevant Best Practices Formal Observations and Recommendations

Format Intensive, interactive, one-day, executive-level workshop hosted at your location. Conducted by a highly experienced industry expert from Cardinal Points Group and key IBM product and relationship managers.


TRANSFORMATION Workshop (Peer Group Format)

Who Should AttendOwners, C-Level Executives, Sr. Leadership Team

TakeawaysRelevant Best PracticesThought Leadership

Format • Intensive, one-day,

executive-level workshop with selected attendees from firms within the IT service provider industry.

• Focused interactive learning environment that maximizes value by leveraging peer-based learning.

• Conducted by a highly experienced industry expert from Cardinal Points Group and key IBM product and relationship managers.

Summary Agenda

The Road Ahead: Builds a common understanding of opportunities and examines alternatives for success.

• Understanding Your Starting Point / Core Competencies

• The Journey• Possible Routes

Keys to Navigating a Successful Transformation: Defines and demonstrates the critical success factors for driving growth

• Leadership / Vision• Branding / True Marketing• Sales / Transaction to Consultative • People and Culture / Alignment

Hiring and Compensating

Roadside Assistance: Develops a roadmap to execute goals and identifies IBM resources to expedite success


Financial Management Workshop (FMW) Overview

Agenda

Solution Provider EvolutionReal CompetenciesFinancial Impact of ServicesThe Real Cost of IT

Getting Premium Prices

Upon Completion you should:

Understand the financial strategies of successfulservices companiesLearn benchmarks and current trends in the services industry – “your network to best practices””Develop immediate action plans to improve the services profitability of your company

Managing a Profitable Services Business

“Dancing with the Elephant”

© Copyright 2012, All Rights Reserved


For More Information

Warren R. Turner, PartnerCardinal Points Group, LLCContact:(o) 770-913-0048(m) [email protected]:www.cardinalpoints.comProfile:http://www.linkedin.com/in/warrenturnerBlog:http://warrenturner.blogspot.com/

Cardinal Points Group Overview

Business

channels business

profitable services

services business partners

cardinal points group

business knowledge

business needs

services providers

rated business workshops