2013 Business Plan - PowerPoint Presentation

Slide1

2013 Business Plan

Visionaries, Challengers, & Game Changers

EARNING A REPUTATION FOR BUSINESS DEVELOPMENT EXPERTISE

August 2012Slide2

Visionaries, Challengers & Game Changers

2

Someday when people look back on CU*Answers, what do we want them to say?

“CU*Answers was a team of visionaries, game changers, and

challengers...cuasterisk.com was a network of those kinds of people, and inspired generations of credit unions to adopt those same goals.”Slide3

Building Business Development Expertise

3

Business Development (according to Wikipedia):“Comprises a number of tasks and processes generally aiming at developing and implementing growth opportunities.”

We’ve planted our flag on the idea that we use our products and services to build businesses...We’re a network that can generate growth

opportunitiesSo in 2013, we’re focusing more than ever on business development as a route to earn us the reputation as Visionaries, Challengers &

Game Changers

Will your team be the first to lay claim to one of these monikers?Slide4

An Ongoing Foundation For How We Plan, Every Year

Reviewing Our ApproachSlide5

(1) Differentiating Our Network Approach

Old Game/New Game

5Slide6

(2) Attacking Our Marketplace with a Layered Design

6Slide7

(3) Goals for Expanding our Client Base

7

Work with more diverse and complex CUs who have dedicated and specialized teams.

Increase our solutions’ viability for larger CUs and match up better with a wider set of CU decision-makers.

Broaden our geographic marketplace and build additional regional intensity to expand where we are doing business.

Leverage our capabilities, talents, and software copyrights to expand into other businesses, both inside and outside the credit union industry.Slide8

Projects and Efforts That Focus Us as Visionaries

Projects and Efforts That Focus Us as ChallengersProjects and Efforts That Focus Us as

Game ChangersWhere We’ll Focus in 2013Slide9

Projects and Efforts That Focus Us as

Visionaries

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Back to Wikipedia again: Visionaries: “Prophets, Thinkers, Futurists, Dreamers”

Not hocus pocus...think “thought leaders” and “thought leadership”An organization becomes what it studies...to

be successful, an organization needs to study

opportunities

with more zest than

problems

Technical teams are great at studying and earning certifications for their careers...can we find a new way to study together as an organization to yield new results for our

business development

goals?Slide10

Projects and Efforts That Focus Us as

Visionaries

Taking Our Business Plan ViralWe have some projects for helping our clients take their business plans “viral” to their members and community

What about our own business plan?Shared with cuasterisk.com partners

Posted on Portal for employeesWhat about www.cuanswers.com?I’ll be soliciting “20 Commentators

” to read and commend on our Plan (non-Board credit union CEOs, industry stakeholders)

10

Let’s see if we

can

encourage others

to become visionaries, challengers, and game changersSlide11

Projects and Efforts That Focus Us as

Visionaries

Taking Our Business Plan Viral

11

Check out a new segment on

score.cuanswers.com Slide12

Projects and Efforts That Focus Us as Visionaries

Taking Our Business Plan Viral

12Check out a new segment on

score.cuanswers.com Slide13

Projects and Efforts That Focus Us as

Visionaries

Taking Our Business Plan Viral

13

Check out a new segment on

score.cuanswers.com Slide14

Projects and Efforts That Focus Us as Challengers

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Rethinking CU*BASE trademarks and marketing to inspire new efforts within our network

CU*BASE “Editions”GOLDServicer Edition (SE)Cloud (or, more likely, “Evolution”)

Operations...and what about smaller “modules” like groups of menus (ERM) or other segments?Slide15

Projects and Efforts That Focus Us as Challengers

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Challenging the way our teams have grownSlide16

Projects and Efforts That Focus Us as Challengers

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Challenging the way we earn our money from growthAvoid incremental and momentum based thinking

Avoid investment without harvesting Avoid compensating business developers to the point where their goals control the growth more than the goals of the organization

Working with CMS to review the 3 areas where business grow:Growth from new CU*BASE GOLD sales – their role and how they earn Growth from existing CU*BASE GOLD clients – how they turn support into new annual revenuesGrowth from new markets and taking their brand outside the network – can we move from moonlighting to more traditional business development and investment? Slide17

Projects and Efforts That Focus Us as Challengers

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Challenging our pricing and competitive practicesMarketing concessions are signaling a shift in how we sell CU*BASE GOLD

Challenging our industry’s status quo: building challengers among our clients and partnersCooperative Score (part 1) – the Cooperative Score Self Assessment

Viral Business Plan – Add “Read our business plan” link to It’s Me 247Use “Vote Now” to get real results from surveysWhat else?Slide18

Projects and Efforts That Focus Us as

Game Changers

18A reputation that our network, our firm, and our team members need in order to be

successful

“Why should I invite CU*Answers to be part of my agenda?”

“Because we’re game changers. We may be the missing ingredient that will help you succeed.”Slide19

Projects and Efforts That Focus Us as Game Changers

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What will it take for CU*Answers to build a network

with the reputation of being game changers? Is this a marketing problem?

Is this an opportunity issue? Can we find areas where we can make a real difference and be known for this? Is this an issue

of

influence

?

Can we really influence our industry, our clients, and our partners to merit the reputation as game changers? Slide20

Projects and Efforts That Focus Us as Game Changers

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Is this a marketing problem?

Build brands and raise the awareness ... tell the marketplace we believe we are game

changersEvolve our website persona and leverage content in a new wayIs this an opportunity issue

?

Create opportunity to be seen as game

changers:

get into

the right

rooms

Chip’s challenge

:

“

What expertise does your team have that can get you to national events? What outlets do you have? What capabilities do you have?” Slide21

Projects and Efforts That Focus Us as Game Changers

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Is this an influence issue?Become a reference as an organization where

e-document strategies have made a differenceInfluencing through investing in other firms and their initiatives, partnered with ours

Influencing the outcome of projects through participating in industry initiatives

It’s a

delicate balance tactically to want to be invited and then, once there, to do the right thingSlide22

Projects and Efforts That Focus Us as Game Changers

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Building game changers among our clients and

partnersA “Grand Opening State of Mind”Tweak our processes (Product Team)

Develop marketing and sales support services focused on re-launches (CIMT/Xtend)Rethink the Peer Analysis/Learn From a Peer

Develop marketing

and sales support for launching directly to credit union members

(GOK)

Cooperative Score (part 2) – showing that customer-owner participation can be a game changer for a cooperative.

CUSO Financial Services, Inc. (CFS)

Changing the game for our

cuasterisk.com

partnersSlide23

Every year our clients, the marketplace, and our teams anticipate the next step in our day-to-day evolution

Here’s where we will focus in 2013...

Delivering on Our PromisesSlide24

Improving Our Solutions

(What We Sell)

24Improving Our Competitive Position

Accounting Top 10Not taking a quiet audience for grantedImproving our reference with CFOs, accountants and bookkeepers

The next step in what we learn from Xtend SRSLender*VP Top 10Continuing to deliver on the promises made to stick with lending until we get it right and until our credit unions are maximizing our toolkit and network

potential

File Expansion Project (FEP) and Improved Next Generation (ING)

Laying the foundation for the

inevitable

Gaining the confidence of your clients that you can execute changeSlide25

Improving Our Solutions

(What We Sell)

25Improving Our Competitive Position

Establishing Mobile App Integrations and SupportIt’s the craze...the whole world is moving to mobile!What

are we doing? Answering our clients’ challenge not to be left behindBalancing the need to study where all this is going against the investment into proofs of concept

...and don’t forget

Teller Platform – delivering on

the Currently

Serving foundation

Aggregation – building a stronger relationship with

MoneyDesktop

CU*BASE GOLD Look and Feel (ING) – will deliver on 2012 goals

EFT

– anyone

remember what a C2B2B model means

?Slide26

Improving Our Solutions

(What We Sell)

26Where We’re In the Lead It’s Me 247

Nav-01: Launching January 2013!Using pretty pictures to keep our audience engaged, while changing the foundation to ensure this product can evolve dozens of new capabilitiesTiered Services next

phaseGetting credit unions to see Tiered Services as more than just a relationship management tool Still valuing it for its unique ability to automate relationship management all the way to the point of sale

Analytics:

Actionable Analytical Approach

(AAA

)

It could take a couple of years of a grand opening mindset to really make a difference with credit unions, beyond the initial wow

factor

...and don’t forget

Compliance tools

Online and mobileSlide27

Improving Our Solutions

(What We Sell)

27Our Clients Under PressureResponding to credit union investments in ancillary products that require core

integration Helping new and larger clients who have made an investment in third-party products (Verifin

, Meridian Link, Marquis, SageWorks, etc.)Avoiding the trap of relying in integration revenues: we’ll do these as investments in learning, more than a way to earn a quick buckSlide28

Improving Our Business

(Supporting What We Sell)

28DR/BR: Capitalizing on a New Mindset

Release Management and the Speed to MarketPaying for beta-testPaying for product certificationsBuilding Processes for Across-the-board Reinvestment

RFPs (i3 & AnswerBook, no change; online education moving to CU Training 11/30/12)F&E procedureMeet & greets for new employees, Sales Planning meeting, cuasterisk.com administrating meetingSlide29

Improving the Collaborative Environment

(CU Business Models, Infrastructure, and Non-CU Partners)

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Driving cuasterisk.comCU*Answers Connected to the WorldLender*Hub

SSO connectionsConnecting Networks for CU Income OpportunitiesCFS, Ross Blair, denied loan exchange?CU*BASE SE (the CU*BASE Servicer Edition)Slide30

“What are your expectations when you publish a business plan

?”I don’t mean what’s in it, I mean what do you hope to accomplish by publishing it?

If we take this thing viral, what does that mean to our future, our opportunities and our success?Conclusion