Tom Ingram and Associates, Inc. Home
*Increase Margins,* *Shorten Sales Cycles,* *Improve Barriers to Competition* *for* *Software Companies*							*$500 million+ in Sales Gains,* $75 million+ in Margin Improvement for Clients* *Tom Ingram, PMP* *Dallas, Texas, USA* *972-394-5721* *tom@tomingraminc.com*
1^st Monday Zoom Call *“How To Grow Margins and Sales for Software Companies”* (*6:00-7:30* *PM Central, $150 each***)							*Research Published 2023 by* *Tom Ingram and Associates, Inc.* *Summary of Findings, 475 Public and Private Software Companies:* *RMA, Three Winners, Three Notable Losers*
*December 2, 2024 6 pm*				*Financial Services Niche* *Invitation*
*January 6, 2024 6 pm*				*Advertising / Marketing / Loyalty Services Niche*
*February 3, 2024 6 pm*				*Telecom Niche*
*March 3, 2025 6 pm*				*Healthcare Hospitals, Physicians, Labs Niche*
*April 7, 2025 6 pm*				*Healthcare Home, Nursing, Other Niche*
*May 5, 2025 6 pm*				*Construction_Niche*
*June 9, 2025 6 pm*				*State and Local Government_Niche*
*July 7, 2025 6 pm*				*Manufacturing, Industrial, Engineering Design Niche*
*August 4, 2025 6 pm*				*Manufacturing, Consumer Staples Niche*
*September 8, 2025 6 pm*				*Manufacturing, Consumer Discretionary Niche*
*October 6, 2025 6 pm*				*Oil, Gas, Chemical Niche*
*November 3, 2025 6 pm*				*Retail, Big Chain Niche*
*December 1, 2025 6 pm*				*Retail, Specialty, Non-Store, E-Commerce Niche*
*January 5, 2026 6 pm*				*Transport Truck, Air, Rail, Ship Niche*
*February 2, 2026 6 pm*				*Warehouse, Storage, Wholesale Distribution* *Niche*
*March 2, 2026 6 pm*				*Hotels, Restaurants, Recreation Niche*
*April 6, 2026 6 pm*				*Insurance Niche*
*May 4, 2026 6 pm*				*Services, Legal, Accounting, Tax, Payroll,* *Niche*
*June 1, 2026 6 pm*				*Services, Repair, Maintenance, Field Service* *Niche*
*Our Service:* The Jumpstart						*Details:* The Whole Product Bowling Alley 12 Artifacts As Leading Indicators of Success
*Sales Execution* *Successes*	*Strategy & Leadership* *Successes*			*Process Improvement* *Successes*			*Technical and Product Development Successes*		*Trusted by:*
Shorten Sales Cycles Favorite Personal Win Shortening Sales Cycles with Process Improvement Organic Sales Gains Sole Source Wins Value Pricing Grow Service Sales Sales Leader Success Stories	New General Manager And Team Produce $200 Million+ Profitable New Sales Over 10 Years, Closed $5.5 Million Sale to P&G in 60 Days, 73x+ Payback for Client* New President Installed in One Week, Generates $100 Million+ Profitable New Sales Over 8 Years 74x Payback for Client* New President Doubles Software Sales to Approx. $4 Million* Increase Margins Big Trouble, Turnarounds Grow High Margin Customers			Sales Process Improvement: $2.5 Million Savings Per Year from Improving One Process, $10 Million Savings Over 5 Years. Reduced Nationwide Process From 180 Steps to 117. $30 Million In Additional Sales Because “Easier to Do Business With” 40x Payback for Client* Sales Process Improvement: OPTIMIZING HOT LEADS: 42 Steps Reduced to 5 Steps. $30,000 cost results in $9 Million Expected Gross Profit Over 5 Years. 30x Payback for Client* Sales Process Improvement: Order Processing Reduced from 5 Days to 1 1/2 Days Before and After Process Flows – 10 Examples Complex Pricing, Quoting, Estimating Increase Sales with Better Customer Service			Technical Architecture Before and After (within 12 Artifacts) Agile Success Stories Rapid Results Success Stories Grow Sales, Margins with Better Product Development
		*---------------------------* *General Links* *----------------------------*
Client Success Stories Master	Client Quotes on Our Results			About Us			"How To", Articles, Books, Case Studies
Our Methods, Values	Ingram 18 Sales Technology Outcomes			Tom's 7 Big Questions for Complex Sales Organizations			Horror Story Database
Help A Buddy, Stay Connected, Application Software	Help A Buddy, Stay Connected, Find Good Work Over 50			Tom and The White Shirts Dance Band Bible Rock			Master Revenue Side Results Summary
Associates Page	Top 20, Second 30			How The Winners Do It			Video Interviews with the Sales Experts
TIA Secure Site	Big 5 for Integration / Execution Projects			12 Dysfunctions of the Software Business			Military Model: How Software Projects Resemble Military Campaigns
*-------* *Additional Research Published by Tom Ingram and Associates, Inc.* *-------*
Book Published 1998 by the Project Management Institute			Peer Reviewed Study Published 1994 by the Project Management Institute		Short Book Published 2004 by Tom Ingram and Associates, Inc.			*2021 Research Update:* *Software Company Strategy and Financial Performance*
		*-------------* *Archive Links, Pages in Transition* *------------*
Sales Leadership Execution Strategy				Sales Tech Margin Cost Improvement			Revenue Side Results Archive July 24, 2023
Project Payback Detail				Adoption Success Stories			Skinny CRM Successes, Flow Chart
Tom Ingram Personal Practice Building, Sales Wins				One Fish or Learn to Fish?			Schedule Zoom Call or Face to Face with Tom
Big Lessons From The Archives: The Key Words Interview Checklist from “Conversations With the Winners”: (password required) *Jack Henry:* 500% Return On Invested Capital 1995 to 2005, 300% ROIC 2012 to 2021. Profitable for 46 Years In a Row, Almost No Price Competition, Durable Barriers To Competition, Big Acquisition Growth Done Right…. *Documentum:* Shortened Sales Cycles from 18 Months to 6 Months. After 3 Years Of Revenues Less Than $2 Million, Sales Soar To $75 Million In 4 Years! 30+ New Accounts In First Year. Customer Payback Average Of 10 To 1, As High As 30 To 1 *Fiserv:* 100% Return On Invested Capital In Six Years, 15% Net Profit Avg For Nine Years, 47% Gross Profit Avg, 9 To 1 Services To Software Sold, Spectacular Market Value On Moderate Invested Capital, Solved Inherent Problems With Internal IT For Narrow Customer Set. *Docucorp:* Struggled For Five Years Then Got Focused, Narrowed The Universe Of Prospects From 1 Million To Less Than 500. Grew From $15 Million To $75 Million In Sales, Almost Never Compete On Price, Significant Referrals From Happy Customers, Recurring Revenue, Avg 11% Profits.
Contact Us in Dallas, Texas, USA at tom@tomingraminc.com* or 972-394-5721. Success stories, client quotes, estimated costs and benefits, names, faces, etc. are derived from actual projects but may have been altered for simplicity, teaching purposes or to protect confidential information.* Names are disguised to maintain privacy.

Sales Process Improvement:

$2.5 Million Savings Per Year from Improving One Process, $10 Million Savings Over 5 Years. Reduced Nationwide Process From 180 Steps to 117. $30 Million In Additional Sales Because “Easier to Do Business With”

40x Payback for Client*

Sales Process Improvement: