Tom Ingram and Associates, Inc. Home
*Increase Margins* *and* *Shorten Sales Cycles* *for* *Software Companies* *Tom Ingram, PMP. CMC(e)* *Salesforce Certified* *Dallas, Texas, USA* *972-394-5721* *tom@tomingraminc.com* *$200 million+ in Sales Gains,* $75 million+ in Margin Improvement for Clients* 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*			1^st Thursday Zoom Call *“Conversations With The Winners”* *(Noon to 1 PM Central, Invitation Only, No Charge)* *August 1, 2024 Noon:* *Cerner* *September 5, 2024 Noon:* *Black Knight* *October 3, 2024 Noon:* *Tyler Technologies* *November 7, 2024 Noon:* *Intuit* *December 5, 2024 Noon:* *MacAfee* *January 2, 2025 Noon:* *Manhattan* *February 6, 2025 Noon* *Fiserv* *March 6, 2025 Noon* *ACI* *April 3, 2025 Noon* *Ansys* *May 1, 2025 Noon* *Alliance Data* *June 5, 2025 Noon* *National Instruments* *July 3, 2025 Noon* *VMware* *August 7, 2025 Noon* *Nice* *September 4, 2025 Noon* *Descartes*		Research Published 2023 by Tom Ingram and Associates, Inc. *Summary of Findings, 475 Public and Private Software Companies:* *RMA, Three Winners, Three Notable Losers* The Archives: Big Lessons 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.
*Our Service:* The Jumpstart				*Details:* The Whole Product Bowling Alley
*Sales Execution* *Successes*	*Strategy & Leadership* *Successes*		*Process Improvement* *Successes*		*Technical and Product Development Successes*	*Trusted by:*
Shorten Sales Cycles 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 New President Generates $100 Million+ Profitable New Sales Over 8 Years New President Doubles Software Sales to Approx. $4 Million Increase Margins Big Trouble, Turnarounds Grow High Margin Customers		Before and After Process Flows Complex Pricing, Quoting, Estimating Increase Sales with Better Customer Service		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		Shorten Sales Cycles Winners Results Summary
TIA Secure Site	Big 5 for Integration / Execution Projects		12 Dysfunctions of the Software Business		Video Interviews with the Sales Experts
		*-------------* *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
		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. (e) CMC, (Certified Management Consultant) is awarded by the Institute of Management Consultants. Tom's renewal of this credential is pending. Site changed to Word 02/01/2021