Tom Ingram and Associates, Inc. Home       Since 1998

Grow Sales,

Increase Margins,

Shorten Sales Cycles,

Increase Barriers to Competition

for

Financial Services Software Companies

 

 

Tom Ingram, PMP

Dallas, Texas, USA

972-394-5721

tom@tomingraminc.com 

 

 

 

$300 million+ in Sales Gains,

 

$75 million+ in Margin Improvement

 

for Clients*

 

 





 

Trusted by:

 

Monday Zoom Calls 

 

(6:00-7:30 PM U.S. Central Time, $150 each)

Research Published 2023 by 

Tom Ingram and Associates, Inc.

 

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Summary of Findings, 475 Public and Private Software Companies:  

 

RMA, Three Winners, Three Notable Losers

 

 

Summary of Major Research Findings

 

How The Winners Do It

 

Master Revenue Side Results Summary

 

12 Dysfunctions of the Software Business

 

3D Cube:  Understanding the Complexity of Financial Services

 

12 Artifacts As Leading Indicators of Success

 

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January 20, 2025, 6 pm

Payments, Processing & Merchant Banks 

 

January 27, 2025, 6 pm

ISOs, ISVs, PayFacs, Other Partners

 

 

February 3, 2025, 6 pm

 

Online / Digital / Mobile Banking

 

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February 10, 2025, 6 pm

Account, Loan Origination and Lending

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(Credit Card Processing)

February 17, 2025, 6 pm

Non Traditional Banks,  Lending, Online Payments

 

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February 24, 2025, 6 pm

Financial Advisors

 

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March 3, 2025, 6 pm

Asset Mgrs, PE, Venture, Pension, Investment Banks, Funds

 

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March 10, 2025, 6 pm

Core Bank, Credit Union Operations Software

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(Auto Finance)

 

March 17, 2025, 6 pm

TECHNICAL:  Identity Mgmt, Security, APIs, Integration

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March 24, 2025, 6 pm

Data Aggregation, Analytics, Business Intelligence (Customer Experience, CRM)

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George K Baum Investments

 

March 25, 2025, 6 pm

Credit for Large, Medium, Small Businesses

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April 7, 2025, 6 pm

TBD

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Collet Oil Ventures

April 15, 2025, 6 pm

TBD

 

 

 

Our Top 5 Success Stories

 

  1. 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  

  

  1. New President Installed in One Week, Generates $100 Million+ Profitable New Sales Over 8 Years

 

  1. New President Doubled Software Sales to Approx. $4 Million

 

  1. Chief Sales Officer / COO Grew Software Revenue from $10 million to $25 million, Grew profit from loss to $4 million, Grew valuation from $50 million to $150 million and Sold to Private Equity in Two Years.  Closed IncredibleBank 

 

  1. Chief Revenue Officer Launched "Marketing Services for Banks and Credit Unions", Grew Sales from $70 million to $140 million, Closed 30+ Big Banks including JP Morgan Chase, PNC, Bank of America, Wells Fargo and Truist.  Closed 300+ Mid-Tier Banks and Closed 200+ Community Banks in Two Years

 

 

 

 

Our Service:  The Jumpstart 

 

A Six Week, $25,000 Fixed Fee Program 

to 

Find Your Best Strategy and Leadership 

for

Improving Performance and Moving Forward 

 

The Whole TIA Product Bowling Alley

 

Book Summary:  Crossing the Chasm and Documentum Success

 

Book Summary:  Innovator’s Solution Clayton Christensen

 

Book Summary:  Discipline of Market Leaders Treacy, Wiersema

 

-------     Additional Research Published by Tom Ingram and Associates, Inc.     -------

 

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Book Published 1998 by the 

Project Management Institute

 

 

 

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Peer Reviewed Study Published 1994 by the 

Project Management Institute

 

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Short Book Published 2004 by

Tom Ingram and Associates, Inc.

 

2021 Research Update:  Software Company Strategy and Financial Performance 

 

 

 

 

 

Success Stories in Other Niches / Segments

 

 

Sales Execution

Successes

Strategy & Leadership

Successes

Process Improvement

Successes

Technical and Product Development Successes

     Other Clients…

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

Increase Margins

Big Trouble, Turnarounds

Grow High Margin Customers

 

Before and After Process Flows – 10 Examples 

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

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

 

 

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---------------------------         General Links         ----------------------------

Client Success Stories Master

Client Quotes on Our Results

About Us

 

 

"How To", Articles, Books, Case Studies

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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

Top 20, Second 30

 

Video Interviews with the Sales Experts

 

Associates Page

TIA Secure Site

Big 5 for Integration / Execution Projects

Military Model:  How Software Projects Resemble Military Campaigns

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-------------          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

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Tom Ingram Personal Practice Building, Sales Wins

 

One Fish or Learn to Fish?

 

Schedule Zoom Call or Face to Face with Tom

Tom and The White Shirts Dance Band

Bible Rock

 

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Big Lessons From The Archives:  

 

The Key Words Interview Checklist

 

from “Conversations With the Winners”:

(password required)

 

  1. 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….
  2. 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
  3. 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.
  4. 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.

 

 

Future Monday Zoom Calls – Grow Sales & Margins for Software Niche

(6:00-7:30 PM U.S. Central Time, $150 each) 

 

 

3rd Quarter, 2025, 6 pm

Advertising / Marketing / Loyalty Services Niche

3rd Quarter, 2025, 6 pm

Telecom Niche

 

3rd Quarter, 2025, 6 pm

Healthcare Hospitals, Physicians, Labs Niche

 

3rd Quarter, 2025, 6 pm

Healthcare Home, Nursing, Other Niche

 

3rd Quarter, 2025, 6 pm

Construction_Niche

 

4th Quarter, 2025, 6 pm 

State and Local Government_Niche

4th Quarter, 2025, 6 pm 

Manufacturing, Industrial, Engineering Design Niche

4th Quarter, 2025, 6 pm 

Manufacturing, Consumer Staples Niche

 

4th Quarter, 2025, 6 pm 

Manufacturing, Consumer Discretionary Niche

4th Quarter, 2025, 6 pm 

Oil, Gas, Chemical Niche

1st Quarter, 2026, 6 pm 

Retail, Big Chain Niche

 

1st Quarter, 2026, 6 pm 

Retail, Specialty, Non-Store, E-Commerce Niche

 

1st Quarter, 2026, 6 pm 

Transport Truck, Air, Rail, Ship Niche

 

1st Quarter, 2026, 6 pm 

Warehouse, Storage, Wholesale Distribution  Niche

 

1st Quarter, 2026, 6 pm 

Hotels, Restaurants, Recreation Niche

 

2nd Quarter, 2026, 6 pm

Insurance Niche

 

2nd Quarter, 2026, 6 pm

Services, B to B, Legal, Accounting, Tax, Payroll,  Niche

2nd Quarter, 2026, 6 pm

Services, Repair, Maintenance, Field Service  Niche

2nd Quarter, 2026, 6 pm

Real Estate, Property Management Niche

 

 

 

*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.