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Clarity

James DeBragga

Seattle, Washington and Munich, Germany

International management consultant and expert in go-to-market strategy, sales force training, marketing, distribution channel management and organizational development. Distinguished 20 year career with Microsoft Corporation from 1993 thru 2012. Deep passion for leadership and people development. Guest lecturer and instructor of Entrepreneurship at University of Washington Foster School of Business and Seattle University Albers School of Business in Seattle, WA. Presently the founder of DC1 Consulting, Inc. in the United States and DC1 Consulting GmbH in Germany serving customers in 10 countries. Professional Development blogger at http://jamesdebragga.com.

$5.00/min

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Digital Marketing Sales Management Marketing Strategy Big Data Organizational Development Data Analysis Go-to-market Strategy People Management Building High Performance Sales Teams Leadership Development Coaching

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High Performance Teams - Organizational Development

There are 10 characteristics of a high performance team. Do you know what they are? Everything starts with clear goals and clear roles and responsibilities, and then builds from there. Whether you're the Navy Seals, the Seattle Seahawks, the Bolshoi Ballet or a small team of smart business people, the characteristics and attributes of the world's top teams have 10 things in common and we can show you.

Sales Excellence - Modern Sales Motion

Your customer is your business’s North Star and your sales organization is only successful when it creates satisfied customers.
The modern business-to-business sale has evolved significantly in the past five years. With the adoption of tools like Salesforce.com and the integration of “big-data” to better understand customer-buying behavior, the modern skillset for world-class sales professionals is more crucial than ever before.
Customer buying behaviors have changed too. The elements that drive customer loyalty… the things customers really expect from a strategic supplier… are no longer the same in today’s age of information-driven decision making.
Yes, customers will do business with people they know, like, and trust… but today, that only gets you in the door. Whether you believe it’s a Challenger Sell, a Social Sell, a Solution Sell, a SPIN Sell, or a Power Base Sell, the skills your team needs to compete are more than just the theories, techniques or methodologies of the past and present.
At DC1, we are experts in The Modern Sales Motion™. From sales professional to sales executive, we help you develop a high-performance sales organization that will distance your team from the competition, and more importantly, secure delighted loyal customers for your business.

Business Strategy and Go-to-Market Planning

Business strategy consulting to help you build the right business & marketing plan factoring for geographical and/or vertical markets, customer segmentation, product value proposition, positioning and messaging, competitive analysis, and product launch & sustain marketing. Financial modeling for 3-5 year business growth and income statement mock-ups.

Distribution Channels - Building Reach, Speed, Volume & Scale

Distribution Channel: A sequence of suppliers, manufacturers, distributors, resellers, or other value-added partners working toward a common goal – getting goods and services downstream into the hands of delighted customers.

Some refer to it as a supply chain. Ultimately, it’s a VALUE chain.

When the value chain is implemented well, the strategies, people, and programs that enable and support it, offer reach, speed, volume, and scale to companies wishing to build or expand their access to customers. In other words, reach more customers, faster, with more products to more places.

When implemented poorly, it can create confusion between manufacturers and suppliers. It can also create conflict between distributors and sales professionals; even worse, it can result in dissatisfied, confused, and sometimes, angry end-customers.

At DC1, we plan, build, and optimize value chains. Said differently, we do “channel.” We help you build the right distribution channels for your business.

Distribution channels have a set of foundational elements necessary for optimizing channel performance – “The 4 Ps of Distribution.”

1. Partners – The right channel strategy starts with the right channel partners. Securing mindshare, shared-urgency, common goals, and relevant capabilities makes all the difference.
2. Programs – It’s not just about driving end-customer awareness and demand. The right programs influence channel behavior and accelerate product momentum.
3. People –“The right person in the right seat on the bus…” is supported with high-quality training and thoughtful performance incentives that are core to driving successful outcomes.
4. Prices – Channel conflict is a real thing. Developing effective pricing structures and understanding upstream, cross-stream, and downstream channel implications can give you competitive advantage and keep your channel “healthy.”

When you build a new distribution channel, invest in an existing one, or repair an under-performing one, DC1 helps you create, implement, and refine the best channel strategy for your business.

Data Strategy - Moving From Mindset to Insight to Advantage

If you’re not asking the question inside your organization, “So, what’s our data strategy?” you should be. The world of data analytics is changing around us faster than ever before.
More and more companies are moving away from managing their day-to-day businesses with old data (sometimes a month older or more), and instead using real-time data to make business-critical decisions. More importantly, they are creating greater competitive advantage between themselves and companies without a defined data strategy.
Those companies who are the “first-movers” – the pace-setters – the companies that are quickly working to build, test, learn, and apply a more agile and informed data decision-making capability, have what is called, the data mindset.
Whether you’re working with internal or external data-sets…whether it’s “big data” or not-so-big data, the need and importance for having the right data strategy to inform your business decision-making have never been greater.
At DC1, we understand that data strategy can be overwhelming. We help companies in four specific areas:
1. Define and Align Resources – We help identify, rationalize, and prioritize the right internal and external data sets needed to improve business decision-making capabilities. Then, we help you align the right internal and external resources to build better, more scalable data management processes.
2. Accelerate Insight to Value – Once the right resources are defined and aligned, we work with you to derive insight and then move those insights from business decision to on-target strategy, to execution and results.
3. Build Competitive Advantage – A data mindset will help you stay ahead of the competition. We help you build the best framework for marketing programs, create an “R&D mentality,” think about prediction versus reaction, and use data to challenge conventional wisdom when needed. Capabilities that will separate you from the competition.
4. Increase Organizational Competency – Instilling a data mindset in your organization can take time. Data analytics competency impacts business intent, people, process, technology, and the data. We work closely with you to educate stakeholders, help implement change where necessary, and evolve capabilities.

No matter what type of business you’re in, or the role you play, we help you build the right data strategy. You will make faster, more informed decisions with deeper insights into your business and your customers, distancing you from the competition.

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Member since June 2014