“Completely changed our outlook on the way we engaged with our market and customers.
The ability of Craig and Jeremy to engage our team and get them switched onto “the buyers’ journey”
was fantastic. I would thoroughly recommend RPMG to any CEO or business leader – whether they
think they have a problem with revenue or not.”
CEO - Google Enterprise
“I have to say initially I thought this was another bunch of consultants who were going to ask for our watches and then tell us the time. It was about half way through the first morning when the lights went on and we all realised this was the Real McCoy!
RPMG’s Revenue School transformed the way our business went to market.
In the six months after Revenue School we closed our entire next two years sales budget. We actually had to stop selling.
Six years later we are still feeling the benefits.
“My objective when we began this project was to build a
sales organisation worthy of the name NTT. With the help
of Craig and Matt from RPM, I believe we are now moving
towards achieving that. They were fantastic and particularly in relation to their intervention around our recruitment of a new Director of Sales, really helped us dodge a bullet.”
Director of Sales
Applied Business Technologies
CEO - NTT Australia
“A tremendous process. Everyone we have dealt with
from RPMG has been world-class. My only regret is
that I didn’t do this years ago.”
“We knew we weren’t going to double our business through key accounts in three years without adopting new thinking. We’d already tried sales trainers and the company’s systems were already among the most advanced in the world – so training and technology weren’t going to get us there. By adopting RPMG's Marginal Gain model we initiated a step-change improvement in the way we engaged with our market place. After more than 20 years I thought I’d seen just about everything, but I’d never seen anything like this. Some of the best and most practical thinking around the subject of revenue enhancement I’ve seen.”
Vice President - Asia Pacific
Director of Sales & Marketing
“Doubled our pipeline conversion effectiveness in eight months, and helped us retain five out of six clients who went to tender. Without a doubt helped save this company.”
“When I first saw the guys from RPM I was a little anxious because I thought they were going to make me look bad in front of my CEO. What actually happened was they made me look like a champion, because of the impact I was able to have our sales and our whole business. Every Sales Director should be doing this.”
GM Business Development
Codarra Advanced Systems
“In my 40 years in business I’ve been to workshops and retreats from the likes of McKinsey, Boston Consulting, Bain, PricewaterhouseCoopers and Deloitte. If this wasn’t the best it was certainly up there with the very best. No – I think it was probably the best!”
CEO - Sema Group
“In my career I’ve worked in and with some of the biggest advisory and consulting organisations in the world. Since working with Craig and the RPMG team my whole philosophy on how to market and sell has been transformed. In more than twenty years I haven’t learned as much about revenue improvement as during the six months I worked with them. I now recommend them to our clients.”
Director of Markets
Big 4 Accounting Firm - EMEA
Chairman - Arab Bank Australia
Chairman - WPP Asia Pacific
“Our company wouldn’t be where it is today
if it weren’t for Craig McKell and RPM.”
CEO - Ausreo
“RPMG is Moneyball - for marketing and sales.”
Director of Sales - Sensis
“RPMG have been able to produce some remarkable revenue growth results for our brokers in a very short time. I have to say I was skeptical that their Marginal Gain approach could or would work when applied to such a commoditised industry as general insurance. Having witnessed it now myself, I am not only a convert but an advocate - as are my colleagues.
Every broker and intermediary should look at RPMG's model for their own businesses."
QBE Asia Pacific
“We're about to do our second successive year of 17% revenue growth - and our profitability has grown by much more than that. Which is even more gratifying when you consider that our industry has been flat-lining for the last five years, and is predicted by EY to remain difficult for the foreseeable future. RPMG turned our business around."
CEO - GSA Insurance Brokers
“In thirty years of business - all of them selling either as part of someone else's business or running my own, I have never seen an approach to growing top line that comes close to RPMG. It's unique, simple - and it works.
I would be more than pleased to share my thoughts about RPMG and their Marginal Gain model with anyone. Not only have I used it, but I have recommended it now to more than ten of my own clients."
“RPMG helped turn Omnilink around, to the point where we have just been able to sell the company for a much higher multiple than we otherwise would have. In fact only a few years ago we couldn't have sold it.
I have lost count of the number of times we discussed things we had learned from Craig and his team at our Board meetings over the years."
Director - K2 Recruitment
Managing Director - Omnilink
"The first thing I would do as a startup CEO would be bring RPMG in to help get the company selling. Startups wouldn't need to give away so much of their companies for so little money to angels or VC's if they could simply sell a little better. What I learned from RPMG was how easy that actually can be, once someone shows you how."
"I wish I'd known about RPMG when I was running radio stations. In more than 30 years of running companies and sales organisations, I've never seen anything as simple or effective as RPMG. I can't think of a business that wouldn't benefit from this."
COO - Literacy Planet
CEO - Total Integrity Marketing
"The potential value of Telemetry and Marginal Gain Theory for pipeline measurement and improvement is almost limitless.”
“The Business Intelligence market globally is already flooded with sophisticated decision-support tools … but Telemetry is the first and still the only BI solution we have seen anywhere in the world with a value proposition that speaks directly to how to grow revenue consistently and sustainably.”
IBM Asia Pacific
“Within 30 minutes of one meeting with Craig and Tom, I doubled the sales value and tripled the margin on one deal. I can't wait to apply that single one-percent insight across the rest of my pipeline. Even to someone who lives and breathes technology and data, I had no idea of the value that was hiding in my own data."
CEO - Innospace
"If I had my time again, knowing what I know now, almost the first thing I would do is get RPMG in to do that diagnostic, because it really helped me and my management team understand the state of our business and the state of the market.”
“..we’re talking about doubling our business – that’s the sort of opportunity that was there – if not triple the business… So I was never concerned about the process working I was concerned about when it would work and would deliver the ultimate financial promise that was kind of articulated.”
“…it’s frustrating but its critical, because once you understand what you’re trying to solve – then you can start to say so what do we have to do to solve the problem…. I bet you everyone who goes through this process will learn something.”
“In March 2015 SEMA engaged RPMG to help turn our marketing and sales around. We were in the middle of a financial turnaround, rebuilding our sales and ensuring our marketing was effective were vital to the success of the project."
In the half-year to 31 December 2015 our sales pipeline conversions have doubled. Included in the wins are several major corporates that, if you are to win their work, require intelligent, consistent and focussed sales activities. The prospects for our business in 2016 are significantly greater because of the work RPMG have done with us. We are committed to continuing to follow their processes because they work. I highly recommend them.”
“If someone could provide us with a detailed plan, a numbers orientated plan’ that would take our business from $35m now to $65m in three years time would we pay for it….? And the answer was yes.”
“The analysis of feedback from our staff and also from our clients – yeah look there was some great good news in there and it floated the ego and made you feel good, but actually it was the not so good bits we wanted… We still know we have a good business but at that point we didn’t realise there were so many gaps in what we were doing.”
“What you have given us is the foundation from which we can grow our business… I can actually go and implement a lead generation strategy knowing exactly how many leads I need to generate, who I am targeting and the messages I need to take to them."
Literacy Planet (formerly Intrepica) COO Iggy Jovanovic shares some background on the struggling startup he was asked to turn around.
Where was Literacy Planet at in terms of its evolution as a business, and what challenges did this present?
What problems and issues did Iggy find when he took over the business?
Why did Iggy think RPMG and our Marginal Gain Theory approach was such a good fit for an early-stage business like Literacy Planet?
What happened as a result of working with RPMG? What were the results?
In light of Literacy Planet's unique model and the fact that it employed teachers as BDM's, how did the RPMG process affect a group of non-professional, largely un-trained sellers?
Ansvar Insurance CEO Andrew Moon shares his reflections at the two year anniversary of engaging RPMG to rebuild their marketing and sales functions.
Ian Ireland, General Manager Sales & BD, share his thoughts on RPMG's impact on Ansvar.
Richard Wyatt, Ansvar's Chief Underwriter, was a key participant in the program. After all, it was his products and wordings that Ian's team had to sell.
Glen Hickey, GM Business Services had responsibility for all the support functions being delivered behind the sales team.
Succession Plus is Australia's leading provider of Employee Share Ownership Plans and succession planning advise for family businesses. Here Craig West, CEO, shares his feedback on S+'s Revenue School experience.
Emma Robinson, Google Enterprise Head of Marketing, talks about Google's Revenue School and what their executive team took away from their experience with RPMG.