2. BeachLanding emerged in 2014 from the synergies
generated by Taular Marketing –Sales Consultancy-,
MibizPartners –Softlanding & Open Innovation-, and
Beamsical -Management Consultancy.
Angel Garrorena, Antonio Fumero and Esteban Diaz –
seasoned proponents of Agile and Lean
methodologies-, represent its founding and Core
Operations Team.
Intro
3. Success story – Powa Technologies Spain
First Customer for joint team
Angel Garrorena led the landing of Powa Tech in Spain from Jan
2014
Headcount of 16 by July 2014
Esteban Diaz and Antonio Fumero joined the effort in April and
June 2014 to drive next phases
200 brands signed for Powa in Spain by Dec 2014
Currently on third phase of BeachLanding Process
4. Process approach
BeachLanding is a proponent of Agile and Lean
methodologies. We set up Flash Teams dedicated
to each “BeachLanding Project”.
The tasks we define in each phase are…
• Part of our Lean Landing Process
• KPI Based
• Kick-started by Survey and Analysis.
5. Beachlanding Process
ASSAULT BEACHHEAD LODGEMENT
Market
Analysis
&
Assesment
Sales
Hun3ng
Prospect
focus&report
KPI
defini3on
Sales
Training
Business
Model
Design
Team
Selec3on
Country
Management
Opera3ons&Processes
Con3nuous
improvement
Our
force
will
be
working
from
the
very
beginning
for
prospec7ng
poten7al
customers,
valida7ng
our
growth
strategy
with
straight
sales
figures
and
KPIs.
The
best
market
analysis
is
based
on
real
outputs.
Let’s
put
it
simple
enough:
‘if
it
doesn’t
get
sold,
it
doesn’t
work’.
At
this
phase,
we’ll
be
measuring
the
KPIs
we
have
previously
agreed
on
with
our
customer.
We’ll
be
repor3ng
through
the
customer’s
own
CRM,
processes
or
tools
if
needed.
The
whole
process
relies
on
proven
methodologies,
e.g.
Lean
Sales
or
Customer
Discovery
Methodology.
Our
beachlanding
process
comes
to
an
end
when
your
customer
base
and
sales
team
consolida7on
begin.
At
this
phase
we
will
be
responsible
for
country
management,
and
consul7ng/advising
tasks.
From
this
point
on
the
team
will
be
relying
on
the
documenta7on
we
have
delivered.
TASKS
DESCRIPTION
MONTH
1
-‐
6
ß
à
MONTH
7
-‐
12
ß
à
MONTH
13
-‐
18
ß
à
6. Assault
Phase 1. Assault. Opening and validating a new market.
We choose amongst the tools we have in our arsenal
(Consultants, CRM, market nous) to fit the needs of your project
for the first phase.
We focus in reaching a sufficient number of prospects in order to
close enough deals to validate the viability of this “beachlanding”.
Assault impact is evaluated weekly and reporting shared with HQ,
allowing for tactical and strategic course changes.
7. Beachhead
Phase 2. Beachhead. Growth Hacking & Business
Development.
The metaphor of a beachhead works nicely for this phase. Once
our target markets and lead customers have been validated we
will be agreeing different KPIs with HQ.
Direct reporting through HQ’s own CRM will be favoured and
other tools (PM, Ticketing) enabled as needed. Quantitative and
qualitative relevant information regarding the project’s maturity
and progress will be readily available. In order to feed the
process of decision making in a timely manner.
8. Lodgement
Phase 3. Lodgement. Consolidation and Settlement.
The outputs from our previous two phases are the feeds to build
a validated business model.
HQ takes control at this point. From then on the team at
BeachLanding will be acting as a service provider and mentor,
making sure new recruits and channel partners understand the
nuances of your business.
9. Our Team
ASSAULT LEADER BEACH HEAD
LODGEMENT
MANAGER
Esteban
is
an
experienced
Project
Manager
and
Management
Consultant
with
a
strong
background
in
CRM,
Mobile
and
Cloud
Technologies
within
different
markets
(UK,
US,
Spain)
His
main
projects
as
of
late
have
been
in
the
e-‐commerce
and
payments
arenas
(including
regulatory
issues)
.
Antonio
is
specialized
in
Technology
Management
and
Innova7on.
He
has
been
performing
as
training
facilitator
in
Innova7on
Methodologies,
and
Web
Technologies
for
different
corpora7onsin
a
variety
of
industries.
Angel
has
developed
a
rock-‐solid
professional
career
in
different
well-‐
known
mul7na7onals
corpora7ons
(e.g.
Reuters,
Xerox
or
Sitel).
He
has
been
performing
well
beyond
the
standards
as
Sales
Execu7ve
and
Manager.
