20161117 Minds&More_Successfully drive a full sales marketing transformation

NOVEMBER 22, 2016 | SLIDE 1

The transformation of Realdolmen

Impact on Sales & Marketing

Role of Marketing

By Tim Claes – Sales & Marketing directeur Realdolmen

TRANSFORMATION. SALES. MARKETING.

NOVEMBER 22, 2016 | SLIDE 2

Rebranding of Realdolmen

We answer all your ICT questions: Strategic, Tactical & Operational

To get there, together

NOVEMBER 22, 2016 | SLIDE 7

SALES & MARKETING

SALESPublic (8)

Services (6)

Industry & Distribution (8)

Health (2)

MARKETING & INTERNAL COMMUNICATIONS

Internal Communications & Copy writers (3)

Data Insights (1)

Lead Generation & Consultative Calling (3)

Strategic & Corporate Marketing (1)

Sector & Domain Marketing (2)

Marketing Business Support & Creative design (2)

INTERNATIONALIZATION OF RE-USABLE IP

Traviata – CRM of Insurance

CEM Add On’s – Single View Builder

Rflow – Data driven processes

Rprove – Correspondence & Case management

Hospital AX – ERP for Healthcare

RAW – ERP for wholesales & distribtuion

RIMSES – Master in Maintenance

NOVEMBER 22, 2016 | SLIDE 9

WORK BEHIND THE SCENES &CREATE A COMMON GROUND

It all started duringFiscal Year 2014 - 2015

THE NEW REALDOLMEN – INFOGRAPHIC

NOVEMBER 22, 2016 | SLIDE 11

Long term vision of RealdolmenImpact for Sales & Marketing1st Team meeting - March 31st 2015Tim Claes

“Ready to implement the new organization”

• Vision: To be the reference in the local market for integrated

solutions supporting the complete ICT-lifecycle.

▶ Reference: be the preferred & trusted choice for customers, partners and

employees

▶ Local: proximity to our customers in the Benelux and France

▶ Integrated solutions: complete ICT offering covering the full lifecycle, including

infrastructure, applications and communications

▶ Complete ICT-lifecycle: supporting all plan-build-operate activities

• Mission: We make ICT work for your business

VISION & MISSION STAYS THE SAME

5 CLEAR AMBITIONS

1 vibrant RealDolmen organization

Realize everyone’s talents

Sustainable added value

We always deliver

Socially relevant

Heart for Employees Trusted Partner

for CustomersValues Co-operation defines our success

We respect everyone’s individuality

We keep our promises

We provide expertise

We make room for innovation

We share passion and enthusiasm

Shared Leadership A leader tells the story

A leader helps his team to win

A leader actively lets his people grow

Team Dynamics Shared objective

Build trust

Meeting Dynamics

Creative conflicts

Commit

Positivism

Focus on results

Personal Growth

ReferenceWe deliver craftsmanship

Continuous open dialogue

Positive and consistent experience

Local & InternationalGeographical distribution

Local proximity & global partner network

Understanding regional needs

Reusable software (reusable IP)

Integrated solutionsConsulting .

IT Outsourcing .

Professional Services .

Products & Licenses .

Any type of ICT

questionStrategic ICT questions .

Tactical ICT questions .

Operational ICT questions .

OUR MISSION

We make ICT work for your Business

OUR AMBITIONS

One Vibrant Realdolmen

Realize everyone’s talents

We always deliver

Sustainable added value

Socially relevant

OUR ATTITUDEPragmatic, Constructive

& Pro-active

OUR ENGAGEMENTAccording to specifications

Within budget

On time

Without bugs

We make ICT human again

COLLABORATION

COMMUNICATION &

ARE KEY

NOVEMBER 22, 2016 | SLIDE 16

Old wine in new barrels?

NOVEMBER 22, 2016 | SLIDE 17

NOVEMBER 22, 2016 | SLIDE 18

FEET ON THE GROUND

SLICING THE ELEPHANT…

4 TRANSFORMATION PILLARS – MORE THAN 100 TRANSFORMATION INITIATIVES

1. STRATEGY- Value proposition catalog (12)

- Strategic marketing (3)

2. CUSTOMER

CENTRICITY

- Marketing Excellence (9)

- Sales Excellence (5)

3. EMPLOYEE

CENTRICITY

- Optimize individual

behavior (7)

- Realize everyone’s

talents (3)

- Improve internal

communications (5)

- Strengthen the teams

(8)

- Improve rewarding (2)

4. OPERATIONAL

EXCELLENCE

- Simplify administration (15)

- Optimize internal IT (4)

- Growth in # of experts (3)

- Optimize roles & responsibilities (9)

- Improve billability(4)

- Standardize contracts (3)

- Introduce measurements (9)

- Realdolmen as customer of R (3)

ALSO INTRODUCING A 5TH TRANSFORMATION PILLAR…

PROJECT DRIVEN APPROACH & GOVERNANCE

A selection of transformation initiatives explainedCustomer centricity – sales excellence

1. Customer Centricity(3 + 8 initiatives)

TO EMBED AN INTEGRATED ‘CUSTOMER CENTRICITY’ APPROACH WE INSTALLED A DATA DRIVEN

SALES & MARKETING ORGANIZATION

Data driven sales & marketing

New CRM “Together”

Data Quality & data governance

Marketing automation “Clickdimensions”

Sales tooling to enable outcome based selling

‘Extended’ LGT (lead generation team)

Sales & marketing dashboards

Modernize R store & integrated online presence

2. Sales Excellence (5 initiatives)

WHEN ARE WE DOING A GOOD JOB?

WE’RE ON A JOURNEY TOGETHER

COLLABORATION

COMMUNICATION &

ARE KEY

SPREADING THE WORD – INTERNALLY & EXTERNALLY

1. Why choose for Realdolmen

• Strategic framework

• Both Internally & Externally

• Starting from Jan 2016

2. Values & Behavior

• Re-launch our 6 values

• ‘What if Realdolmen would be a person…’

• Constructive, pragmatic and pro-active behavior

• Starting from mrt/apr 2016

3. New Logo and the story behind it

• Visualisation in shape & color

• The story behind the new brand

• From sep 2016

A dream written down with a date becomes a

goal. A goal writtendown into steps

becomes a plan. A plan backed by action makes your dreams

come true.

Confront the brutalfacts, yet never loose

faith

What’s in it for me?

Willingness to change & Ability to change

You need to repeatsomething 23 times

before it sinks in

Step by step, side byside

Enjoy the journey

SUMMARY & KEY TAKE AWAYS

• How to solve the story of the elephant

and the 6 blind men?

• By Tim Claes, tim.claes@realdolmen.com,

+32 478 22 93 94

Marketing Sales TransformationMarket Assessments Sales & lead management Defining vision & mission

Segmentation, targeting &

positioning

Large account management

process

Shifting the paradigm and

change management

Product management &

marketing

Creating & managing

opportunities

Building customer centric or

solution led organizations

Go to market plans &

activationSales Enablement Organizational design

Social Selling Mastery

(Marketing)Social Selling Mastery (Sales) Social Selling (Leadership)

Communication managementValue based selling and

pricingInnovation & NPD processes

Pricing & value capturing Negotiating success Internal communications

(Employer) brand

management Leveraging your CRM tools

Coaching & capability

building

Customer experience & loyalty Partner channel management Marketing & sales alignment

Marketing performance &

KPI’s

Building employee

engagement

Deep expertise from a team with 600+ years of collective

experience

Interim services. Consulting. Academy / training.

49

MINDS&MORE cvbaPark Hill OfficeJan Emiel Mommaertslaan 16b1831 Diegem

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