June 2011An Introduction

Some Facts

40 % of sales time spent in finding , creating and recreating content (CMO council)

Sales reps spent 45 % of their time figuring out how to spend their time, instead of closing deals (IDC)

75 % of Sales people admit to altering tools (CVI) 90 % of marketing content unused (American Marketing

Association) Sharing marketing and sales knowledge increases win rates

with 17 % (CSO) Customized marketing messages increase productivity with

20 % (CSO ) Aligned companies experience higher customer retention,

growth in billing size and revenue (Miller Heiman Best Practices 2010)

What are your numbers like?

In All These Years This Didn’t Change

Sales often seen as:• Short term revenue driven• Necessary evil/lazy• Different animal• Earning too much money• No commitment• Too myopic”

Marketing often seen:• Spending too much• Out of touch• Mistrusting sales• Too much detail • Slow• Cost center

Sounds familiar?

Sales and Marketing Friction Increases New online sales tools and social media dramatically

change the way companies interact with customers Buying has changed forever (from information scarcity to

abundance)

Engaged

Prospects

Leads

Customers

Marketing

Sales

SalesLeads

Opportu- nities

Names

Revenue Cycle

Nurturing databaseIncreasing customer engagement and revenue

cycle ownership by Marketing causes more friction

Rise of technology Requires Transition New technology increases the potential for productivity

improvements To successfully leverage these technologies sales

organizations need to:• Avoid the same mistakes as the average CRM implementation• Put in place the organizational structure, skill-sets and processes• Transition sales from big elephant hunter (individual success) to

hunter-gatherer society (team success)• Engage sales to prevent them to become more scattered because

of new tech• Align and Incentivize marketing and sales collaboration through

lead management, sales enablement, competitive intelligence)Have you changed your sales and marketing to adjust to the new world?

Our Mission

Help Our Clients Align and Integrate their Sales and Marketing,

Leverage New Enabling Technology andIncrease their Revenue

Our solutions

Engagement &

Collaboration

(people)

RevenuePerformance management

(organization/process)

Sales & Marketing Automation

(technology)

Leveraging Social media

(revenue cycle)

Sales Conversation

(revenue cycle)

Lead Management

(revenue cycle)

Our Clients Experience

Increased customer reach and better account penetration

Faster sales cycle times and service delivery More efficient use of resources

Maximized leverage of Sales knowledge and intelligence

Committed and Engaged Sales & Marketing Higher customer satisfaction

Higher win rates

Why The Andeta Group?

Over 40 years of sales, marketing and consulting experience

Seen the best & worst: proven methodology and programs based on real field experiences and best practices

Silicon valley “everything is possible and hands on” approach and technology

Clear & direct communicators at all organization levels Collaboration starts right away by bringing people together Phased model (Continue as we deliver..) Measurable and repeatable deliverables = commitment to

successful implementation Sales Thought Leadership Enabling sales, not just marketing

Thought leadership Founded in 1998

(under SalesProBusiness Consulting Creator of many innovative concepts

and methodologies in Sales:• Sales Benchmarking• Marketing communication

benchmarking• Sales Balanced ScoreCard• Sales and Marketing Alignment Factor

Best practices in High Tech in Europe and Silicon Valley

Technology focus and bridge with Silicon Valley (partners)

Offices in Netherlands and Silicon Valley

Our Team Laura Nuhaan has been the driving force behind several start-up companies

across diverse industries in Europe and Silicon Valley. As founder of the first sales focused consulting company in the Netherlands she developed a wide range of methodologies like the benchmarking for sales in1994 and the Sales balanced scorecard.. She has worked as management consultant with PWC and in marketing and sales in Nutricia. Laura’s client roster includes Shell, HP, Spansion, Bosch Rexroth , Good technology and Health Hero. http://www.linkedin.com/in/lauranuhaan

Robert Hylkema is a result oriented international executive with track record of success in sales, finance, innovative strategy development at TeleAtlas and Xerox. Recognized for strategy development and hands-on executive leadership. Experienced in consultative selling into large and medium sized companies and executive coaching in managing and motivating their sales teams. Robert’s clients include Xad, Toyota and Urban Mapping.http://www.linkedin.com/in/roberthylkema