Interim BizNet - Business Development Services

© Interim BizNet 2011 - Internal use only

http://www.veldhovengroup.com/

Overview

Interim BizNetClients and CasesB2B Target Markets Challenges Business Development & Sales (BDS)ServicesHow will YOU benefit?Results BDS.


Interim BizNet

Consultancy company specialized in Business Development & SalesUnique Concept: support companies to improve new market entrance and market share Passion: Accelerating time to market, lowering sales costsClients: ICT and Consulting companies, both local, nearshore and offshore B2B Target Market: C-level Contacts at Verticals such as Finance (BFSI), Retail, Telecom and Systems IntegratorsContact Errol van Engelen at [email protected]


mailto:[email protected]

Clients

ICT Companies:Systems IntegratorsSolution ProvidersSoftware Services

Consulting Companies:Management ConsultingProcess ConsultingTechnology Consulting

Local companies > 50 FTENearshore/Offshore companies > 500 FTE worldwide.


Case Adnovate

Challenge:Adnovate lost 25% of its turnover in 2008, due to the Financial Crisis. They were looking to enter in new vertical markets

Solution:Go to Market Plan for Retail and other B2C marketsLead Generation in the above vertical marketsHands-on Business Development & Sales

Result:Broader sales funnelIncreased number of contracts, more turnover


Case Adnovate

Challenge:Finace had broadened their service portfolio with BPO (Business Process Outsourcing) services and wanted to launch this new service.

Solution:Go to Market Plan for Business Process OutsourcingLead Generation according to Plan

Result:Broader sales funnel


Case RR Donnelley GDS

Challenge:RR Donnelley broadened its European footprint following a $ 425M outsourcing contract with ING. Now they wanted to get more customers for BPO and Service contracts.

Solution:Go to Market Plan for Banking, Insurance and Telecom projectsLead Generation in the above vertical marketsHands-on Business Development & Sales

Result:Developed a € 50M BPO sales funnel in Finance and TelecomClosed multi-year service contracts with Total Contract Value of € 8M


Case Semantica

Challenge:Semantica had one big client (KPN) and wanted to broaden its client portfolio

Solution:Go to Market Plan for various vertical marketsLead Generation in these vertical marketsHands-on Business Development & Sales

Result:Broader sales funnelLess dependency from KPNIncreased number of contracts, more turnover


B2B Target Market

Finance (BFSI):BankingFinancial ServicesInsurance

Retail:E-CommerceMulti-LabelChain Stores

Telecom:OperatorsCableInternet Service Providers


Financial Services – C-level Contacts

Netherlands: Banking: ABN AMRO, ING, Rabobank, SNS ReaalInsurance: Achmea/Eureko, Aegon, Delta Lloyd, Generali Insurance, Nationale Nederlanden

Belgium:Later to be explored.


Retail – C-level Contacts

Netherlands: Do-it-yourself: IntergammaE-Commerce: Neckermann, OttoElectronics: Media MarktHome & Garden: IKEA, Mandemakers GroupMulti-Label: Blokker, Macintosh Retail Group, Maxeda (including Bijenkorf, HEMA, V&D)Supermarkets: Ahold, C1000/Schuitema, Jumbo, Lidl



Telecom – C-level Contacts

Netherlands: Colt TelecomHuaweiKPN including KPN RetailTele2UPCXS4AllZiggo



Challenges Business Development & Sales (BDS)

External challenges:None or insufficient C-level Contact network in new target markets Fierce competition due to Economic Downturn and the Maturity of the Services, causing Price erosionLoss of market share and margins.


Challenges Business Development & Sales (BDS)

Internal challenges:Business Planning: poor strategy in placeProduct Management: portfolio not in line with market demandGo to Market: no plan, no strategy, me too marketingSales & Marketing: no C-level contacts, no name awareness.


Services

Activities to improve market share and margins


Business Planning

Define target marketsDefine actual needs in target marketDefine growth strategy Develop short-term Action PlanDevelop Business Plan containing Product/Service portfolio, positioning, pricing, customers, competition, onsite/nearshore/offshore policies Focus on Value Creation.


Product Management

Define Product/Service needs in target market Define current Product/ Service portfolioExecute Gap AnalysisEnhance eventual gaps and integrate in Product/ Service portfolio Open innovation & crowdsourcing Focus on Solution.


Go to Market & Market Entry

Define prospective organizations including C-level contacts to leverage direct sellingDefine Channel Partners to leverage indirect sellingDefine Analysts to leverage name awareness Focus on Introduction.


Sales & Marketing

Prospecting at C-level in target marketInterview / discovery meetingAnalyze needs and match with servicesPresent services and solutionsNegotiate internally and externallyClose the ContractFocus on Quality and Price.


Service Components

Go to Market Plan:Short (1 week)| Medium (2 weeks) | Long (4 weeks)

Lead Generation:OptionalPart-time possibilityShort (2 weeks)| Medium (4 weeks) | Long (8 weeks)

Business Development & Sales:OptionalPart-time possibilityShort (2 months) | Medium (4 months) | Long (8 months)

Rates:Go to Market phase € 600 per dayLead Generation, Business Development & Sales phase € 400 per day plus commission.


How will you benefit from our services?

If you are a local (Dutch) ICT or Consulting company and:You want to launch a new service and/orYou want to enter a new vertical market and/orYou want to improve Time to Market and/orYou want to improve your market share in BFSI (Banking, Financial Services & Insurance), Retail and Telecom

OR If you are a nearshore or offshore ICT or Consulting company and:

You want to enter the Dutch market and/orYou want to improve your market share in BFSI (Banking, Financial Services & Insurance), Retail and Telecom

Then don’t hesitate to contact Errol van Engelen at [email protected] or call at +31 6 48172640


mailto:[email protected]

Results BDS

Accelerated time to market and lower costs in Business Development processImprovement in the Sales and Marketing process Bottom-line: better market entrance, more new business and improved market share.



http://www.veldhovengroup.com/