20161117 Minds&More_Successfully drive a full sales marketing transformation
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Transcript of 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, [email protected],
+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
www.mindsandmore.biz Tel: +32 (0)2 704 49 40
Pieterjan Kempynck, Partner
Mobile: +32 (0)477 700 541
Email: [email protected]
Francois Delvaux, Partner
Mobile: +32 (0)495 242 986
Email: [email protected]
Benny Van Calster, Partner
Mobile: +32 (0)475 633 483
Email: [email protected]
Myriam Vangenechten, Partner
Mobile: +32 (0)477 508 640
Email: [email protected]
Pascale Hall, Partner
Mobile: + 32 (0) 472 445 983
Email: [email protected]
Grégoire Van der Veken, Partner
Mobile: +32 (0)495 582 221
Email:
Thomas Donck, Partner
Mobile: +32 (0)494 566 844
Email: [email protected]