6hours Associates BV Overview

Business Growth Unleashed

Jeroen Kleinhoven

+31 622241190

[email protected]

nl.linkedin.com/in/kleinhoven

Introducing 6hours Associates BV

December 1, 2010

Version 1.1

Visit us Online :

www.6hours.nl

mailto:[email protected]

http://www.6hours.nl/

6hours Associates BV – All Rights Reserved 2010

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As a tech provider you can succeed with visionary technology, but you’ll win through an excellent execution in sales.


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Enabling Commercial GrowthIn Benelux & beyond

Providers

Market Entrants Investors

Insight Experience Connection

6hours

Associates

Plan Build

Run

Action


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Opportunity – In articulated and diverse markets it is crucial to understand the opportunities and challenges before providers make an entrance.

Opportunity – In articulated and diverse markets it is crucial to understand the opportunities and challenges before providers make an entrance.

Market – IT budgets in EMEA continue to be under pressure with cost conscious buyers. Through 2013 most segments of enterprise software market will continue to grow. Execution – developing tech solutions is

usually getting more interest and resources then hiring and managing sales professionals

Agile – IT providers need to adjust sales strategies to align new market requirements (proven short term ROI & business growth, client & risk mgt support)

Culture – High performance sales professionals need a competitive environment

stimulating them to excel.

Growth– Sales reps need clear objectives and continuous support and coaching to develop and

grow the business and their selves.

Key Issues for Technology Providersimpacting Business Growth

Span of Control – Growing IT providers lack clear sales management and principles needed to drive to high performance culture.


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Insights You Can’t Get Anywhere Else6hours Ecosystem:Turnkey Services delivered by One Power Team


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Profiling & Talent Management Mindset & Behaviors

“Go-to-Market” Strategy

Sales Organization and High Performance Culture

Account Planning & Relationship Reviews

Prospecting Activities & Campaigns

Skills Development & Training

Win/Loss Analysis Pricing & Negotiation Strategies

Proposal & Deal Reviews

Goal & Success Metrics Setting Franchise Management

Reliable Forecasting Pipeline & Opportunity Management

Ad

vice

– T

ools

- N

etw

ork

– H

ands

- R

esul

ts

People

Process

Performance

Contributing to

Transformation

for

Accelerated

Business Growth

Strategize Plan Execute

Client Relationships Targets Distribution & Channels

Marketing, PR & Communication

Territory Segmentation Analyst Relations

Rewarding & Recognition Individual Performance Development (‘Up or Out’)

Our integrated solutions deliver your business growth


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Varying levels of involvement

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Intensity of Support / level of 6hours Commitment

6hours

Opportunity Scan

6hours

On Board

We commit to the results your business prefers


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Solutions to tailor to your objectives

6hours Sales On Fire!

6hours Where is the Money?

6hours ‘Dealing’ with Analysts

6hours Strategic Clients

Engage, Convince and Inspire your team

Re-ignite the spirit in your team!

Focus on can do rather than obstacles

Coaching on Mindset & Team Building

Opportunity, Proposal & Deal Coaching

Prepare & Follow up of prospect meetings

Pragmatic and tailored situational advice.

Get instant business results

Indentify your Market Opportunity

Due diligence on value proposition & key strengths

Competition & Substitutes

Capacity & Capabilities analysis

Channel strategy Territory planning &

optimisation Target client base

Decide with confidence

Working with Research Analyst firms

Industry Analyst firms: – Who is Who?– How do they work?– Myths & strengths– How & who to

approach? Push & Pull techniques Develop an approach

focussed on building valuable relationships.

Leverage Analyst Relationships for growth

Strategic accounts & territory planning

Review key strengths & address key weaknesses

What is your 80:20? Strategic Accounts

approach Smart Pricing &

Negotiation strategies Shorten decision cycles Client Relationship

Reviews Win/Loss analysis Client Panels & CIO

Advisory Board

Achieving short term results through long term relationships


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Solutions to tailor to your objectives – cntd.

6hours High Performing Teams

6hours Enduring Performance

6hours Sales Skills Upgrade

6hoursMarketing on Fire!

Set your team up for success

Define and right size skills, traits & drivers

Values, Standards & Expectations

Build & staff your team– Profiling & Recruiting– Succession Planning– Talent Mgt True culture &

Competitive Spirit

Enhance your team for world class performance

Build a high performance culture

Audit on success factors & obstacles

Clear objectives & metrics for success

Compensation & Recognition

Build mutual Plan to Success

High Activity Planning & Campaigning

Effective & accepted measurement system

Ignite your Business Performance

Upgrade your team’s skills & competencies

Network of (international) trainers with winning methodologies incl.:

– Effective Prospecting– Value Selling– Selling to the CIO– Engaging with

Executives– Writing Winning

Proposals– Interpersonal Skills

Increase productivity through world-class training & coaching

Optimise your marketing communication mix

Review key messages Optimize sales material

& tools Develop Brand Guide Client retention &

Growth programs Building effective Press

& Media Alliances Social Media & Web 2.0

techniques Sales Lead generation

programs

Get more leads out of your marketing efforts


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Our Value Add for Your Growth

Save Me Time• Network of seasoned

professionals• Best practice tools &

templates• Hit-the-ground-running

attitude

Give Me Confidence• Proven track record• Connected internationally• Right Direction, Right Away

Give Me Resources• (temp) Staff Extension• Scalable & Flexible• Sounding Board

Give Me Growth• Focus on results• Experienced Sales Execs• Connected to Top 500 in

Benelux


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6hours Associates:Business Growth Unleashed

Insight Experience Connection Action

Unleash your business growth in Benelux & beyond:

Call now: +31 23 743 2696

or email: [email protected]

6hours Associates BV Overview

Business

Transcript of 6hours Associates BV Overview