Symbioosi presentation

The Next Generation of Sales

Symbioosi Partners

Trusted Sales Transformation Partner and Sales Innovator

Symbioosi transforms sales into a Competitive Advantage

© Symbioosi Partners

We drive Sales Excellence from strategy to hands-on execution

Our key Industry Experience

The Unique Combination that makes us a leading partner in sales development

Vision, strategy, business model

Organization, processes, practices, tools, systems

People, competencies, culture, action

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III

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Technology IT & telecom Logistics Financial services

Metal & engineering Industrial services Wood products Construction

Symbioosi has provided excellent hands-on expertise in sales development to drive our strategic transformation program.

- Robin Lindahl, EVP Market Operations Outotec

"

Senior experience in leadership and transformation

International business and

academic network

Proven track record in agile improvement of sales capabilities

Significant profitability & growth impacts in 100+

client assignments

Top talent and solid knowledge base

Project delivery experience in multiple countries

Sales Transformation

Operational Sales Excellence

Sales Innovation

Our Service Offering focuses on driving top-line growth and

profitability through excellence in sales

© Symbioosi Partners 3

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End-to-end sales transformation program to drive a strategic change.

Adopting service business models

From selling products to selling life-cycle solutions

From cost-plus to value-based pricing

Development programs to improve efficiency and build sales capabilities.

Funnel management & reporting

Account management

Value-based pricing

Sales tools, systems & data

Win-plans & bid management

Customized projects for creating, validating and executing a new model.

New product/concept validation

Customer development

Go-to-market & channel strategy

Product launch strategy & plan

Expansion to new market segment

Typical situation and need

Industries in transition

"Good enough" competing products, strong price erosion

Post-merger strategy & unification


Opportunities for efficiency improvement & optimization

Need to develop sales capabilities to enable growth & scalability


Companies seeking to discover new, differentiating sales models

Expanding internationally and to new product/market areas

Development program impacts

Sustained strategic change, long-term competitive advantage

Renewed company; substantial growth and improved profitability


Measurable performance improvements in sales capabilities

Enhanced operational ability to capitalize opportunities


Differentiation from competition; changing rules of the game

State-of-the-art offering

Creating & capturing opportunities

Our Agile Development Programs yield immediate

and long-lasting impacts...

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Program management, coaching, interim leadership

Focus area 1 Focus area N

Focus area 2 Focus area 3

Iterative learning & adaptation Steering group workshops

Our flexible models for long-term partnership

Agile development program with specific focus areas.

2 Resources for execution and hands-on support.

3 Transformation program with leadership & support.

1 Consulting assignments. 4 Training programs

& management coaching.

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DISCOVERY

Sales audit

Interviews

Data & analysis

Recommendations

Documentation

Best practices

Coaching

Roadmap

Objectives

Planning

Resourcing

Additional interviews & analysis

Program kick-off

Implementation support, competence development, change mgmt

Transformation progress metrics

Development program

Our agile development program approach


Review &

steering

...and are based on a Proven Method of continuously running,

agile development iterations


Inputs to focus

and fuel the process

Discovery findings

Strategy and objectives of client

Consumables: efforts, resources, knowledge

Continuous release

of outcomes

Deliverables: e.g. processes & tools

Benefits: on-time, on-budget, faster, lasting change

Impacts: economic, organizational, strategic

Our Practices & Competence Areas

We have world class Expertise to meet diverse customer needs

Strategy & Business Models

Sales & Customer Management

Pricing

Sales Process & Tools

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Market & sales strategy Service & solution business Go-to-market & channel strategy

Value analysis & price psychology Value-based selling & tools Pricing process & execution

Funnel & sales management Account management Product & offering management

Sales supporting systems & data Sales & marketing processes, KPIs E-sales & automation tools

Solution Selling

Strategic influencing & negotiations Win-plans & bid management Closing large & complex deals

Training and Coaching

Hands-on Implementation

Support


5 senior professionals 10+ operational sales

development specialists International partner

offices & advisor network Top talent &

knowledge pool

We are proud of our Customer References


Selected public references

Altogether 100+ client assignments covering diverse industries

Technology Industrial services Logistics

IT & telecom Metal & engineering Wood products

Financial services Construction Boat & maritime

Professional services Printing Healthcare

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Symbioosi's Value as a partner builds up from unique elements

Focus on results

Agile & lean methodology

Flexibility and scalability

Insider and outsider perspectives

Catalyzing action

Lasting impact

We have a wide range of validated tools and templates

Analytical approach brings out clarity

We catalyze strategic thinking

We contribute to research and higher education

Our experience covers diverse industries

Using benchmarks for best practices

Solid managerial experience

Diverse backgrounds and skill-sets

We are academically recognized

We are passionate about what we do

Working with our team is fun

We are serious about quality

Our work is relevant

We can -attitude


Spirit, passion, fun. Flexibility, agility, customization.

Experience, talent, knowledge. 1 2 3 Tools, templates,

analytical approach. 4

Our Easy-to-Start Packages enable quick results

and a systematic approach right from the beginning


Kick-off Workshop

Symbioosi Sales Audit

Discovery

For whom?

Typical delivery schedule

Elements & deliverables

Symbioosi Audit of current sales capabilities

Workshop with senior advisor(s)

Recommendations for key development areas

Development / transformation roadmap

Complete interviews of key people, comprehensive data analysis, top management coaching

optional

2-4 weeks 2 weeks 1 week

Easy-to-start packages to our development programs:

Large & medium companies

Medium & small companies

Narrow scope projects

Meet the Key People who are personally responsible for the

quality and impacts of our work


DR. JUHA MATTSSON Managing Director 10+ years of experience from academic positions – including Stanford University, California – and consulting in strategy and sales development.

SAKU VALKAMA Senior Advisor 15+ years of experience from solution selling, sales management and managing director level positions, including e.g. NSN & Anritsu Nordic.

ANTTI LAULAINEN Senior Advisor 20+ years of experience from international service business and sales transformation, including senior executive positions at Outotec & NSN.

PYRY LAUTSUO Chairman 30+ years of experience from diverse senior executive and board positions, including CEO of IBM Finland.

JAN BOLUMINSKI Senior Advisor 15+ years of experience from consulting in customer mgmt, loyalty and direct marketing in Continental Europe. Co-founder of Payback.

Teaching programs and abundant research output; 100+ people involved over time

9 operative people

Initial client assignments focusing on hands-on development and execution

10-20 operative people

More than 100 customer assignments carried out

Determined building of proof-of-concept and client relationsihps

Strengthening expertise and knowledge base

15+ operative people, two international partners

Continuing growth

Proven service concept & balanced mix of senior experience & top talent

Solid international project delivery experience

Well-rehearsed internal processes enabling rapid scalability

Growing team with superior experience & talent

Offices in multiple countries

Internationally credible, scalable, end-to-end offering in developing sales excellence

Strong international delivery capability with top talent and leading senior experts

Recognized opinion leader in sales excellence

Sales research group at Aalto University

Spin-off from Aalto University

Piloting and customer development

A leading international partner in sales transformation & innovation

Our Story – from a top academic program to a credible,

international partner in sales transformation & innovation


A collaborative effort of two universities, TEKES & 10 industrial

sponsors to establish a leading academic center of sales management in Finland.

11 partners joined forces to found an innovative & fresh sales excellence advisory with unique hands-on approach.

Focus on carrying out diverse client assigments with fast learning and highest possible quality & impact.

Credible partner with a proven solution and a solid base of expertise.

National and international roll-out with a proven concept 3

2006-08 2009 2010 2011 2012 2013 2014 2015 2016

Systematic work to create & validate a unique service concept 2 A spin-off from a top academic

group in industrial sales mgmt 1

Best Cases in B2B

Sales Management

Mattsson & Parvinen,

2011

Finalist,

Pro Oeconomica

Award 2012

"Developing sales capabilities

such as solution selling, value-based

pricing, funnel management, and

product-market fit holds potential for

substantial increases in growth

and profitability”

Symbioosi Partners Oy

Minervankatu 2 A 10

00100 Helsinki, Finland

www.symbioosi.fi

[email protected]

Dr. Juha Mattsson

Mobile +358 41 533 6400

Saku Valkama

Mobile +358 40 524 7447

Antti Laulainen

Mobile +358 40 527 4839

Pyry Lautsuo

Mobile +358 40 522 8754

http://www.symbioosi.fi/

mailto:[email protected]

Symbioosi presentation

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