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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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
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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
Typical situation and need
Opportunities for efficiency improvement & optimization
Need to develop sales capabilities to enable growth & scalability
Typical situation and need
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
Development program impacts
Measurable performance improvements in sales capabilities
Enhanced operational ability to capitalize opportunities
Development program impacts
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
© Symbioosi Partners
Review &
steering
...and are based on a Proven Method of continuously running,
agile development iterations
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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
© Symbioosi Partners
5 senior professionals 10+ operational sales
development specialists International partner
offices & advisor network Top talent &
knowledge pool
We are proud of our Customer References
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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
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
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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
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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
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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
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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
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
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