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Welkom Lunch & Learn Grow your Business 11/10 - Ghelamco Arena

Orbid - Grow your business

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Page 1: Orbid - Grow your business

WelkomLunch & Learn Grow your Business

11/10 - Ghelamco Arena

Page 2: Orbid - Grow your business

Software

ICT

Operational Excellence

HR

Page 3: Orbid - Grow your business

95 experte

n

13,5 mio

4 pijlers

20partner

s

600klanten 18

jaar

3locaties

Page 4: Orbid - Grow your business

Van bedrijfsstrategie naar business development - Abdon Moens

Vetex: een verhaal van innovatie & groei - Geert Vermunicht

Pauze

Business development: een duidelijke weg naar groei- Marc Borremans

Zo beheert u uw bedrijfsgroei - Kristof Lauwagie

Page 5: Orbid - Grow your business

Van bedrijfsstrategie naar business development

Abdon MoensBestuurder Orbid

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Page 7: Orbid - Grow your business

VaststellingenVolledige consensus over de strategie bij de directieGoede samenwerking en teamwork bij LGOpen en eerlijke informatiedelingEffectieve communicatie van de strategieBereidheid tot nemen van risico’s bij medewerkers

37 %

38 %30 % 8 %22 %

Bron: Schiemann; W.A. En J.H. Lingle . Bullseye! Hitting your strategic targets through high-impact measurement

Str. Proc. NOK

Page 8: Orbid - Grow your business

VaststellingenVolledige consensus over de strategie bij de directieGoede samenwerking en teamwork bij LGOpen en eerlijke informatiedelingEffectieve communicatie van de strategieBereidheid tot nemen van risico’s bij medewerkers

37 %

38 %30 % 8 %22 %

Str. Proc. NOK

Bron: Schiemann; W.A. En J.H. Lingle . Bullseye! Hitting your strategic targets through high-impact measurement

93 %

85 %71 %60 %52 %

Str. Proc.OK

Page 9: Orbid - Grow your business

Vaststellingen

Page 10: Orbid - Grow your business

Succesfactoren bij ‘strategische beleidsvoering’

OpdrachtAanpakProcesGroeipad

Page 11: Orbid - Grow your business

Missie, visie & waarden

Strategisch raamwerk

SWOT

Kritische succesfactoren

Strategische doelstellingen

Doorvertaling in JAP

Opvolging & bijsturing

Resultaten waardecreat

ie

OpdrachtAanpakProcesGroeipad

Page 12: Orbid - Grow your business

www.orbid.be

How you climb a mountain could easily be more importantthan reaching the top

26/09/2013

Yvon Chouinard

Strategie & doelstellingen

Leiderschap & organisatie

4 Excelleren Periodieke bijsturing Zelfsturend teamwork

3 Duurzame groei Eenduidig & bekend Gedisciplineerd teamwork

2 Operationele stabiliteit Geïdentificeerd Samenwerking

1 Chaos Gedeeltelijk bekend Ad hoc

OpdrachtAanpakProcesGroeipad

Page 13: Orbid - Grow your business
Page 14: Orbid - Grow your business

Waarde voor aandeelhouders

op LT

Groeistrategie

Productiviteit-strategie

Verbetering

kosten-structuur

Betere benutting

activa

Verhoging klanten-waarde

Uitbreiding

inkomsten-

mogelijkh.

Page 15: Orbid - Grow your business
Page 16: Orbid - Grow your business

Groeistrategie

Uitbreiding inkomsten-mogelijkh.

Wie zijn onze klanten?

Wat bieden we hen aan?

Hoe gaan we dit realiseren?

Wat is onze waardeproposit

ie?

Verhoging klantenwaarde

Page 17: Orbid - Grow your business

Groeistrategie

Uitbreiding inkomsten-mogelijkh.

Wie zijn onze klanten?

Wat bieden we hen aan?

Hoe gaan we dit realiseren?

Wat is onze waardeproposit

ie?

Verhoging klantenwaarde

Page 18: Orbid - Grow your business
Page 19: Orbid - Grow your business

Groeistrategie

Uitbreiding inkomsten-mogelijkh.

Verhoging klantenwaar

de

Klantenmgt. processen Innovatieproces

Account mgt.

Business dev.

Markt-introductie R&D

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ConclusieStrategy is about choices: you can’t be all things for all people(Philip Kotler)

Competitive strategy is about being different

(Michael Porter)

Page 21: Orbid - Grow your business

Vetex: een verhaal van innovatie en groei

Geert VermunichtBusiness developer Vetex

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Vetex’ mission is to be a value-driven and customer focused organisation that

excels on global level in coating and lamination for advanced

technical applications.

Vetex’ vision: We aim to be the specialist in coating and lamination applications for the various sectors with a focus on an

environmentally friendly approach.

Page 25: Orbid - Grow your business

Sealing tapes

Medical laminate

sLabels

Customer

specifics

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OC2PUS™

Innovatieve solvent-vrije PU coating technologie

Verzekeren verdere groei in bestaande markten

Aanboren van nieuwe markten en opportuniteiten

Page 27: Orbid - Grow your business

OC2PUS™ Screenen marktsegmenten op risico / time to

market rooster Onderscheidende eigenschappen OC2PUS Marktonderzoek van gekozen segmenten Waardehypothese opstellen voor elk segment

en testen Van “job to perform” “pain” “gain” tot value

proposition Creëren van een minimum viable product

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Page 29: Orbid - Grow your business

Business development: een duidelijke weg naar groei

Marc BorremansExpert Orbid

Page 30: Orbid - Grow your business

Case Vetex

Inside-OutTechnology

driven innovation.Will it work?

Page 31: Orbid - Grow your business

Case Vetex

Inside-OutTechnology

driven innovation.Will it work?

Ambition

Outside-inBusiness Model driven innovation.

Will the market accept it?

Page 32: Orbid - Grow your business

In de huidige turbulente omgeving is een business development proces meer dan ooit het aangewezen

instrument voor duurzame groei.

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Page 34: Orbid - Grow your business

Poll• Ambitie: 10% - wees ambitieus!• Ondernemen houdt risico in (maar geen

max).• Het besef dat groei middelen vraagt is

er.• Externe krachten is bij 50% onvoldoende

gekend.• Iedereen is overtuigd van kwaliteiten.• Sterke variatie in ‘zicht op

groeimogelijkheden’ en ‘kennis en ervaring om te groeien via proces’.

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Page 36: Orbid - Grow your business

03/05/2023

Tool: 3 Groeidimensies

MARKETSEGMENTS & GEO

PRODUCT/SERVICES&

PRODUCT GROUPS

Lunch & Learn

BUSINES

S MODEL

Page 37: Orbid - Grow your business

03/05/2023

Tool: 3 Groeidimensies

MARKETSEGMENTS & GEO

PRODUCT/SERVICES&

PRODUCT GROUPSIMPROVE EXTEND TRANSFORM DIFFERENTIA

TE INVENT

Lunch & Learn

BUSINES

S MODEL

Page 38: Orbid - Grow your business

03/05/2023

Tool: 3 Groeidimensies

MARKETSEGMENTS & GEO Lunch & Learn

BUSINES

S MODEL

Sustainable value is often the result of a combination consisting of:

Carefully chosen customersProductsA supportive business model

Because success relates to product acceptance and business model match with customers allowing you to create value

Page 39: Orbid - Grow your business

Stap 1: begrijpen

Page 40: Orbid - Grow your business

Business

model

DNACulture

Vision

Mission

Competition & Market Environment

Stap 1: begrijpen

Page 41: Orbid - Grow your business

Stap 1: begrijpen

Current realities

Business

model

DNACulture

Vision

Mission

Competition & Market Environment

Page 42: Orbid - Grow your business

Tool: The Business Model Canvas

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03/05/2023

Stap 2. Opening New Realities

Lunch & Learn

Page 44: Orbid - Grow your business

Tool: Externe krachten (op BMC)

FITWAT

HOE WIE

IMPACT OP KOSTEN

IMPACT OP INKOMSTEN

Key Trend

s

Macro-econom

ic Forces

Industry

Forces

Market

Trends

Page 45: Orbid - Grow your business

Stap 3: Begin met het einde voor ogen

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Stap 4: Opportunity Mapping

Page 47: Orbid - Grow your business

Long

time to market (sales lead times)

Long time to market Short time to market

risk

lower risk = higher confidence

higher risk = lower confidence

Medium Short

Tool: Risk vs. TTM Matrix

Page 48: Orbid - Grow your business

Stap 5. Select Growth Options

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Stap 6: Product differentiation is no longer sufficient for sustainable growth

B2B Custome

r Seg-mentatio

n

You can only be as good as your customer allows you to be

Page 50: Orbid - Grow your business

Stap 6: Product differentiation is no longer sufficient for sustainable growth

B2B Custome

r Seg-mentatio

n

Value Propositioni

ng

Page 51: Orbid - Grow your business

Tool: Waardepropositie-elementen

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Stap 6: Product differentiation is no longer sufficient for sustainable growth

B2B Customer Seg-mentationValue PropositioningBusiness Modeling

Page 53: Orbid - Grow your business

Tool: The Business Model Canvas

FITWAT

HOE WIE

IMPACT OP KOSTEN

IMPACT OP INKOMSTEN

Page 54: Orbid - Grow your business

Stap 7: the market is the only reality

Page 55: Orbid - Grow your business

Peter F. Drucker

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Stap 8: SUCCES is het resultaat van DOEN

Page 57: Orbid - Grow your business

Zo beheert u uw bedrijfsgroei & omzetgroei

Kristof LauwagieAccount manager ‘Applicaties’

Page 58: Orbid - Grow your business

58%

Bron: CSI Insights

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Opvolging

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Opvolging

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Sales Support & Troubleshooting

Follow-up

Forecasting & Reporting

Coaching

TIME

Bron: CSI Insights

Tijd

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Sales Support & Troubleshooting

Follow-up

Forecasting & Reporting

Coaching

Bron: CSI Insights

Page 63: Orbid - Grow your business

Customer Support

Prospection, call & meeting

Admin, Reporting, Travel

Preparation, Proposal

TIME

Bron: CSI Insights

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Customer Support

Prospection, call & meeting

Admin, Reporting, Travel

Preparation, Proposal

+75% non-selling activities

Bron: CSI Insights

Page 65: Orbid - Grow your business

Tools

Page 66: Orbid - Grow your business

Mobility & Availability

Simplicity & Familiarity

Efficiency & Insights

1h extra (sales) time =

$$ ?

Page 67: Orbid - Grow your business

X

XX

X

X

40%

A P P L I C AT I O N F L I P P I N G L O W E R S P R O D U C T I V I T Y

Page 68: Orbid - Grow your business

Activiteiten opvolgen

Dashboards en

Analyses

Mobile, anytime

anywhere

Multi device

Accounts & Contacten beheren

Opportunities & offers

Zero InIdentify the right opportunities

Win FasterDrive desired outcomes and best practices

Sell MoreCollaborate with your team to close more deals

Page 69: Orbid - Grow your business

Marketing Automation

Sales Automation

Customer Service

Page 70: Orbid - Grow your business
Page 71: Orbid - Grow your business

Marketing Automation

Sales Automation

Customer Service

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Marketing Automation

Sales Automation

Customer Service

Page 76: Orbid - Grow your business
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Page 79: Orbid - Grow your business

Increasing customer retention by 2% is like cutting

costs by 10%

2%

CRM brings 15% higher converted

sales

10% increase in “no-go” results

in 6% revenue increase

8%higher win rates

when sales reps are provided internal

& external data Bron: CSI Insights

10%

6%

10%

15%

Page 80: Orbid - Grow your business

Business Development Proces

1) Begrijpen2) Opening new realities3) Begin met het einde voor ogen

4) Discover: Opportunity mapping5) Select growth options6) Productdifferentiatie op zich is onvoldoende7) The market is the only reality

8) Succes, het resultaat van doen!9) De juiste salestools gebruiken

Page 81: Orbid - Grow your business

“If you only have a hammer, each problem looks like a nail.” (Abraham Maslow)

Process knowled

ge(business

development)

Industry knowledg

e

Market knowledg

e

CompanyCONTEXT

Orbid

Customer

Page 82: Orbid - Grow your business

“If you only have a hammer, each problem looks like a nail.” (Abraham Maslow)

Process knowled

ge(business

development)

Industry knowledg

e

Market knowledg

e

CompanyCONTEXT

Orbid

Customer

Page 83: Orbid - Grow your business

Take-aways

Page 85: Orbid - Grow your business

Bedankt!