1. © Interim BizNet 2011 - Internal use only

2. Overview Interim BizNet Clients and Cases B2B Target Markets Challenges Business Development & Sales (BDS) Services How will YOU benefit? Results BDS. © Interim BizNet 2011 - Internal use only

3. Interim BizNet Consultancy company specialized in Business Development & Sales Unique Concept: support companies to improve new market entrance and market share Passion: Accelerating time to market, lowering sales costs Clients: ICT and Consulting companies, both local, nearshore and offshore B2B Target Market: C-level Contacts at Verticals such as Finance (BFSI), Retail, Telecom and Systems Integrators Contact Errol van Engelen at info@interim-biznet.eu © Interim BizNet 2011 - Internal use only

4. Clients ICT Companies: Systems Integrators Solution Providers Software Services Consulting Companies: Management Consulting Process Consulting Technology Consulting Local companies > 50 FTE Nearshore/Offshore companies > 500 FTE worldwide. © Interim BizNet 2011 - Internal use only

5. Case Adnovate Challenge: Adnovate lost 25% of its turnover in 2008, due to the Financial Crisis. They were looking to enter in new vertical markets Solution: Go to Market Plan for Retail and other B2C markets Lead Generation in the above vertical markets Hands-on Business Development & Sales Result: Broader sales funnel Increased number of contracts, more turnover © Interim BizNet 2011 - Internal use only

6. Case Adnovate Challenge: Finace had broadened their service portfolio with BPO (Business Process Outsourcing) services and wanted to launch this new service. Solution: Go to Market Plan for Business Process Outsourcing Lead Generation according to Plan Result: Broader sales funnel © Interim BizNet 2011 - Internal use only

7. Case RR Donnelley GDS Challenge: RR Donnelley broadened its European footprint following a $ 425M outsourcing contract with ING. Now they wanted to get more customers for BPO and Service contracts. Solution: Go to Market Plan for Banking, Insurance and Telecom projects Lead Generation in the above vertical markets Hands-on Business Development & Sales Result: Developed a € 50M BPO sales funnel in Finance and Telecom Closed multi-year service contracts with Total Contract Value of € 8M © Interim BizNet 2011 - Internal use only

8. Case Semantica Challenge: Semantica had one big client (KPN) and wanted to broaden its client portfolio Solution: Go to Market Plan for various vertical markets Lead Generation in these vertical markets Hands-on Business Development & Sales Result: Broader sales funnel Less dependency from KPN Increased number of contracts, more turnover © Interim BizNet 2011 - Internal use only

9. B2B Target Market Finance (BFSI): Banking Financial Services Insurance Retail: E-Commerce Multi-Label Chain Stores Telecom: Operators Cable Internet Service Providers © Interim BizNet 2011 - Internal use only

10. Financial Services – C-level Contacts Netherlands: Banking: ABN AMRO, ING, Rabobank, SNS Reaal Insurance: Achmea/Eureko, Aegon, Delta Lloyd, Generali Insurance, NationaleNederlanden Belgium: Later to be explored. © Interim BizNet 2011 - Internal use only

11. Retail – C-level Contacts Netherlands: Do-it-yourself: Intergamma E-Commerce: Neckermann, Otto Electronics: Media Markt Home & Garden: IKEA, Mandemakers Group Multi-Label: Blokker, Macintosh Retail Group, Maxeda (including Bijenkorf, HEMA, V&D) Supermarkets: Ahold, C1000/Schuitema, Jumbo, Lidl Belgium: Later to be explored. © Interim BizNet 2011 - Internal use only

12. Telecom – C-level Contacts Netherlands: Colt Telecom Huawei KPN including KPN Retail Tele2 UPC XS4All Ziggo Belgium: Later to be explored. © Interim BizNet 2011 - Internal use only

13. Challenges Business Development & Sales (BDS) External challenges: None or insufficient C-level Contact network in new target markets Fierce competition due to Economic Downturn and the Maturity of the Services, causing Price erosion Loss of market share and margins. © Interim BizNet 2011 - Internal use only

14. Challenges Business Development & Sales (BDS) Internal challenges: Business Planning: poor strategy in place Product Management: portfolio not in line with market demand Go to Market: no plan, no strategy, me too marketing Sales & Marketing: no C-level contacts, no name awareness. © Interim BizNet 2011 - Internal use only

15. Services Activities to improve market share and margins © Interim BizNet 2011 - Internal use only

16. Business Planning Define target markets Define actual needs in target market Define growth strategy Develop short-term Action Plan Develop Business Plan containing Product/Service portfolio, positioning, pricing, customers, competition, onsite/nearshore/offshore policies Focus on Value Creation. © Interim BizNet 2011 - Internal use only

17. Product Management Define Product/Service needs in target market Define current Product/ Service portfolio Execute Gap Analysis Enhance eventual gaps and integrate in Product/ Service portfolio Open innovation & crowdsourcing Focus on Solution. © Interim BizNet 2011 - Internal use only

18. Go to Market & Market Entry Define prospective organizations including C-level contacts to leverage direct selling Define Channel Partners to leverage indirect selling Define Analysts to leverage name awareness Focus on Introduction. © Interim BizNet 2011 - Internal use only

19. Sales & Marketing Prospecting at C-level in target market Interview / discovery meeting Analyze needs and match with services Present services and solutions Negotiate internally and externally Close the Contract Focus on Quality and Price. © Interim BizNet 2011 - Internal use only

20. Service Components Go to Market Plan: Short (1 week)| Medium (2 weeks) | Long (4 weeks) Lead Generation: Optional Part-time possibility Short (2 weeks)| Medium (4 weeks) | Long (8 weeks) Business Development & Sales: Optional Part-time possibility Short (2 months) | Medium (4 months) | Long (8 months) Rates: Go to Market phase € 600 per day Lead Generation, Business Development & Sales phase € 400 per day plus commission. © Interim BizNet 2011 - Internal use only

21. How will you benefit from our services? If you are a local (Dutch) ICT or Consulting company and: You want to launch a new service and/or You want to enter a new vertical market and/or You want to improve Time to Market and/or You want to improve your market share in BFSI (Banking, Financial Services & Insurance), Retail and Telecom OR If you are a nearshore or offshore ICT or Consulting company and: You want to enter the Dutch market and/or You want to improve your market share in BFSI (Banking, Financial Services & Insurance), Retail and Telecom Then don’t hesitate to contact Errol van Engelen at info@interim-biznet.eu or call at +31 6 48172640 © Interim BizNet 2011 - Internal use only

22. Results BDS Accelerated time to market and lower costs in Business Development process Improvement in the Sales and Marketing process Bottom-line: better market entrance, more new business and improved market share. © Interim BizNet 2011 - Internal use only

23. © Interim BizNet 2011 - Internal use only