Helping companies to achieve more business growth, marketing and sales capabilities

1. OVERVIEW OF OUR CAPABILITIES
TO HELP GROW YOUR BUSINESS
April, 2012
M arke ting S ale s Trans form ation

2. TABLE OF CONTENTS
# Page
1. About Minds&More
2. Business growth related needs we help address
3. Summary of our capabilities in Marketing, Sales &
Transformation
4. Sample profiles of our seasoned professionals
5. How we collaborate with clients
6. How we enhance marketing & sales alignment
7. How we build sales capabilities and sales performance
8. Typical marketing interim assignments
9. Sample clients
10. Examples of typical client assignments
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3. About Minds&More
• Minds&More supports clients to grow their business by building capabilities in
marketing, sales and transformation.
Market Strategic Transformation Marketing Sales Brand & Communication Capturing
Analysis Planning Management Management Management Management Value & Return
• Our clients can rely on our proven methodologies and flexible service
solutions: consulting, program & project management and interim management.
• Our team of 30+ seasoned professionals inspire, challenge, train and coach our
clients and take accountability to realize tangible results through excellence in
execution.
We Mind Your Business
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4. BUSINESS GROWTH NEEDS WE HELP TO SOLVE
Need to build
specific skills and Need specific Need a clear go to market
capabilities in sales marketing resources for plan and processes to get
there
or marketing specific time frame
Need relevant marketing, sales or
transformation capabilities to help grow our
business
Need help on a specific
Need to better project, program, or
align sales and transformation Not enough sales
marketing teams leads in our pipeline
to enhance our or opportunities not
revenues progressing
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5. Our focus is on enabling positive business growth
Marketing Sales Transformation
Boosting commercial Building organizational
Creating, communicating and
effectiveness to best focus, capabilities and the
delivering offerings that have
capitalize on market necessary change to win
value for customers
opportunities more in the market
Illustration of our expertise, leveraging proven methodologies
• Market Assessments • Sales Plan & Lead Management – • Defining or Aligning on Vision &
• Segmentation, Targeting & Funnel Plan™ Funnel Camp™ Mission
Positioning • Creating Sales Opportunities – • Shifting the Paradigm and Change
• Product Management & Marketing Conceptual Selling® Management
• Go to Market Plans & Activation • Managing Sales Opportunities - • Innovation & NPD processes
• Integrated Communications Strategic Selling® • Organizational Design
Management • Managing relationships - Large • Building Customer Centric or
• Pricing & Value Capturing Account Management Process® Solution Led Organizations
• (Employer) Brand Management • Value Based Selling and Pricing • Internal Communications
• Customer Experience & Loyalty • Negotiating Success • Coaching & Capability Building
• Marketing Performance & Scorecards • Leveraging your CRM tools • Marketing & Sales Alignment
• Partner Channel Management • Building Employee Engagement
Offering flexible service solutions by seasoned professionals
CONSULTING – PROJECT & PROGRAM MANAGEMENT
INTERIM MANAGEMENT – TRAINING & COACHING
We are the certified & distribution partner for MathMarketing: Funnel Logic™, Funnel Camp™, Funnel Plan ™
We are a certified & distributor partner for Miller Heiman® Sales Performance Methodologies 5

6. Sample profiles of our 30 seasoned professionals that
enable positive growth for our clients
Benny Van Calster, Partner Tru Lefevere, Associate
16 years experience in marketing, product, 25 years experience in sales, marketing
and go to market. Focus: B2B and ICT communication & business development.
sectors. Focus: B2B, ICT sector and new ventures.
Jo Van Crombruggen, Associate Pieterjan Kempynck, Partner
20 years experience in marketing and sales 17+ years experience in people, change
activation, 360° campaign optimization, management and marketing capability
MARCOM, and social media. Focus : B2B and B2C. building. Focus: B2B, Services, and Energy.
Francois Delvaux, Partner
Marianne Dewandeleer, Associate
17+ year experience in marketing and sales:
20+ years experience in corporate marketing,
Strategy, planning and alignment, value
employer branding, program management;
450+
based pricing, and building sales capabilities.
change. Focus: B2B Services, ICT.
Focus: B2B, start-up and large.
Years of
Daphne Gevers, Associate Myriam Vangenechten, Partner
15 years experience in marketing, product and 20+ years experience in marketing, operational
portfolio management, market development, marketing, program implementation. Focus: B2B
Experience
customer experience and integrated incl. Utilities, Energy, and Insurance.
communications. Focus: B2B, ICT, Services.
Pascal Hall, Partner Gregoire Vanderveken, Associate
20+ years experience in building sales 20+ years experience in strategy, building
capabilities and channel management, sales capabilities, coaching. Certified Miller
coaching. Certified Miller Heiman® . Focus: Heiman® . Focus: ICT, Services, Large or
Large or complex sales force environments. complex sales force environments.
Hamish Madan, Partner
Cindy De Schouwer, Associate
15 years experience as senior manager in
15 years experience in helping companies to
sales and marketing management . Certified
grow their brands through effective marketing,
Funnel Coach™. Focus: B2B and capability
marketing communications, planning and go to
building initiatives.
market. Focus: B2B, B2C and services.
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7. How we collaborative approach with our clients
1 We actively listen to your challenges, needs
Adapt to changing circumstances or needs
Active Listening and what you want to accompish
2 Structure the Together we define the problem to solve, the scope of
Problem Together the assignment and the change challenge
3 We leverage our network of professionals to explore
Define Solution
solution paths for the problem, and work with you
Paths & Success Metrics
to set clear success metrics
4 We collaborate with your organization to implement the
Implement selected solution(s). We track progress of deliverables,
and Track Quality quality rendered and ensure desired results realized
We Mind Your Business
5
7

8. WE HELP TO CREATE BUSINESS GROWTH VIA WELL ALIGNED
MARKETING AND SALES AND DEMAND GENERATION TACTICS
MORE UNIT GROWTH compared to
Companies that are 5.4 % poorly aligned organizations
BEST IN CLASS in sales
and marketing Improvement in DEAL CLOSURE
alignment achieve
38 % rate and better productivity of sales
better performance Reduced CHURN in customers or
36 % business at that customer
Funnel Camp™: From strategy to
plan in 3 days (excl prep work)
The goal is to help an organization to align its
sales and marketing teams on common plan,
approach and together shape and execute tactics
that progress customer buyers through the sales
funnel.
This approach helps to enhance sales revenues.
Minds&More is certified & distribution partner for MathMarketing:
Funnel Logic™, Funnel Camp™, Funnel Plan ™ 8

9. SALES: WE HELP BUILD SALES CAPABILITIES AND PERFORMANCE
Creating Opportunities Manage Opportunities
Conceptual Selling® Strategic Selling®
Optimizing Every Interaction with Comprehensive Strategy and expand
Customers (Use of Green Sheet the expertise and effectiveness of the
tool) sales professional to win complex
sales (use of the Blue Sheets tools)
Executive Impact
Strategy for Securing Executive Negotiate Success
Approval Win-Win Sales Negotiations that
Strengthen Customer Relationships
Securing Strategic
Appointments
Effective Contact Strategy for
Generating Quality, High Value
Appointments
Management Execution Manage Relationships
Driving sales process adoption Large Account Management
through coaching to increase use of Process (LAMP®)
effective communication behaviors Strategic Planning for Protecting
and Growing Key Accounts
Strategic Selling® Funnel
Management Channel Partner Management
Implementing Customized Funnel Optimizing Results from Indirect
Management Distribution
Minds&More is certified & distributor partner for Miller Heiman® Sales Performance Methodologies
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10. INTERIM MARKETING ASSIGNMENTS TO SUPPORT A CLIENT
ORGANIZATION WITH DEFINED GOALS AND TIMING
Typical interim assignments done
by our seasoned professionals:
• Interim Marketing Director - Belgium
or EMEA level
• Interim Product Manager
• Interim Go to Market Manager
• Interim MARCOM
• Interim Corporate COM & PR
• Interim Project Manager
• Interim Business Developer
• Interim Project Manager
• Interim Channel Partner Manager
• ICT • PROCESS INDUSTRIES
• SEMI CONDUCTORS • MEDICAL EQUIPMENT
Sample • TRANSPORT & LOGISTICS • BEVERAGE
Industries • ENERGY & UTILITIES • SERVICES
• BANKING • BASIC MATERIALS
• INSURANCE • CONSTRUCTION
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11. Minds&More – sample of clients we are doing More for
Fast growing SMEs
Household Names… Industry Leaders…
& Entrepreneurs…
We serve companies in private & public sector, from big corporations, to PME companies who need marketing, sales or
transformation to realize business growth. We also assist start-ups that have interesting propositions for the market but
need external marketing or sales muscle. Minds&More is serving clients domestically or on European level.
11

12. Sample overview of assignments (1/2)
Sector Topic Type
Parcels Go to Market & B2C marketing for new Project Management
distribution concept
Consulting Internal & recruitment communication Half time interim
Banking Change management for Finance integration Half time project mgmt
FMCG Senior Brand Manager Full time interim
FMCG Coaching Marketing Team Coaching & training
Telco Defining Employer Value Proposition Coaching
HR Offer / Product Manager Project Management
Telco Marketing Manager Full time interim
Postal Go to Market of New Product Full time interim
Postal Launch value selling and new pricing model Project Management
HR Services Sales transformation and KAM implementation Sales training, coaching
project and follow through
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13. Sample overview of assignments (2/2)
Sector Topic Type
Logistics Retail expansion for new pick-up – drop-off Project Management
solution
Logistics MARCOM support to get specific leads per Full time interim
month for sales and support go to market
Logistics 2011 plan activation, special projects, change Consulting and Project
mgt of senior team Management (PMO)
HR Marcom Manager Full time interim
Industrial B2B Go to market – capability development Project, coach,
consulting
Pharmaceutical Preparing for a major new product Launch Consulting & coaching
HR Marcom Director Full time interim
HR Organizational development & Strategy Consulting
Energy Interim manager retail marketing Full time interim
Industrial B2B EMEA MARCOM Manager Full time interim
Solar Energy MARCOM plan execution Coaching
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14. Francois Delvaux, Partner Pieterjan Kempynck
Mobile: +32 (0)495 242 986 Mobile: 32 (0)477 700 541
Email: francois.delvaux@mindsandmore.biz Email: pieterjan.kempynck@mindsandmore.biz
Pascale Hall, Partner Benny Van Calster, Partner
Mobile: + 32 (0) 472 445 983 Mobile: 32 (0)475 633 483
Email: Pascale.Hall@mindsandmore.biz Email: benny.van.calster@mindsandmore.biz
Hamish Madan, Partner Myriam Vangenechten, Partner
Mobile: +32 (0)478 032 460 Mobile: +32(0)477 508 640
Email: Hamish.Madan@mindsandmore.biz Email: Myriam.Vangenechten@mindsandmore.biz
We Mind Your Business
MINDS&MORE cvba
MC Square Building, Lambroekstraat 5A, 1831 Diegem
Tel: +32 (0)2 719 02 55, fax: +32 (0)2 719 00 10, info@mindsandmore.biz
www.mindsandmore.biz