Strategy 2020 V2 Mind Map
 
 
 
 

Strategy 2020 V2 - Mind Map

2 months ago by: FREDERIK WAUTERS
 
 
  • Esri BeLux
    • Culture
      • Credo's
        • Improve meeting techniques
        • George
          • Say what you do, do what you say
        • Not without Obligation
      • Information exchange
        • Monthly Tech sessions
        • Monthly topic meeting / Info-sessions
      • Continuous Improvement
        • Getting Feedback
          • 3-monthly feedback
            • Define focus actions (that help us obtain our goals)
    • Supporting Processes
      • IT
        • Implementation office 365
          • Centralization of Information
            • Define structure and methodology
            • Implement
              • Project information
              • Sales / Marketing information
              • Technological information
              • Project information
              • Tender/offer information
            • 3-monthly report/Status
          • Internal information site
        • Implementation Central
          • Improvement bookkeeping
          • Replace siebel/BO
            • Reduce complexity (cfr. PQR)
            • Automate processes
            • Invoicing
            • License Management
            • Maintenance management
          • Contact Management
            • Accounts
            • Contacts
          • CRM
            • Sales Funnel management
            • Customer contact management
            • Opportunity management
            • PQR
            • Manage communication customer
              • Store key information
          • Time registration/Flex
            • Create requirements document
            • Proposal from Orbid
            • Implement first version
          • PSA
          • Marketing tool
            • Customer segmentation
            • Linking with Campaigns (lists)
            • Reporting
          • Project Management
        • Hardware
          • Replacement strategy Laptops
            • Sales
              • Making modern
            • PrS
          • Critical Reserve Laptops
        • Define Projectteam / Responsiblities
          • Tasks / responsiblities
      • HR
        • On-Boarding Process
          • Define on-boarding Process
          • Implement on-boarding process
          • ProjectMgt On-boarding process
            • Create standard example
            • Define technology
            • Make visible
            • Plan tasks
            • Monthly follow up
              • Report
        • Competence Management
          • Define needs of Organization
          • Define Requirements of Role
          • Visualize
          • Workgrousp (learning)
          • Training of competences
        • Half yearly evaluations
          • Wages
          • Performance Management
            • Linking roles to persons
            • Evaluate role efficiency
            • Evaluate how to fit in strategy company
            • Get feedback on improving organization
            • All depts
              • PrS
              • Backoffice
              • Sales
        • Imago
          • Internal
            • Communicate on process
            • Get Feedback
          • External
            • Post messages/views
              • New staff
              • Activity
        • Search
          • Publicizing
            • Create overview
            • Posting
              • Linked-In
              • Website
              • Facebook
          • External Search offices
            • Regular communication
          • Internal Search
            • Internal bringing on
              • Check what is impeding
              • Review / inform about Premium system
            • Searching profiles
              • Regular Linked-in search
        • Topics
          • Guidelines Consultants
            • Values/Guidelines
              • Mission
                • Communicate/Explain
                • Translate into daily business
              • Guidelines
                • How to behave
                • How to Present
                • FAQ
                  • Per role
                    • Staffing
                    • Projects
                    • Coaching
            • Daily Tools
              • Work execution
              • Inform/Inspire/Help
                • Presentation
                • Knowledge sharing
                • Question list
    • Organization
      • Customer relationship
        • Regular visits
        • General sessions
          • Technical
            • Regional Sessions
          • Segment oriented
          • Fun
            • Getting in contact with customers
              • Organize a simple event
      • Vision implementation
        • Meeting/Reporting schedule
        • Clear Goals and objectives
        • Translating within departments
        • Auditing / Follow up
          • Manager
            • Clarify / write down strategy
            • Monthly Follow up
      • Stakeholder management
        • Weekly communication
        • Inviting key staff
          • Esri Europe
          • Sales staff
        • Imply esri inc in Bus. Dev.
          • Bus. Dev. Meeting
          • Select 1on1on1 market
    • Specific
      • Start Up
        • Create Vision note
          • How to organize
            • Commercial Model
            • Joint services
          • Investment
            • CEO investment
            • Organization investment
          • Return
        • Find interested parties
        • Select markets
      • New Sales Channel
        • Vision
          • Create note
            • Clarify diff. Acc Mgt/Hunt (consult sell) / Inside sell
        • Select business
      • Data ./ portals
        • Gathering data and publish
          • Define content
            • Gather from Sales
            • Create list
          • Evaluate Customer need
          • Publish
            • Have person (trainee)
            • Have a content curator
            • Define an internal project
      • Review Siggis
        • Risk Analysis
          • VertiGIS
          • Customers
          • Cevi
        • Potential
          • THV VO
    • PrS
      • Improve operating income
        • Improve Billability: 65%
          • Better planning activities
            • Internal
            • External
          • Kick off projects / continuous executions
        • Find new projects/Tasks
          • Focus on specific clients
            • 5 per month
          • Closing session on projects
          • Implement EEAP principle
            • Detect 3 potential clients
            • Have 1 person responsible
              • Link to Pre-sales
            • Write first draft of EEAP proposal
        • Propose new solutions
          • Packaged Services
            • Create first draft
            • Evaluate feedback
            • Communicate
              • Internal
                • Monthly status info
                • Specific session (Webcall)
              • External
                • Website
                • Webinar
                • Powerpoint
          • Assessment Platform Adoption
          • Assessment Migration Map to Pro
      • Project in time/in budget
        • Internal projects
        • External projects
      • Project Management
        • Apply Project management
          • ISO proces
            • Enter into ISO
            • Audit
          • Communication
            • Internal
              • Weekly status information
              • Kick off meeting / Report
            • External
          • Process
            • Project document
              • Structure
      • Higher Long term placement
        • Place persons for a longer period at customer
          • Search persons
            • Trainees
            • Contacts we receive
          • Train persons
          • Create a Follow up process
            • 3-monthly evaluation session
          • Propose to customers
            • Make a sales responsible
    • Support
      • Reduce open Call time
        • Weekly monitor open calls
          • Implement a system for cases > 2h
          • Evaluate commercial approach
          • Evaluate importance / urgency
            • Quid also define together with customer
      • Pro-active
        • Inform Customers pro-actively
          • Info Gathering
            • Weekly meeting
              • Technology changes
              • Tech issues
              • Licensing Changes
            • Monthly Tech meeting
              • Technology changes
              • Tech issues
              • Licensing Changes
          • Communicate
            • Selected customers
              • 1on1
              • Platform
            • All customers
              • Platform
              • Mailing
        • Inspire Customers pro-actively
          • Propose new possibilities
            • Internal Training
            • Script for Call
        • Support Campaigns
          • Know which campaigns
          • Gather information from customers
            • Question list
            • System to manage input
          • Propose Solutions
            • Understand
              • Campaigns
              • Packages
            • Pass information
      • Customer satisfaction
        • Say what you do, do what you say
          • Communicate daily status
            • Automate ?
          • Personal contact
            • Select 1 customer to call/week
        • Define Guidelines George
          • Describe George
          • Define impact daily
        • New Technology
          • Evaluate new technology
            • WebCall
            • Chat
            • Screensharing
          • Learn what others do
            • Esri inc
            • Other IT companies
      • Customer community
        • Be in contact with the customers
          • Know what is happening at the customer
            • Define question list
            • System to manage input
          • Personal contact with customer
            • Weekly call to selected
            • Visit to customer
              • Select customer with most calls
              • Plan visit
        • Create a Support community
          • Monitor feedback
          • Push messages/information
          • Manage contacts
          • Create platform
      • Projects
        • Opening up my esri
          • Create a process
            • Supporting documents
              • Webinar
              • Powerpoint
            • Create process flow
              • Top Accounts
              • Major Accounts
              • Siggis Accounts
              • Small accounts
            • Define timing for each
              • Top Accounts
              • Major Accounts
              • Siggis Accounts
              • Small Accounts
            • Communicate
              • Internal
              • External
          • Evaluate Risks/Issues
            • Analyse differences in maintenances
            • Classify customers
          • Communication
            • Internal
            • External
    • BackOfffice
      • Improve internal working
        • Manage timely/correct invoicing
      • Create opportunities
        • Pro-active cases
          • Subscriptions
          • Credits
        • Customer segmentation
          • Inform about new products within their maintenance
    • Marketing
      • Community Management
        • Esri Days
          • Coordination
            • List of participants
            • Program
            • Venue
            • Planning
              • Create Planning
              • Define workgroup
                • Responsibilities
                • Tasks
          • Invite
            • Define invitees
              • Determine who to invite
                • Call
              • Correct contact list
            • Landingspagina
              • Automatische registratie
                • Centrale lijst
            • Messages
              • Communiation channels
                • LinkedIn
                • Mailing
                • Flyers
                  • Opmaak
                  • How to dessiminate
              • Content
        • Regional Sessies
          • Plannen
            • Data vastleggen
              • Vlaanderen West-Vlaanderen
              • Vlaanderen Oost-Vlaanderen
              • Vlaanderen Antwerpen
              • Vlaanderen Leuven
              • Vlaanderen Limburg
            • Agenda bepalen
          • Inviteren
            • Influencers
              • Lijst
                • Call Sales
              • Partners
                • Cevi
            • Enablers
              • Lijst
                • FW
            • Inviteren
              • Check mailing list
                • Voorbereiden op basis van onze contact lijsten
                  • Selectie op basis van postcode
              • Sending invites
                • Tools
                  • LinkedIn
                  • Twitter
                  • Mailing
                • Boodschappen
                  • Save the date
                  • Tweede : mail programma
                  • Derde : mail inhoudelijk / Teasers
              • Landingspagina
                • Automatische registratie
                  • Centrale lijst
          • Organiseren
        • Specific Sessions
          • Worksessions
            • Workshops
            • Webconferences
          • Communsity gatherings
        • Selection of communities
          • Themes
            • Platfrom Adoption
            • Architecture
            • Mapt to Pro
          • Customer Groups
            • Top Accounts
              • Vlaamse Overheid
                • Opzetten linked-in pagina
                  • Check existing page
                  • Setting up our Linked-In
                • Invite users
                  • Lijst core
                  • Process of inviting
                    • Communicate further
                      • Invite via Linked-in to follow
                      • Send mail to invite
                    • Add contacts along the road
                • Content
                  • Weekly message
                    • Info Account Mgr/Contract Manager
            • Municipalities
          • Communiation channels
            • Global esri BeLux
              • Web-page
              • Linked-in page
              • Facebook
        • Fairs / Events
          • Overview of Fairs
            • Global overview
              • Weekly check
              • Publish/share internal
          • Communication
          • Preparation
            • Stand material
              • Furniture
              • Digital
            • Presentation Material
              • Define message
              • Check materials
                • Flyers
                • Presentations
                • Demo Materials
          • Leads
            • Digital capture
            • Follow up
              • Marketing follow up
              • Acc Mgr. Follow up
        • Tools
          • Contact information
            • Centralization of Contact information
            • Tagging contact information
            • Process for contact management
          • Communication channels
            • Mailing
            • Website Page
            • Linked-in
              • Which
                • Vlaamse Overheid
              • Management
                • Updates/Posts
      • Imago / Communication
        • Success stories
          • 2-weekly Success story
            • Info from weekly sales meeting
      • Campaigns
        • Platform Adoption
          • Inform what they have
            • Webinar
              • Follow up
                • Present
                • Questions
        • Packaged Services
          • Campaign Back on Track
            • Mailing
              • Follow up
                • Call Selected
            • Message
              • Sample test
              • Scripting
          • Information centralization
            • Landingspage
              • All Packages
                • Focus on Questions
        • ArcMap to ArcGIS Pro
          • Plan
            • Monthly webinars
              • Mailing
              • Content
                • General
                • Feedback cases
                  • Esri BeLux
                  • Customer case
                • How we can help
              • Contact center invitations
              • Follow-up
                • Standard follow-up mail
                  • Mail 2.7
                  • Mail 2.8
                    • Have you migrated?
                    • How can esri BeLux help you
                • Get Feedback
                  • Call 5 per session
                    • Overview of questions
                      • FAQ
                        • Push back to customers
            • Specific webinars (proposal)
              • Mailing
              • Contact center invitations
              • Follow-up
                • Mail 3.2
                • Mail 3.3
                  • Have you migrated?
            • Internal communication
              • Monthly status document
            • External communication
              • Articles on the web
                • How to communicate
                  • General
                  • 'Community'
              • References
              • Map to pro "product sheet" for fairs
            • Analysis Major accounts
              • Go for analysis and select customers
          • Status migration dbase
            • Analyse Criteria
              • Check 2 clients
                • Did not migrate
                • Did migrate
      • Market creation
        • Fire Brigades
          • Learn from our customers
            • Visit key players
              • MidWest
              • Taxandria
              • ZHC (Olivey Kyers)
              • Hainnut
                • Rapport
            • Follow up WebCall
          • Create Community
            • Create landingspage
              • Create Draft
                • Integrate Matthias
              • Content
                • General Vision
                • Own Solutions
                • Blogs
            • Organize exchange sessions
              • Webcall
                • Monthly WebCall
              • Fire Brigade Workshop
            • Inform regularly
              • Content
                • Solution
                • Technology update
                • Customer story
                  • Opsplitsen in kleine sessie
                    • Globale introductie
                    • Specifieke sessies omtrent tool
                • Issues / New
                • Support by Marketing
                  • Video
                  • Tekst / Blog
              • Get contact information
                • ABC Gemeenten
                • Fire brigades website
                • Federal coordination level
                • Linked-in Search
              • Communication channels
                • Linked-in Group
                • Mailing
                  • Adressenbestand
                    • ABC gemeenten
                    • Eigen lijsten
                      • Campaign monitor
          • Sell Packages
            • Define Sales Package
              • General
                • Platform adoption Assessment
              • Topic
            • Push Sales Package
              • Mailing
              • Feedback calls
          • Organization
            • Market Responsible
            • Tech Specialist
            • Digital Sales/Community manager
        • Municipalities
        • Other
          • Prepare List
            • AEC / BIM
            • Commercial / SAP
            • Utilities
          • Process
            • Direct visit
            • Push messages
              • Message
              • Addressees
            • Rules of Engagement
              • Steps
                • Materials
                • Scripts
                • Resources
      • Inform & Inspire
        • Create Awareness
          • Pushing messages to Potentials
            • Potential List
              • Intercommunales
              • QGIS gebrukers ?
              • Streekplatformen / wateringen
            • Selecting messages
              • Select potentials
                • Create the detailed list of organisations
                • Detect the contact persons
              • Create Messages
                • General marketing information
                • International Customer cases
                • Existing client cases
            • Get in contact
              • Mailing
              • Letter
              • Call
            • Defining response Process
            • Push to Potentials
      • Marketing Selling
        • Create new Selling structure
          • Definition note
          • Supporting tools
            • Website
            • Examples
            • Information package
            • Basic offering
          • Customer/Contact listing
          • Contacters (opportunity creators)
          • Sales persons
          • Offerings
        • Analyse potentials
          • Create list of potentials
        • Find support
          • Find Specialist
          • Define Team
            • Description
            • Search process
        • Steps
          • Create Awareness
          • Push to desired persons
          • Direct Contact
      • Specific Markets
        • Educational Market
          • Secondary Schools
            • Clearly define vision
            • Define responsibilities
              • Commercial
              • Content
                • Trainee ? Budget ?
              • Marketing
            • Work group
              • 3-Monthly meeting
            • Translate Cours into Digital materials
              • Understand the Curriculum
              • For each theme
                • StoryMap
                • Document
                • Materials
                  • Maps
                  • Apps
            • Centralized education platform
              • Promotion
              • Creation
            • Sesson for all teachers
              • Monthly session
              • Training materials
                • Landings page with links
          • Universities
            • Making the access to our licenses easy
              • Making sure it is known
                • Detect universities
                • Detect contact persons
                • Using student clubs
                • Create information materials
              • Inform students how to access
            • Making sure that students know how to use
              • Organize an info session
                • Student Day
                • Info sessions per school
              • Find / contact Faculties (new)
                • Find key persons
          • High schools
            • Detect the potential schools
            • Make available licenses
              • Through School
              • Through students
          • Define Responsible
            • Create joint vision
              • Clear objectives
      • Marketing framework
        • Objectives
          • Brand awareness
          • Inspire & inform
          • Lead generation
          • Market development
          • Selling
            • New selling structure
              • Basic offering
              • Contact center opportunity creators
        • Tools
          • Campaigns
            • Mailing tool
            • Planning
            • Integrated campaign
              • Mailing
              • Landing page with registration
              • Call for action
              • Social media-link landing page
            • Briefing
            • 1Lead a week
          • Web
          • Social media's
          • CRM
            • Workgroup CRM
              • Needs-doc
            • Idea
          • Contact dbase
            • Current status doc
          • Fairs-planning
          • Product sheets
            • Status-product sheets in each language
        • KPI's
          • Define KPI's
            • Brand awareness
              • Clicks in social media's
            • Inspire-inform
              • Nbr of participants
              • Nbr of leads
            • Lead generation
              • Nbr of MQL
            • Market-development
              • KPI education market
                • Bundles
              • Fire brigades
                • Nbr of packages sold
        • Contact Management
          • Bounces Control
          • Correct Listings
            • Match mailing list with customer lists
        • Reporting
          • Weekly reporting
            • Activity of last week
              • Mailings
                • Message
                • Result
                  • Global numbers (click/open/bounces)
                  • Top Selection - Sales Digest
              • News
              • Posts
              • Website Follow up
                • GeoView
            • Activity for this week
    • Sales (Acc/Hunt)
      • Organization
        • Hire New Team members
          • Commercials
            • Wal/Lux Sales
              • Define Market and potential
            • Hunter Flanders
            • Utilities
            • Transversal Local Govt/Interco/...
            • AEC
            • SAP
          • Management
            • Sales Manager
            • Implementator
              • Account plans
              • Major Accounts
              • Campaigns
        • Focus
          • Sales Funnel
            • Weekly follow up Sales funnel
              • Goal driven
              • Action driven
            • Monthly evaluation
              • Compare what was promised at the start <-> sold
            • Redefine Sales Funnel
              • Possiblity in BC
              • Information
            • Sales Plan
              • Luxemburg
          • Rules of Engagement
            • Sales Classification
              • Define the different steps in the sales process
              • Clarify what is done by the Acc Mgr Team
                • Define a 'Market' preparation team
            • Account Plans
              • Follow up
                • Monthly Follow up
                • Weekly Follow up
                  • Overview activities
                  • Short sesions with account team
              • Definition
            • Major Accounts
              • Definition
                • Overview list
                  • Timing
                  • Personal Overview
                • Principles
                  • Questionnaire visits
                  • Materials for visits
              • Follow up
                • Weekly Follow up
                  • Planning
                    • For each account manager
                • Monthly Follow up
          • GlobalPrinciple
            • Be in Contact
              • Organize Worksessions
              • Specific Topic sessions
              • Regional Workshops
              • Theme calls
        • Sales Toolkits
          • Demo Materials
            • Centralization of Demo Materials
          • Standard Presentation
            • Creation of Materials
              • Jack Slides
              • Services Packages
                • Assessments
                • Packages as such
              • Presentation esri BeLux
            • Training of Materials
          • Standard offers
            • Maintenance
            • Pricing
            • Text
        • Market Analysis
          • Potential Analysis
        • Stricter Follw up
          • Define clear goals and objectives
          • Dashboard
            • Communication
              • Weekly follow up
              • Publication
            • Elements
              • Top Account plans
                • Activities/planning
              • Objectives / Status
                • Sales Funnel
                • COS
                • Major Accounts
      • Sustain our customers
        • Top Accounts
          • Account Plans
            • Contract Management
            • Account Hunting
              • Evaluate potential
                • Define high level result
                  • License Footprint
                  • Service Revenue
                • Define opportunities
              • Evaluate Risk
            • Inform & Inspire
              • Info-Sessions
              • WorkGroups
              • Advisor sessions
              • Contact each department
            • Monitoring
              • Create Dashboard
                • Actionable/timing
                • Toolset
                  • Add logic/Color scheme
                • Has been realized on customer
                  • Software sales
                  • Consultancy
              • Review Top Account Plans
              • Communicate results/issues
            • Community creation
          • Customers
            • Vlaamse Overheid
            • SPW
            • EC
            • Defense
            • État du Lux
            • VDL
            • CIRB
            • Fluvius
            • NGI
        • Major Accounts
          • Classification
            • Critical
              • Siggis clients
            • Potential
            • Sustain
          • Estimate Potential
            • Visit schedule
              • Planning
              • Report
            • Create opportunities
              • Estimate potential
        • Small Accounts
          • Classification
            • Potentials
            • Influencers
              • Define strategy
            • Sustain
          • Customer Groups
            • Municipalities
            • Engineering / Consultancy offices
            • Fire Brigades
        • All activities
          • Webinars
            • SPW specific
      • Grow our customers
        • Customer Groups
          • Municipalities
            • New Solutions
              • Data Portals/Open data
      • Grow new customers in existing
        • Specific
          • Airports
        • Municipal Market
          • Classification
            • Top Municipalities
              • Wall
                • Top 5
                • GIG
                • Top 15
                  • Detect opportunities
              • Flanders
              • Lux
              • Brussels
            • Influencers
              • Wall
              • Flanders
              • Lux
              • Bxl
            • Smaller
              • Wall
              • Flanders
              • Lux
            • Partners
              • GIG
              • Interco's
                • Flanders
              • Engineering offices
          • Proces
            • Evangelisation
            • Standard packages
            • Detect solutions mutualisés
            • Take into Major account list
            • Awareness creation
          • Contacts
            • Segment the municipalities
              • Partners/user/interco
              • Contacts
                • Existing contact list
                • Other sources
                  • ABC municipalities
                  • List GIS users
                  • Linked-in
            • Contact methods
              • Linked-in
                • Community
                • Following esri Belux
                • Adwords
          • Communication Tools
            • Mailings
            • Landingspage
            • Posts
              • Esri BeLux
              • Specific Linked-in
              • Third parties
                • Portail SPW
            • Materials
          • Solutions
            • Standard
            • ArcCommuneo
            • Smartcities
          • Specific
            • Lux : PAG's
              • Analyse Potential
              • Define the solution
              • Push the solution
                • Mailing
                • Webinar
            • Open Data
            • Tourism
        • Promote Framework contracts
          • Classification
            • SPW
              • Intercos
              • Parcs
            • CIRB
              • Smaller/Solutions
              • Larger (CIRB)
              • Larger (non CIRB)
            • FED
          • Process
            • Letter
            • Info-sessie
        • Interco
          • What to offer
          • Where already succesfull
            • Select the present customers
          • Analyseis of the market
            • Flanders
            • Wall
            • Lux
        • Immo
          • Potentieel
            • Grondontwikkelaars
            • OCMW
            • Partners
            • Facility Managers
          • Major Management
            • Banking
            • Immo beheer
        • Utilities
          • Potential
            • Overview
              • Brussels
              • Wall
              • Flanders
              • Lux
            • Offering
              • Utility Network
              • SAP integration
          • Partners
            • Direct Selling partners
            • Solution partners
          • Community
            • Contact list
            • Messages
            • Contacting
      • Grow new Markets
        • Selection
          • AEC
            • Architecture
            • Engineering
            • Construction
          • Fire Brigades
        • Commercial
          • Markets
            • Real estate
              • Basic Tool for Parcel finding
                • Success stories
      • Grow New solutions
        • SAP integration
          • Selection
            • Analysis customers SAP
            • Contacts
              • Linked-in selection
              • Specific search
          • Understand potential
            • Contact esri inc team
            • Create Value proposal
            • Set up Test envrionment
          • Create Awareness
            • Sessions SAP
            • Landings page
            • Evangelism
              • Posts
              • Papers
          • Collaboration with SAP
            • Account Managers
              • Monthly contact
              • Information session
              • Value Proposal
                • Document of GIS advantage
            • Tech Managers
              • Provide weekly update
            • Selection of Customers
              • Customers Elien
              • Customers Jan
          • Collaboration with SAP Partners
            • The Value chain
              • Detect customer base
                • Select 1 customer
              • Joint messaging
              • Understanding solution
        • Partner solutions
          • Selection
            • Partner
              • 3 GIS
              • GeoCom
              • AED Sicad
              • Suntech
              • NCS
                • Check what the market is
            • Market
              • Evaluate potential
          • Marketing Strategy
            • Define for each the contact list
            • Push the message
              • Messages
              • Webinar
            • Contact the client to learn if there is potential
              • Basic information
              • Follow up
        • Specific
          • BI / Data Science
          • Facility Management
          • Hospitals
            • Marketing
              • Contacts
              • Campaign
            • Tech Materials
              • Vision document
              • Video
          • Detect Obligations from Higher up
            • Legal obligations in 2020
            • Funding opportunities
              • Learn from our customers
      • Partner Management
        • Global
          • Define objectives
          • Define action plan
          • Create Sales Funnel
        • Resellers
          • Classification
            • Cevi
            • Siggis
          • Manage as Business
            • Business Plans
            • MARR
        • Hardware
          • Leica
            • Customer base
          • Trimble
            • Customer base
            • Making contact
              • Set up first session
        • Solution providers
          • IBM
            • Maximo
              • Analyse customer base
              • Define Value Proposal
            • I2
              • Analyse customer base
              • Define Value Proposal
          • GeoCom
            • Map Products
            • Potential customers
              • Map the existing clients of GeoCom
                • Detect if comparable customers in Belgium
                • Detect Potential
        • Integrators
          • Detect integrators
            • Get in contact
              • Organize Drink
              • Contact linked-in
            • Monthly follow up
            • Create list
              • Contacts
              • List
                • Cegeka
                • Delaware
                • Ordina
                • Deloitte
                • Accenture
                • CapGemini
                  • Exchange meeting to foresee
                • CSC
          • Inform
            • Organize Inform session for Consultants
          • Inspire
            • Support with vision notes for customers
            • Classify leads (to define effort)
          • Lead detection/ Get information
        • Geo-Partners
          • 1 Spatial
            • Regular Meeting
            • Detect Client list
              • Segment Client list
                • Migrate this year
                  • With 1 Spatial
                  • Without 1 Spatial
                • Prepare Migration
                • Potential above migration
          • GeoSolutions
            • Create 1 winning case to start
            • Sign Partner agreement
            • Detect customer base
              • Select 5 clients to develop jointly
          • GIM
            • Specific Tenders
              • Sign Partner agreement
              • Create 1 winning case
              • Detect customer base
                • Select 5 clients to develop jointly
          • Merkator
            • Regular Follow up (3 monthly)
        • ISV
          • SAP
            • See SAP
          • Microsoft
            • Get Account / Mgr List
              • For Top Accounts : 3 montly call
            • Define Joint Strategy
              • AZURE
                • Select top 10 clients
              • Power BI
                • Select top 10 clients
              • Principle
                • Have a Funnel with continuous 10 leads
                  • Go through the list of clients Microsoft
                    • Have a joint call For selection
                    • Add to Sales Funnel
                  • Add these in a Sales funnel list for follow up
            • Regular follow up
              • List of Customers
                • Check every month esri BeLux Sales
            • Co-Selling opportunities
              • Enter for 250 k € coselling opportunities
                • Quid Follow up what to do with 'budget'
              • Use budget for joint marketing
                • Session in Microfosft center
          • AutoDesk
            • See AEC market
    • Pre-Sales / Tech Marketing
      • Creation/Mission
        • Define way of working
          • Create note on vision
            • Market Responsible
          • Implement with 1 customer
            • Selection of customer
        • Responsible
          • Resource identification
        • Create rough templates
          • Tender documents
            • General
            • Platform
            • CV
        • Start up
        • Software Vending / Marketing
          • Vision note
          • Selection of products and markets
      • Advisorship
        • Business Improvement Notes
          • Create sub-projects
        • Assessments
          • Types
            • Migration Map to Pro
            • Platform Adoption
          • Tools
            • Sales presentation
            • Draft document
              • Examples by inc?
                • Discovery workshop
          • Implement in Sales
            • Add into Plan
              • Major Accounts
              • Top Accounts
            • Inform Sales
        • KPI
          • For each Top Account : 1
          • Per Sales : 3 Assessments done
      • Solutions / Markets
        • Existing Market segment
          • Municipal
            • Large accounts
            • Influencers
            • Small accounts
          • Fire Brigades
          • Immo market
          • Utilities
            • Water
              • Sewerage
              • Water Distribution
            • Telco
            • Gas
            • Idea
        • New Market Segment
          • SAP
          • AEC/BIM
        • Activities
          • Assign responsible per market
            • Define Time (e.g. 1 day a week)
          • Responsible
            • Centralize information
            • Follow Trends
              • Part of esri I'tl network
            • Materials
              • Presentation
              • Webinar
              • Vision notes
      • Knowledge/Competences
        • Technical
          • List of Critical knowledge
        • Proces
          • Clearly define which + Level are needed
            • Dedicate Staff
            • Hire Staff
  • Turn Around
    • Reduction of Costs
      • Externals
        • Reduce present Time & Means
          • Martine Couder
          • Jan De Kezel
            • Confirm now by mail
            • Ask for description and result task
          • ORBID
            • Result oriented contract
              • Send Mail
              • Call Frans Thoen
          • Connecting Dots
            • Reduce task setting Carlo
            • Max Budget / Estimation
        • Using for specific task setting / Results / budget
          • Task management (Workfront ? )
            • Reporting
            • Regisration (time/advance)
            • Evaluation
          • Contract Management
            • Only accept invoice if coherent with task
      • Specifics
        • MU
          • Risk Evaluation
          • Replacement
        • Cfa
          • Stop contract
          • Define the task setting
        • Peter De Roost
          • Check Conditions of Compusearch
          • Make deal with Compusearch
          • Breach of contract (met vergoeding)
        • What are the major costs changes
          • Cahnge in personnel costs
    • Manage Costs
      • Processes
        • Optimization of Backoffice
          • Goal oriented and with budget
            • Second Opinion
              • Scapta
                • Session to show present solution
                • Session to show future solutions
            • External project leader?
            • Demand document from Orbid
              • Clear Planning
              • Clear Result
                • Presentation session
              • Reduce Budget
                • Clear Mail to Orbid
                • Overview of present budget and cost
          • How to Bring in extra Revenue
            • Lead Creation
              • Entitlements
              • Credits
            • Maintenances
        • BC
          • Define Budget /Timing
            • Orbid
              • Financial Overview
              • Budgetting
            • Internal
          • Reduce the processes and linked effort
            • Show the processes and the linked effort
              • Bookkeeping
              • Backoffice
              • Reporting
            • Define how to reduce the efforts
              • Bookkeeping
                • Create note on how to improve
                • Evaluate the efforts at this moment
                  • Koppeling met overige systemen
                  • Analyse which posts reduce if automated
              • Backoffice
                • Create note on how to improve
                • Evaluate the present task setting
                  • Ask for each to make a note
              • Reporting
            • Project Flow
              • Clear Timing/Steps/Goals
                • Receive planning who/when/what & result
            • Opening up Capacity
              • Evaluate the reductions
              • Fill in Free Capacity
        • CRM
          • Sales Funnel
            • Define adaptations present sales Funnel
              • Dashboard
                • General (Top/Major/other)
                • Hubspot / Power BI
              • Informations
                • Import & check all elements
                • Reduce complexity
              • Transfert data Dma
          • Contact Management
            • Evaluate how a central contact management will help us?
            • What is the process
            • Supporting Team
              • Dmu
        • PSA module
          • Duidelijke implementatie nota
            • Project management
              • Implementatie-traject
                • Budgetiseren / planning / Tasks / Timings
                  • Werkelijk inplannen als een project
            • Budgets
          • Define Priorities compared to 'Turn Around'
            • Note on what the reduction could be compared to investment
      • Bookkeeping
        • Cost Reduction
          • Reduce complexity
            • Note on what is Complexity
          • Externalize
            • Have a proposal for bookkeeping
        • Support for extra Revenue
          • Closer Follow up
            • Specific questions
              • Are all orders invoiced ?
              • Difference between Operating income / Orders received
          • Analysis of missing Revenue
            • Maintenance
        • Short Reporting cycles
          • Quicker Reporting
            • Which reports / Timing
              • Check also double work
              • Time/Effort/who
            • Correct Reporting
              • Orders
                • Check what now the correct ordering is
                • Analysis of last year this year
                • Analysis of which orders are invoiced (order <-> Operating income)
            • Automate ?
              • Reduction potential €
                • Know Time/Effot/Who at this moment
              • Complexity
          • Qx Finance Max 1 Month
      • Activities not linked to projects
        • Implement clear task setting
          • Doucment How to Implement
          • Clear content : Result driven
          • Budget / Timing
          • See also to re-use the efforts
          • Types
            • Internal
            • Sales
        • Implement clear approval process
          • Stop possiblity of booking on Genreal/intenral/ ...
        • Implement system of reducing cost
          • Look for alternatives
            • External Hiring
            • Specialits
          • Apply system to not pay if not worked
            • Technische Werkloosheid
            • Define critical Mass + Variable mass
            • Competence Analysis
          • Accept that we reduce the staff in FTE
          • Have planning for 'sold' competences
            • How much resources planned pre-sales
              • Survey of Sales
              • Topic Sales Meeting
        • Implement Evaluation System
          • Workload
            • Weekly Evaluation
          • Billability
            • What would be the billability degree
          • Operating Income
            • Definition of the new situation (cfr. Number of persons)
          • Specific analysis
            • Analysis EC projects
            • What is the change in number of personnel
        • Evaluate KPI's
          • WIP compared to potential
          • Create Budgets
            • Expected /100 k €
            • Number of persons x 100 k €
            • Evaluate How to create
              • Note How to create and Status
    • Where is the money
      • Specific Markets
        • Small Markets
          • Real estate
            • Grond ontwikkelaars
          • Archeology
          • Hospitals
        • SAP Market
        • Utilities Market
        • AEC
      • Better Sales Follow up
        • Create Result driven processes
          • Define Goals and Evaluate
            • Reporting
        • Sales Dashboard
      • Better Maintenance Follow up
        • Analysis of Maintenance
          • All invoiced compared to last year
          • Analysis of next maintenance and risk
      • Sales Plan
        • Lux
          • Create a clear view on what the results are that they would obtain
            • Evaluate the result
            • Overview for 2020
        • Objectives
          • Monitor these results
      • Marketing Sells
        • Clear task setting
          • Demand of vision on how marketing will sell
            • Ask Commercials
            • Specific markets
              • Full control of budgets
          • Overview of what we need minimally for marketing
          • Overview of the Campaings and activities
            • Overview Campaings
            • Result Campaings
              • Monitoring
        • Evaluate Budget
        • Evaluate task setting
          • Resource allocation
          • Note on tasks of Marketing
    • Optimize Sales
      • Redefine Tasks and Revenue
        • Ask KDS+SAQ
        • Ask Dwa + GJB
        • Possitiblities
          • Ideas
            • Maintenance
            • Credits
            • Entitlements
          • Note From Sales Assistants
      • Evaluation of Sales
        • New Task setting
          • Quid Search New person
        • Dashboard
          • Potential
            • Top Accounts
            • Major Accounts
            • Small Accounts
          • Goals
          • Sales
            • Where do we run late
              • Lux
              • Wall
              • Fla
              • EC
              • BRX
              • Partners
                • Cevi
                • Siggis
          • Sales Funnel
            • Go through the deals
            • See what to report
            • Dma : agina in Hubspot
          • Orders
            • Recheck the reports Tielt
        • Re-organization
          • Re-organize Flanders
            • Alternatives
        • Evaluations
          • Check the Orders
          • Check the Sales Funnel
        • Reporting
        • Sales Plan
        • Clear task setting
          • And Follow up
          • Municipal market
          • Fire Brigades
          • Other Markets
    • Optimize Payment shareholders
      • Control flux
        • Elements
          • Building
            • Total - Real cost
            • Assign and evaluate budget
          • Bookkeeping
            • Total - Real Cost
            • Assign and evaluate budget
          • Invoicing extra prestatie
        • Proces to bring to Mavy/Shareholders
        • Transfer to extra account
    • Clear timing and goals and Reduction potential
      • Have an evaluation Session
        • Define clearly the goals and steps
      • Define priorities
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