Business Information. Solutions

Transcription

1 12 February, 2012 An ever-lasting Love Story Business Information 13th February 2012 Solutions

2 Content What is Bisnode Entering with clients in a long love story Bisnode SLO business model Growth plan based on a precise sales process

3 BISNODE AB PRESENTING BISNODE TODAY SUBTITLE: Strong offer of digital business information services BEST PLAYERS: 186,000 customers LEADING ROLES: 17 countries PRODUCTION: EUR 473 million in total operating income (2010) EDITING: 12.0 % operating margin EBITA (2010) SCREENPLAY: 3,000 employees 3

4 To help our customers maximise sales, minimise business risks and make better business decisions Entrepreneurial spirit Local focus Winning attitude Integrity Openness 4

5 Content What is Bisnode Entering with clients in a long love story Bisnode SLO business model Growth plan based on a precise sales process

6 A relationship with increasing Commitment Upsell Farming: make him feel you are there Hunting Go for long-term

7 Commitment is a Will not a Must Commitment is better created between people than companies Commitment is creating preference not obbligation Unfaithfulness is part of the game but it is harder if client is kept in a network of relationships You have to provide new stimulous to the relationship

8 Content What is Bisnode Entering with clients in a long love story Bisnode SLO business model Growth plan based on a precise sales process

9 Positive growth story based on clients relationship Bisnode development trend (in EUR) 70% revenues come from clients & upgrades This is highmargin new business 30% revenues come from new clients Clients value is doubled in 5 year-cycle GROWTH in 8 years: CAGR: 26% Margin growth: 90% Clients growth: from 973 to Fast growing companies rank: 2011: 361. place 2010: 369.place 9

10 Bisnode: Top B2B player in Slovenia Client portfolio : clients users corporations SME Bisnode Slovenia is among the leaders Client portfolio in B2B : corporate clients in the country. Market penetration: clients users corporations SME 8% penetration in total target markets Market penetration: 56% penetration in targets > 2 mio EUR turnover 8% penetration in total target markets 100% penetration financial market 56% penetration in targets > 2 mio EUR turnover 70% coverage of top 5000 companies 100% penetration financial market 90% public administration 70% coverage of top 5000 companies 90% public administration

11 Still a miniature market in joint-stock and ltd companies 500 groups companies with yearly turnover over 2,0 million EUR companies have more than 10 employees sole entrepreneurs 11

12 Bisnode New Business Model 12 12

13 Segment by brands and channels

14 Modular structures Industry Trends Benchmark analysis Management& Ownership Press & Newswire Complete register Risk assessment Payment Index Probability of default Financial analysis Credit reports 14

15 Content What is Bisnode Entering with clients in a long love story Bisnode SLO business model Growth plan based on a precise sales process

16 Content 16 16

17 Focus is Sales Organisation Principle Sales process is organised in two selling cycles: Acquisition: from booking to order collection Retention: from order collection to renewal Sales organisation is organised after the selling cycles into: Development team Customer Care Accounts Team 17

18 We don t do what we can t measure All processes are broken into phases that measured and monitored Numeric budgets are transformed into activities to perform Rewards are based on in focus: Acquisition: business from new clients Retention: business from upselling Customer care: canceellation rate 18

19 Typical sales cycle 19

20 The ideal Relationship Triangle PARTNER PM, Mktg, ditorial BISNODE Sales, Customer Care Sales, Mgt Admin, USER CLIENT 20

21 Thank you for listening! 21