Building the next generation of BT Global Services. Next Generation Global Sales. Significant growth opportunity in the G230 accounts. 42% of 13/14 Revenue. 54% of ICV 13/14. 36% of 14/15 Pipeline. Top 50 G 230 customers = 77% of revenue. Next Generation Global Sales. SOW 10%.
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Significant growth opportunity in the G230 accounts 42% of 13/14 Revenue 54% of ICV 13/14 36% of 14/15 Pipeline Top 50 G 230 customers = 77% of revenue Next GenerationGlobal Sales SOW 10% 47% of order book is new bus and growth Win rate 38% on new bus and growth • The G230 represent significant scale in our business today, and yet there remains huge potential for growth in these customers if we focus and execute on our ambitions. • Estimated average Share of Wallet less than 15% • Focused, consistent and aggressive global sales teams unlock and accelerate Growth • Our GAM teams will take us on this journey across all our G230 customers,
Our share of wallet (SoW) with these top 1000 current customers leaves significant room to grow revenue Our primary focus is to increase SOW in our top 1000 customers 1. Includes approx. £330m from ZZ bucket customer (multiple SME customers) for which no information is known 2. Based on addressable spend Source: BT GS iNet data, BCG analysis
G230: Growth Strategy Customer Global Ecosystem • BT Global Accounts is an extension of our customer’s business • Global consistent execution of Sales and Service • Innovation – leading – helping our customers grow Next GenerationGlobal Sales Growth Ambition Focused Brilliant Global Teams • Lead and attack on new propositions • New business key to our success • Vertical propositions/ solutions • Understanding our customers by LOB • Competing differently by creating and entering new markets • Best Practice High performance Global Sales Team • Recognized in the industry as leading • Focus investment in Sales, Service, Products, and Engagement • Sales led culture and collaboration Focused, Leading, Different, Faster
Global account management Operating Model Structure overview Roles / Responsibilities Regional GA Directors (GAD) • Based in region, dual-reporting – functional reporting to VP Global Sales, operational reporting to regional President • GADs have dual role – responsible for: global accounts within region, driving vertical propositions globally • Have P&L responsibility for regional HQ accounts Global Account Manager (GAM) • Based in region, dual-reporting – operational reporting to HoS, Regional VP, GAD or President; functional reporting to GAD. • GAMs responsible for leading relationship with GAs in region & globally w/ regional counterparts VP of Global Sales • Reports into President of Strategy • Jointly responsible for performance of top ~230 key global accounts with GADs in region • Responsible for driving account plans, bid preparation, training, targeting, operations & supporting global sales teams • Global Acct Planning and Ops teams at centre to support planning, bid process, P&L mgmt, resource allocation, etc. • Maintains shadow P&L for all global accounts CEO Global Services Next GenerationGlobal Sales President UK President EUROPE President AMEA President Americas President of Strategy President GBFM Also responsible for 1 vertical VP of Global Sales Country Manager GAD/ Vertical Lead Sales Director Global Account Mgmt+ Saes Enablement team Strategic Deals team GAD = Global Account Director GAM = Global Account Manager LAM = Local Account Manager Functional reporting Operational reporting GAMs LAMs LAMs
Where new global accounts will report – US&C Regional President Americas Bas Burger Chris Blundell VP – Global Sales West Region VP Tammie Leith Americas GAD Tom Wolf David Disley Ralph Mayes new OUC HP Kevin Bernier Finance Schlumberger Pepsi Mars Heinz P&G BMS 12 Global Accounts East Region VP Colin Spence 16 Global Accounts ONLY SHOWING NEW ROLES AND VERTICAL&GLOBAL ACCOUNT PLACEMENT, NOT FULL ORGANIZATIONAL STRUCTURE
G230: How and what is different? The operating model • GADs and VP Sales • One Global Sales Management team collaborating to WIN • Shared targets and real collaboration • Resource management • Strategic Deal Management • GAM Selection and Development • Innovation and Vertical responsibilities • Account Development Planning program • High levels of Executive Support • Coordination of global bid resources GAD UK Next GenerationGlobal Sales GAM X50 VP of Global Sales GAD Europe GAD Americas GAM X71 GAM X40 GAD AMEA GAM X37
The Americas currently have 40 accounts in the G230 Next GenerationGlobal Sales
G230 : Immediate next steps • Full KAM capabilities live 28th April for the G230 • Finalization of GAMs for the G230 by May 9th • Initial account planning phase coordinated with GADs by May 30th • Targets and resource interlock by May 30th Next GenerationGlobal Sales
Industry Practice Operating Model FOCUS PROGRAM PARTNERING BIG DEALS TEAM GS STRATEGY INDUSTRY PRACTICE OUR CUSTOMERS MARKET UNITS & SALES P&SD, GCS, LOBs GBFM CLR & Commercial Finance PORTFOLIO GOV GB&FM GOV Other LOB’S Portfolio BT ADVISE & BT SECURITY UK INDUSTRY EXPERTISE INDUSTRY SOLUTIONS TOP 230 & 913 & Regional Focus Accounts EMEA G A D s AM G C S TSO HUB OPERATIONS AMEA Research & Innovation OTHER: Procurement, CSR MARKETING
Vertical Propositions – Americas Operating Model Industry Sales Overlays Pre-Sales Specialists BT Advise Consultants Direct Report to GADs P&SD SOLA Grad Students Regional University Liaisons Regional Industry Consortiums
Notes for Today • NEXT: Marc Carlettiwill give us an overview of GBFM • Portfolio Presentations – last five • 1:00 – 3:15 Afternoon Breakouts Be Present – This is not your time to take a break! • Conferencing – Texas Learning Center • GS - Park West Ballroom • Following breakouts we begin the account planning exercise • Be in this room 3:45 for a briefing before you break into teams • 6:00 Tonight: begin boarding busses for a high-octane experience! • Casual and comfortable attire