inputs from vp business development
TRANSCRIPT
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Role of Global BD Team: Contribution & Evolution
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Future Contribution
Past
Evolution
How We
Sell & Deliver
Scale
Scope
Outlook
What do
we do?
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What do
we do?Membership Fees, 51%
AI BD Revenue, 4
9%
, 0 , 0
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What do we actually do?
+400 internships
16 + 3 Global Partners
6-60 internships per
partnership
14,000 – 90,000 EUR annual
contract value
Sales network co-sales
global prospecting, follow up, closing
Account Management & Delivery Sourcing:
global promotion
targeted recruitment
shortlisting
HR consulting
Managing AIESEC network
coordinating with MCs for
delivery
supporting MCs, developing
capacity
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to support all that…
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GEPDelivery
Summit
Shared
Vision Creation w/Partners
IC
20131st
Sales
Wave
NewGlobalPartners
Partnershi
pManagement
& ContractNegotiation
In July, the AI BD team hosted for the first time
ever the “Global Exchange Partnerships Delivery
Summit” and invited GEP Global Coordinators
and MCVPs/key account managers from entities
with high-scale GEP delivery. The output resulted
in increased understanding and solutions for
GEP delivery challenges and MC/AI/GC action
plans for global partnership delivery in 1314
transition, account delivery
feedback, re-qualification of
needs assessment and
value of partnership, and
most importantly to deliver
“Clarity of the Why” for
partners and host the
conversation about a shared
mid-term vision for
partnership development
From July to September, the BD
Managers and VP BD visited all of the Global Partners for in-person
Quarter 3 Highlights
10 TN GEP
contract for 13-14
2 year Y2B and online
branding contract
UK, USA, Switzerland, S
weden, Finland, Mainlan
d
China, Taiwan, India, Bel
gium, Netherlands
Visited/currently
visiting/visit planned for the
following entities for 1st
wave of co-sales:
Prospect list can be found
in “New Sales” section
Due to situation in Egypt, most of the Global
Partners did not physically attend IC & Y2B.
Instead, the BD team worked with some of
partners to deliver Partnership Launches
virtually. An implication of this event is
product re-allocation for undelivered services
and the financial loss/opportunity cost that
the BD team will bear in 1314.
A strong focus area of the
1314 BD plan is on
increasing the quality of
partnership delivery and
servicing. To make this
happen, the BD team
increased its investment into
in-person “quarterly service
reviews” with each of the
Global Partners (virtually if
not feasible). Contract
negotiations for 2014 are in
full swing.
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Past
Evolutionin the last 12 years
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Future
Contribution ?
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4
7
11
5
3
1
11
32
3
5
1 1
5
2 21
5
21
14
4
2
4
2
8
GEP TN Raised – Total 123 in Q3
Top GEP EP Suppliers(Matched/Realized EP Origin)
Romania, Colombia, Poland, Brazil, Russia, Mainla
nd
China, Germany, Taiwan, Poland, Mexico, Tunisia,
Kenya
GEP Contribution to MoS in Q3
TN Background RA MA RE
IT/Engineering 48 4 3
Business-related 75 33 37
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Brand & PR
Powered by
Organizational Development
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How We
Sell &
Deliver
We need
the network!
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Where do we depend on the network?
First and foremost – Product delivery
– oGIP strategy
– iGIP capacity
When the network grows, we grow, and vice versa
Network Investment example: BD revenue could be
invested in oGIP or network capacity development
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New Sales & Upscaling
• Milestone: ER Principles Revision & Co-Sales Model
– Hard change
– Soft change (behavior)
• Examples:
– ALU large scale TN projects
– AP BD new sales strategy
• BD team will always be market driven and oriented on
external customer needs, they key is how to connect that
to network growth!
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Scale
Scope
Outlook
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Financial Overview
Total AI Budget updated at IC 2013 for 13/14 term: € 1,181,416.50
BD Contribution - 49% of AI 13/14 Budget: € 578,894.09
BD Revenue signed for the 13/14 term (to date): € 578,296.00 (99.9% of target)
BD Revenue signed for the 14/15 term (to date): € 160,722.00 (27% of target*)
*Each year, the BD team aims to cover 60% of the next term’s expected contribution to the AI Budget (49%)
Membership
Fees, 51%
AI BD Revenue
, 49%
, 0 , 0
Current State
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Future of BD Investments
If BD revenue were invested (flexibly and strategically) into
sustaining AI BD team and operations…
– Development of network (oGIP, sales & delivery capacity)
– Partnership management upscaling and growth
• Travel costs
• Delivery costs
• Making them feel like they are a priority so they re-sign and
upscale
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THANK YOU!