Ramon van Leeuwen

Establishing a professional Partner Channel for TOPdesk existing of resellers(now in Sweden, Caribean, Mexico, Chili) and Solution parnters.

Introducing the importance of boardroom presence and get the funding for it, true a variaty of actions and make this a coherent story how TOPdesk will add value to its customers, In this time I implemented C-level events, VIP TOPdesk events for C-level, Networking events, Customer Relations events, Partnering with Forrester and Gartner. As a result TOPdesk is now a known global player inour domain of Enterprise Service Management

Creating credibility for TOPdesk as a global Enterprise Service Management player by utilizing our existing fanbase through for example review platforms like Gartner Peer insigth and Trust Radius. Setting up the MVP for an Advocacy Platform. Resulting in a TOP10 position for P2P reviews with the highest ranking over 2016 and 2017.

Changing the existing sales practice from a predominant New Business model to a model based on doing more with your customers. Knowing them better, create more value, improve visibility via reviews, increasing annual recurring revenue at customers, reduce churn and from creating fans to turn them into ambassadors. During the project I was the initiator and evangelist to get it started globally. Nowadays it is common practice.

Introducing the importance of B2B review, implementing the process of creating high valued reviews from our fans and advocates and monetizing this in our business. Due to this project TOPdesk was 3x awarded the Gartner CCA and being included in 2 Forrester Waves.

Introduction and implementing of a new distribution- and business model to create an ecosytem around our TOPdesk offerings using the power of our extensive partner and customer base.

Implementing a new way of working true sales enablement to speed up knowlegde sharing accross different sales team, countries and sectors, to get people better equiped to do there sales job faster and more efficient. Resulting in reduction of search time for specific knowledge, more efficient use of excisting sales and marketing materials, focus on the right content and direct feedback of usage both at the customer side and internal.

Transferring our business from a Perpetual License with maintenace fees to a Annual Recurring Revenue model. Introducing a new licence model for our global sales operations and stop selling the old way. Resulting in 97% transformation of our business in 2016 and marginal addional churnrate(<1%)

Create a social presence with 10k followers on all social media channels like Linked, Facebook, Twitter, Youtube and Slideshare. To get a better customer engagement and use the channel to push our message to our stakeholders. Introducing a coherent strategy to involve social media in all marketing and promotial activitities.

Introduction and execution of the precursor of OKRs. A repetitave method to improve our team sales capabilities, internally called Sales Improvement Sesssions. Quarterly Strategic Sales Sessions to align our sales teams with company objectives and goals.

Introduction of a new business model for software based on our SAAS platform and a free model. The result was a failure but it was tranferred in a new TOPdesk Lite porject which is still running.

Succesfully implementing a strategic sales system based on Sandler which enable coaches, teamleads and sales people to empower their teams and individuals to boost their sales performance and reduce learning times by a at least a factor two. As a result sales people where able to perform at least 6 month earlier then before(reducing TOPdesk Academy time) , almost double the average dealsizes and reducing the sale cycle by strategic lead qualifaction.

Product launch for HR Market by creating a new dedicated team to extend our service proposition and sell more at our existing custumer base. Resulting a fare share of wallet in this new market with the highest customer satisfaction scores and highest average turnover per deal.

Introduction and implementing of the yearly sales strategy meetings to imporve the international collaboration in sales and our international accounts.

Launching and adepting our existing proposition for a new market, setting up a new dedicated team and conquer the market. Resulting in todays most dominant player in this field and catching up the existing competition within 5 years. First step towards our Shard Service Management approach.

Implementation of a new business model in the early days of Cloud software: Software as a Service. From a product orientated sales organisation to a service driven organisation. Resulting today in a stable dubble digit growth and surviving many disruptive new comers in our business.

Launching a new product lite for SME Business to extend our reach in the market for smaller companies, also the first international ( Engish version) to start selling outside the Benelux. Resulting in over 1200 customers in just 5 years.

From the start when doing events at TOPdesk we introduced a dedicated team to organise and facilitate TOPdesk events for ou sales force based on a best practice. This blue print resulted in a synchronised approach during the year with all our sales and marketing activities to optimize the lead generation during events. Today this early project still is the basis for our approach at all our local and global events

Ongoing proces of funetuning and utilizing of a homegrown build CRM / PSA solution. This is still the foundation of the success of TOPdesk to have a single truth for all customer engagement activities. This project resulted in managing numerous accounts with a minimum of effort. As for Today the system is use over 10 countries, with over 250 dayly users for Finance, Administration, HR, Recruitment, Lead Generation, CRM, Sales Management, Pipeline management, Deal registration, Project… Meer weergeven

Ongoing proces of funetuning and utilizing of a homegrown build CRM / PSA solution. This is still the foundation of the success of TOPdesk to have a single truth for all customer engagement activities. This project resulted in managing numerous accounts with a minimum of effort. As for Today the system is use over 10 countries, with over 250 dayly users for Finance, Administration, HR, Recruitment, Lead Generation, CRM, Sales Management, Pipeline management, Deal registration, Project administration, Invoicing and Hour registration Minder weergeven

Implementing a system for differentiation between customer accounts. Based on ABCD types. Which let to an effective way of managing our fast growing customer base. And the beginning of farming our consultancy oppertunities.