Redefining Growth Through Engagement Design

© The Proposition Circle Limited 2015. All rights reserved© The Proposition Circle Limited 2015. All rights reserved

Sustainable Growth – Delivered

© The Proposition Circle Limited 2015. All rights reserved

Three key messages

Focus on designing customer value propositions that embed innovative foresight and actionable insights at the very core

Align sales and marketing execution strategies and practical tactics, with unique customer engagement journeys

Extend beyond your current markets, geographies or industries, propel growth from top to bottom, and deliver long-term sustainability


“As competition creates infinite choices, companies look for ways to connect emotionally with customers, become

irreplaceable, and create lifelong relationships.

A strong brand stands out in a densely crowded marketplace.

People fall in love with brands, trust them, and believe in their superiority. How a brand is perceived affects its success,

regardless of whether it’s a start-‐up, a non-‐profit, or a product.”

AlinaWheeler, Designing Brand Identity


We live in a world of constant and dynamic change

Customers Competitors New Entrants

§ Sophisticated & educated§ Self served and aware§ Influenced by trusted connections

in their network

Many of today’s top fortune 500 are different from those in the top seat in 1955. And this trend will just continue and accelerate…

§ Disruptive, innovative, unique§ Interesting, relevant, desirable§ Introduce new business models§ Attract the top talents

“70% of the buyer journey is completed without any sale involvement.” Sirius Decisions

“89% of Fortune 500 firms are gone, […] because of that dynamic creative destruction.” American Enterprise Institute

“The US Billion Dollar valuation club currently hold 50+ winning companies. What is your strategy?” CB Insights

Are you walking blind in a fast-‐paced market? What are your customer engagement options?


Re-inventing your customer’s … experience?

Apple

Nespresso

Coring

Sensoria


Re-inventing your customer’s … experience?

Unique store experience addressing key steps across the customer buying and servicing

journeys

Unique home experience connecting insights from

multiple sources & leveraging selective partnerships

Unique office “coffee machine” experience driving new types of creativity & employee engagements

Unique health experience providing relevant feedback

for better lifestyle and behaviour-‐driven rewards

Apple

Nespresso

Coring

Sensoria


We live in a highly digitised experience-‐centric economy which requires that we

rethink the rules of the game.

Will you lead or let others innovate & win in your market?


Successful enterprises will only differentiate themselves by adopting an engagement-centered orientation

Value Proposition:What is you value proposition? How is it congruent with your strategic intent and how does it differentiate from other alternatives ?

Engagement-‐Centered Strategic Intent:Where will your organisation be in 3 to 5 years’ time? What principles and beliefs will guide your growth path?

Business & Operating Models:What are the new business and operating models needed to support your value proposition? What are the key processes, decisions and actions that matter most for your target audience?

Manage, Execute & Monitor: How will you manage all of the above to optimise the value you create for your customers and your business?

Source: Based on and adapted from “Creating & Delivering Your Value Proposition”, Cindy Barnes, Helen Blake, David Pinder

Looking beyond the current market dynamic, and game changing landscape, enterprises will achieve continuous success by adopting an engagement-‐centric approach focused on their customers.


In partnership, we deliver

Actionable Innovation Practical Execution Extend Your Reach

We work with you to create new and exciting options distinct from your current

modus operandus, and identify alternatives that accelerate your organisation’s future growth by defining clearly

defined strategies.

We support the delivery of well structured execution plans,

communication strategies and tactics, aligned with your sales,

marketing and product development objectives to achieve

the response and engagement success you aspire to.

We help you measure and adjust your new strategies. And when things are working well, we help you replicate these in adjacent markets,

with new target audiences, in new geographies and with new strategic alliances.

Focus Align Extend


Actionable Market StrategyDigital/ Brand Evaluation & Refinement

Empathy Maps & Customer Profiling Engagement JourneysMarket Insight Blueprints

Product Roadmap RefinementIdentity & Value Proposition Design

Business & Operating Model Design IP, Trademarks & Product Naming

Marketing Execution StrategyCollateral Design & Messaging Architecture

Digital, Visual & Social CampaignsDemand Generation Program Engagement Toolkits

Influencer CommunicationPartnership Campaigns

Technology Audit & Roadmap AdjustmentCommercial Alignment

Accelerate growth in new marketsAccelerate growth with new segments

Accelerate growth with alliancesAccelerate growth in new geographiesAccelerate growth beyond your current

industry boundaries

Executing and optimising results

Actionable Innovation Practical Execution

Focus Align Extend

Extend Your Reach


Reframe & refine your engagement strategiesto accelerate your financial results

Actionable Innovation

Practical Execution

Extend Your Reach


About Sabine:

Sabine VanderLinden is a market strategy, customerexperience, proposition design and commercial executionexpert. Thepropositioncircle.com provides strategic advisory,delivery, coaching and training services to organisationsseeking to create unique and sustainable growth paths;helping themdesign, execute and replicate strategic customerinteractions, conversations and engagement journeys todifferentiate themselves fromother alternatives. Wealso haveaccess to a network of subject matter experts to speed thisprocess.

Specialising in Insurance and Financial Services, she bringsnearly 20 years of senior positions as well as strategic andoperational expertise working with global consultancy,financial services and FinTech firms, such as IBM, FICO,Pegasystems and SSP. 100s of financial services institutionshave leveraged her skills to achieve their growth objectivesacross multiple markets. She has a strong interest inidentifying blockbuster disruptive and innovativetechnologies that revolutionise the customer experience anddeliver accelerated differentiation.

She is an alumna of Sir John Cass Business School where sheearned her MBA. Amongst her accreditations, she wasawarded an Ovation Award for Outstanding Achievement,Breakthrough Thinking and Execution by IBM. She alsoacquired a postgraduate certificate in advanced mathematicsand five insurance examination accreditations from theChartered Insurance Institute. She is fluent in French andEnglish.

If you want to learn more about Sabine’s experience, pleaseconnect and check her linked-‐in profile.


Legal NoticeThe Proposition Circle Limited has prepared this document in good faith. The information and opinions contained in the presentation are provided as at the date of the presentation and are subject to change without notice. The information in this documentation is proprietary and the responsibility lies with the recipient to evaluate the document for applicability. The recipient is not permitted to create any modifications or derivative works of this presentation or to use it for commercial or other public purposes without the prior written permission of The Proposition Circle Limited. Information supplied in this document may not be used for any purpose other than for which it was supplied.

© The Proposition Circle Limited 2015. All rights reserved© The Proposition Circle Limited 2015. All rights reserved

contact informationFor more info, please contact me at

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Defining unique propositions that shape and accelerate your growth