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Business Development Next Generation Iris Stewart , Customer Business Development Manager National Sales Graphic Communications March 23, 2015 Fuji Xerox Internal Use Only 1

Business Development Next Generation

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Page 1: Business Development Next Generation

Business Development Next Generation Iris Stewart , Customer Business Development Manager

National Sales – Graphic Communications

March 23, 2015 Fuji Xerox Internal Use Only1

Page 2: Business Development Next Generation

Who Am I?

Iris Stewart – Customer Business Development Manager

• 5 years at Fuji Xerox

• Over 2 years in current role – Customer Business Development Manager & Manager of

1:1 Ignite Program Australia

• 3 Years Senior Account Manager – Graphic Communications

• Previous Experience

• 2 years Business Development Manager – ABNote Australia

• 2 years Sales – Accounts & Communications – Altshuls

• 4 years – Marketing Communications Manager – ANZ Bank

March 23, 2015 Fuji Xerox Internal Use Only2

Page 3: Business Development Next Generation

Linkedin, Facebook, Google+ & Twitter

March 23, 2015 Fuji Xerox Internal Use Only3

Page 4: Business Development Next Generation

Oxford Dictionary

Business

work, line of work, line,

occupation, profession, career,

employment, job, position,

pursuit, vocation, calling, field,

sphere, walk of life, trade, craft

Development

evolution, growth, maturing,

expansion, enlargement,

spread, build out, progress,

success, blossoming, blooming,

burgeoning, headway

March 23, 2015 Fuji Xerox Internal Use Only4

Profession Evolution in the pursuit of expansion, calling on progress to create

a new walk of life

Page 5: Business Development Next Generation

Top 5 of the challenges in the Market

1) Marketing – how do you get your name and offerings out to customers and potential customers

2) Sales - how to project, measure and track sales revenue and profit

3) Proposition – what is your unique message to customers, what do you offer better than the competition

4) Social Media – how to use it to promote and sell products and services

5) Sales skills of employees – how to educate and train your sales force

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Page 6: Business Development Next Generation

What resources do we have?

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Business

Development

Financial

Marketing

Custom Consulting

Profit Accelerator

Lean Processes

Sales

Page 7: Business Development Next Generation

Why BD? Where is the value?

Page 8: Business Development Next Generation

We need to understand the present and the future

March 23, 2015 Fuji Xerox Internal Use Only8

Current state of the GC companies

world wide

Timeline – 2015 to the Future

Expert!

Has earned a green card in the business

Virtual employee

for the customer

Trusted Advisor

Max 5 accounts

Knows the business of the customer

Key Account Management

Account Plan

100-300 accounts

Account Management

Many accounts to visit

*Speed

No time to spend quality time with the customer

Sales

Page 9: Business Development Next Generation

Strategy + Success = Making Better Choices

March 23, 2015 Fuji Xerox Internal Use Only9

$$ INVOICE

No Vision, Strategy,

Focus, Market

Understanding,

Weak Adaption of

Transformation

IT driven,

Marketing, Sales,

Focus, Niche

Player

Page 10: Business Development Next Generation

Cash flow based on product types

March 23, 2015 Fuji Xerox Internal Use Only10

Logistic

Products

Strategic

Products

Commodity

Products

Lever

Products

Logistic

Risk

Financial

Risk

80%

are active

in this

area

Page 11: Business Development Next Generation

What have Fuji Xerox done for our customers?

• Enabled customers self learning through

our Profit Accelerator tools

• Lunch / Breakfast and learn sessions

• Customer consulting in Business Planning,

Marketing Strategies and Sales

Management Planning

• Sales & Product training to address end

customer needs

• 1:1 Ignite Program to guide and assist in

delivering 1 to 1 cross channel

communications

• Lean Manufacturing audits to help reduce

business costs

March 23, 2015 Fuji Xerox Internal Use Only11

Page 12: Business Development Next Generation

Summary

• Fuji Xerox Customer

Business

Development

Consulting Services

are here to help you

grow your business,

reduce costs,

produce more work,

focus on what

matters most to you,

delighting your

customers.

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Page 13: Business Development Next Generation

Questions?

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Page 14: Business Development Next Generation

Xerox, Xerox and Design, as well as Fuji Xerox and Design are registered trademarks or trademarks of Xerox Corporation in Japan and/or other countries and are used under license.