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Business Referenties

Ik ben trots op mijn business referenties.

Het is ook mooi om te zien dat de relaties die een referentie op mijn LinkedIN hebben geschreven ook eigenlijk tot dezelfde conclusie komen. Of het nu een referentie is van eind 2007 of van eind 2012.

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Referenties zijn op het gebied van marketing onontbeerlijk. Referenties zegt meer dan alle whitepapers, presentaties, voorstellen die je ooit zult schrijven. Het zijn de ontvangers van deze whitepapers, presentaties en voorstellen die de kwaliteit bepalen. De ontvangers zijn dus de referenties en daarom hebben zij het laatste ontegenzeggelijke laatste woord.
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Intro

Van greenfield naar naam waar je niet om heen kan

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Na een lange en interessante loopbaan werd ik begin 2008 gevraagd om Sitecore in Nederland verder vorm te geven. Sitecore had al wel wat klanten, maar het lukte niet de volgende groeifase in te gaan.

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Details

Naar de volgende fase

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UITDAGING

De uitdaging was voor mij niet alleen om Sitecore verder te laten groeien, maar was voor mij ook persoonlijk een uitdaging, Ik had 18 jaar bij KPN (vanuit Getronics Pinkroccade en Pink Elephant) veel successen op commercieel en business partner vlak gehaald, maar nu was ik ondernemer. Zou me dat liggen?

Kortom breng een goede CMS oplossing die toen al personalisatie binnen websites kon realiseren. En leer jezelf beter kennen of je als ondernemer ook succesvol kunt zijn. Zou ik het ook leuk vinden?

Ik had me al meerdere jaren verdiept in de markt van CMS oplossingen. Tridion, Microsoft en Mediasurface waren de bekende namen waar ik steeds mee te maken had. In dit tijd probeerde Microsoft steeds weer met een CMS oplossing te komen, maar was steeds gedoemd te mislukken. Adobe was bekend om haar Photoshop, maar had toen nog niet Day Software overgenomen om mee te doen. OpenSource was in (bijvoorbeeld Hippo), maar was steeds weer een discussie over geld dan over capabilities.

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OPlossing

Met Sitecore als oplossing wist ik dat het wel goed zou zitten.

We hadden al een paar mooie bekend namen als klant, alleen wist niemand dat Sitecore als CMS werd gebruikt.

Kortom stap een was op de tamboerijn slaan, op de zeepkist en roeptoeteren. 10 jaar later noemen we dat brandawareness.

De Sitecore software was toen al in staat om de bezoeker te herkennen. Dus sales had het makkelijk en prospects regeerden eerst beduusd dat we wisten dat ze op de site waren geweest. Maar nadat de beduusdheid weg was, lieten ze al snel weten dat zij dat ook wilden.

En zo groeide het klanten netwerk een razend tempo. Collega’s vroegen wel eens wat ik aan cold-calling deed. Mijn reactie was, “niets, gewoon zorgen dat je bekend bent en dat ze je weten te vinden”.

Belangrijkste leermomenten die ik had in die periode:

– Wees selectief met partners aan te nemen. Ik heb partners aangenomen die niet gecommiteerd waren en eigenlijk alleen maar mee wilde liften op de Sitecore naamsbekendheid

– Neem mensen aan die je zwakten wegnemen. Daarmee ben je complimentair. In veel gevallen ging dat goed soms ook wel eens niet.

– Als iemand niet performt neem dat snel afscheid van elkaar. En als je twijfelt bij het aannemen van iemand, neem die persoon dan niet aan.

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Partner netwerk groei

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300%

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Klanten groei

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500%

Omzet Groei

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400%

Organisatie groei

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600%

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Testimonial

“Harry van Rossum was appointed President of Sitecore Nederland BV with the aim of developing the Dutch business from scratch into a market leader in The Netherlands. During a period of 4 years, through strong sales skills and ambition, Harry built a sound and fast-growing revenue stream and in the process developed an effective solution partner network, which proved to be instrumental in scaling the business into becoming the market leader.”

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Michael Seifert, Sitecore CEO/Co Founder

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NEEM CONTACT MET me op

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+1 555 0394 848
info@diviconsulting.com
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