A conversation with Hayward Gordon and The Service Council, a case study.

1. Driving Install
Base Revenue
GrowthA Conversation with
Hayward Gordon & The Service
Council

2. Steve Evans
Sales Manager
Hayward Gordon, ULC
Speakers
Mandar Parikh
VP Product Management
Entytle
Sumair Dutta
Chief Customer Officer
The Service Council

3. About
Hayward Gordon
Hayward Gordon, founded in 1952, is a
Canadian based manufacturing facility
supplying pumps, mixers and engineered
systems to the Mining, Environmental and Oil
& Gas industries.
Sharpe Mixers and Scott Turbon, are
leading manufacturers of portable, top
entering and side entering mixers and high-
shear mixers and systems respectively.

4. Need For Change
Focus on large scale projects
React to customers
Poor connectivity with
customers
Slow Aftermarket growth
Missed sales opportunities
Lack of HG portfolio exposure

5. Proactt
— Boston Consulting Group, May 2012
Our benchmarking
study revealed that
selling proactively
manages to raise
revenues often by more
than 20 percent and
boost profitability by
more than 30 percent
Proactive With A Purpose
0
10
20
30
40
50
60
20%
15%
35%
Proactive
Tailore
d
Growth Rate Improvement
Source: BCG, Gartner

6. Entytle
Insyghts
I N T R O D U C I N G
First Enterprise SaaS
Application Dedicated to
Driving Aftermarket
Revenue Growth

7. Implementation Summary
Analyzed 15+
years of ERP data
15+ 6 1
Part replacement
cycles
Limited number
of product lines
US market only
Product Lines Integration Point
Microsoft Dynamics
6
Time to first
opportunities
weeks

8. Guided Selling

9. Targeted, Tailored & Actionable

10. Compelling Results
G O A L S A N D TA R G E T S
Material impact
to Aftermarket
business
02
Processing 150+
highly qualified
opportunities /
month
01
Recaptured
inactive / non
transacting
customers
03

11. Change Management
Importance of
reconnecting with
inactive customers
1
Old habits hard to
break2
Operating Expectations of
Sales team3
Channel Partner
management4

12. Keys To Success
Strong Executive
sponsorship
Hone in on
specific products
Paradigm shift: Proactive
Customer Contact
Initiative
Drive adoption through
sales training

13. @tservicecouncilwww.servicecouncil.com | Boston, MA|
Service Revenue
Growth
Sumair Dutta
Chief Customer Officer
The Service Council

14. Questions?