1. Boudewijn Wildeman – Head of Global Digital Center of Excellence, DLL
Keynote presentation Luxembourg-Slovenian Business Club Event
Ljubljana, February 24th 2016
Driving the digital agenda of a globally active corporate:
opportunities and challenges
“
There’s no passion to be found in playing small. In settling for
a life that is less than the one you are capable of living”
Nelson Mandela

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4. 4
My 20 minute agenda today
 4 Digital Challenges organizations face today
 4 Imperatives to schedule for this year

5. DLL is a global provider of asset-based
financial solutions working in nine
industries: Food, Agriculture, Healthcare,
Clean Technology, Office Technology,
Construction, Transportation, Industrial
and Automotive. DLL specializes in the field
of leasing and other financial solutions
such as vendor finance, commercial
finance, mobility solutions, factoring,
consumer finance and remarketing.
In 2013, DLL is ranked in the top five of
European Leasing Companies and, in 2014,
ranked first in the Top 25 Vendor Finance
companies in the U.S.
In 2015, the company has approximately
5500 employees in over 35 countries. The
head office of DLL is established in
Eindhoven, Netherlands. The company is a
fully owned subsidiary of Rabobank Group.

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Today’s world of B2B complexity, sounds familiar?
Segmented
customers
Multiple
channels
Multiple
brands
Multiple
products
Multiple
propositions
Multiple
languages
X X X X X
24x7
Campaigns Service

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8. xxx
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“49% of B2B buyers prefer to use consumer
websites to make work-related purchases”
“32% of B2B buyers start their journey on the supplier’s
website, where 25% starts through a search engine”
“57% of the purchase decision is complete before a customer
even calls a supplier.” (CEB)
“67% of the buyer’s journey is now done digitally.”
(SiriusDecisions)
“73% start their buyer journey online”
Challenge #1: B2B is not ready for B2C reference standards

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Challenge #2: Unavailability and quality of dataChallenge #2: Unavailability and quality of data
 Legacy systems
 Integration issues
 ‘Data discipline’
 Data definitions
 Batch vs. Real-time

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Source: Accenture
…and enduring customer relevance... …at scale
Success comes from a customer-focused digital transformation that prioritizes
a superior experience and aligns internal organization, processes and
technology to enable it.
Challenge #3: The ability to create compelling experiences…
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11. Challenge #4: Attract & retain the new breed of employee

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What your customers see, digitally
What you need to do to make it happen

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Imperative #1: An enabling customer engagement platform
Connected
Customers
Connected
Partners
Connected
Employees
Connected
Devices
Connected
Products
Salesforce1 Platform APIs
Salesforce1 App
Salesforce1 Platform Services
Force.com Heroku1
ExactTarget
Fuel

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Imperative #2: Standardize, decouple and automate your processes
API’s as the new “IT currency”
Establish dual-speed IT by separating front-end touch points f
rom back-end processes, data and applications

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Imperative #3: Digital based services business models
Services
support
Products
Services
differentiate
Products
Model 1:
Random
Opportunist
Model 3:
Service
Specialist
Model 2:
Service
Opportunist
Model 4:
Solution
Led
Model 5:
Business
Integrator
Product
Focused
Product
Only
Services
are the
Products
Solutions
are the
Products
Services
Focused
LCAM

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Imperative #4: Think transformational

17. Closing argument: B2B digital transformation is not easy though key for company survival

18. Thank you.
Boudewijn Wildeman
Head of Global Digital Center of Excellence, DLL
Keynote presentation Luxembourg-Slovenian Business Club Event
Ljubljana, February 24th 2016
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