“Why I should be the next Future Voice

Deal Architect”

Matt Tebay

MY BRAND

“I am a creative and resourceful professional who is trusted by peers, senior

management, friends and family.

I enjoy meeting new people, being given new tasks and helping others to perform to the

best of their ability.

In my professional career I strive to be best in what I do, this is driven by my ambition to

succeed.”

Matt Tebay

Why BT?

Why BT

• Investments are delivering

• Met or exceeded financial targets

• Good progress towards delivering sustainable, profitable

revenue growth

• Delivering value to customers, shareholders and society

Why BT Business

• Growing business, opportunities to develop, good care results

• Fibre, Plusnet and mobility a key product

• Working towards a complete converged solution

• Strong brand

Why Matt Tebay? In Numbers

Demonstrable and continuing success in all sales management roles

Year Business

Type

Target Ach % Comment

2013/14 Channel Mgt

(New/Resign

Bus)

Best year for BT Mobile

2012/13 Channel Mgt

(New/Resign

Bus)

Hit volume target wk 44

2011/12 Channel Mgt

(New/Resign

Bus)

Introduced Business Sales.

Volume target hit 32K

connections

2010/11 North West

BTLB Product

Specialist

1st year managing multiple

products.

2009/10 NW BTLB

Mobile Specialist

-

Why Matt Tebay? Delivering Opportunity

Responsible for the P&L of Mobility in SME

Driving run rate business for core products

Enabling new channels to sell

Use of social media to grow a business

YoY growth in mobile channel on revenue and volume

Driving additional revenue streams such as extras, accessories, cross selling

New Product Launch’s

Mobile, Broadband, Calls/Lines

7 years of training new technologies

Manage Underperformance

Informal- reviews- support coaching training

Agreed targets and objectives

Delivering Opportunity

Why Matt Tebay? Inspiring & Leadership

Challenge: Voda/EE Migration

Training Plan for UK SME

Migration rules for clients

New pricing tool

Impact – Continuity of sales engagement

Project Management:

Defying Gravity – Letmedevelop –

a gateway for people to develop and learn

BTLB Induction programme

Ownership to revamp programme

Change experience

Lead the group

Role Model/Mentor

Open/honest culture

Reflect company’s and your values

BT Volunteer work

Ran the London Marathon

Inspiring / Leadership

Why Matt Tebay? Driving Change

Transforming Costs in order to grow Own P&L for mobile

Proposition pricing input

Project Management:

Defying Gravity – Letmedevelop –

a gateway for people to develop and learn

Coaching / training of new products and services

A simpler, less complex pricing tool allowing us to engage with more

sales people and build quotes quicker

Advocate for change

Healthy organisation

Social Media used to promote BT

Putting the customer at the heart of everything we do

Driving Change

Why Matt Tebay? Commercial Acumen

Responsible for the commercial sign off on value mobility deals.

EBITDA/NPV

Delivering props that are competitive and deliver sustainable revenue

growth

Fraud Prevention Project:

150-200K saving per year

Volume Pay Plan:

100K saving per year

BTLB Mobile Specialist Recruitment

Generating 108K revenue

Area of development this past year

Online courses available to learn and develop

Commercial Acumen

Why Matt Tebay? Managing Complexity

Voda/EE Migration:

Managing the migration of 36 BTLB accounts

Managing the migration 1000+ customer accounts with 25+ connections

Focusing the channels to acquire at the same time

Sales Enablement:

Introducing Business Sales back into the mobile space.

Organising offline time, partner support, training material, collateral, follow up support, pay plan, targets

Process / System / Sales tools in place for launch of the new MVNO

All hands calls, f2f, email, live chats with channels to communicate

Remembering the end goal at all times

Utilise the people and skill set within your organisation to deliver

Taking time to reflect and learn

Managing Complexity

Why Matt Tebay? Summary

Successful track record PROOF

Analytical Relationship

Builder

Communicat

or

Passionate Focus Enthusiastic

SKILLS

CHARACTER

Coaching

Consultative

Feedback

“The way you manage is to push your teams to

achieve their targets. You do this by constantly

challenging them to better themselves every

day. Any company that is fortunate to have you

working for them will reap the rewards “

“Matt is an accomplished relationship

builder and very strong at bringing together

various departments and stakeholders

across a large organisation to deliver key

business objectives “

“Matt is passionate about creating a team environment and encourages team

members to share knowledge and experiences for the best development of the group.

He is enthusiastic which is infectious and offers support when needed. This in turn

motivates the team and provides and open and honest environment.”

“Matt is brilliant at coaching and developing individuals via

121s and also in creating and developing teams. What is

also interesting about Matt is his ability to develop and

motivate all types of people ranging from new recruits to

older, sometimes more cynical types . Matt is extremely

passionate and his enthusiasm and drive become

infectious “

“Your coaching ability and commercial understanding

has proved crucial in helping me win some of my

biggest deals. The ability to work with you and walk

away each time feeling inspired to work harder and

achieve more is something that doesn’t happen very

often .”

“Matt Tebay has been fantastic. The BTLB have had

several opportunity owners (staff leaving), and Matt has

not only offered advice (this was an ongoing customer

complaint); he worked through the billing data, built the

IMPACT and kept this rolling with me and account

manager.”

Common Questions

Why should Matt Tebay get this job? Successful track record in both product

and sales enablement, I have the skills and experience to fulfil and go beyond the

responsibilities of this role i.e. coaching, analytical, great communication skills and

relationship builder. My character will suit your way of working, consultative,

passionate, focused and most of all enthusiastic.

What do the people you work with think of you? See feedback on Slide 11.

What are your weaknesses? “I have a thirst for what is coming next. I want to be

one step ahead in terms of what is the next big thing to happen so I can prepare

and be ready for the change to happen. I think this is an area for development for

anyone and something I encourage”