Company Profile

  • Approx. €150m revenues p.a.
  • Software platform for employee incentives and stock options
  • Strong presence in few European countries

Situation and Objectives

  • Low market penetration in many European countries and the US
  • Sales approach very relation driven
  • Unstructured sales organization with lacking cross-country interaction
  • Product quality on par or better with international providers but many local requirement (e.g. legal) not fulfilled
  • Objective: Double revenues within 4 years by expanding internationally using a targeted sales approach, a region specific product offering and a convincing sales force

Approach

  • Size markets and develop actionable customer segmentation
  • Develop hunting list per target region with details on potential customers, their tender probability and our likelihood to win need
  • Derive suitable size and organization of sales force
  • Develop segment specific optimal offers for easy execution by sales

Results

  • Precise market and sales strategy with defined targets for all relevant KPIs
  • Concrete hunting list with efficient allocation of sales resources
  • Offer engine that enables sales force to offer the right features at the right prices

Impact

  • Increased number of leads and increased conversion
  • Doubled number of newly-won customers

Download this resource: