Company Profile

  • €50-100m revenues p.a.
  • Software and IT security supplier
  • Strong presence in selected European countries
  • Fast growing company

Situation and Objectives

  • Recent invest by private equity to accelerate growth
  • Historically grown sales approach with an inefficient allocation of resources
  • Structure and steering insufficient for company size

Approach

  • Understand status quo of go-to-market and sales
  • Identify levers to boost sales volume
  • Prioritize levers and translate into sales initiatives
  • Develop quick-win implementation roadmap

Results

  • Transparency over untapped sales potentials supported by best in class benchmarks
  • Quick-wins that were implemented day 1 after the project
  • Roadmap for medium-term changes
  • Better key account support due to shift of sales resources

Impact

  • Revenue growth of key accounts by 30% due to better upselling
  • Improved retention rate by 2ppt.

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