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Our Focus

We are focused on enterprise sales.  To beat your competitors,  you need the most advanced processes and methods, as well as the best-trained people.

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Aligning product management, marketing and sales with customer value is key to an improved sales pipeline and higher bookings.

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When your customer understands the value of your product and services, they will make the right decision to improve their ROI.

Building a value chain from strategy to execution

Product

The product strategy must enable key differentiators that will generate USPs (Unique Selling Proposition) in marketing and sales, based on unique VALUE for your customers. Knowing competitors and their strengths is important to increase this value. 

Marketing

Marketing should communicate advantages not only as technical features, but how these features and your company mission will generate VALUE for your customers. A proper marketing funnel, built with a state-of-art marketing automation tool is key.

Sales

Proper qualification and forecasting is key in every sales organization. 

We favor MEDDIC as

qualification methodology.  MEDDIC helps us to streamline your sales process and align sales interaction with other departments for more accurate forecasting.

a typical engagement

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Analyses

Every company has its strengths and weaknesses in different areas, therefore it's important to start with proper analyses based on company presentation, existing success stories, product roadmap, configuration of CRM, Marketing system and any other area unique to your business.

We use a checklist with questions (examples below) to understand strengths and weaknesses:

 

  • Where are your product strengths and weaknesses and how can we generate more key differentiators?
     

  • Who are your competitors, how do you differentiate from your competitors, are there hard differentiators or only soft differentiators existing.  How do you differentiate in terms of long term strategy to fulfill market trends?
     

  • Is your marketing department using your key differentiators effectively?  Are your website, white papers and success stories based on customer value and are you using marketing automation to penetrate your leads efficiently?
     

  • Is your Inside Sales Team using a proper lead classification system?  What are your outbound sales activities like, have you activated reference selling?
     

  • Which arguments does your sales team use in front of your customer? Do you understand your customer's business needs or is is in many cases a "black box"?  Do you know the right people and the cross-department alignment at your customer? Can you identify a "coach"?
     

  • Are there Ideal Customer Profiles (ICP) for regions, verticals and other parameters? Is there an Ideal Sales Process (ISP) defined that every sales employee understands (what he/she should do in each step of the sales process)?
     

  • Is your partner management using an Ideal Partner Profile (IPP) to focus on the right partners and to increase lead generation? 
     

  • How does your forecasting process look?
     

  • Are your targets aligned with your forecast and up-side in the different regions and verticals?
     

  • Are you using the CRM system in a consistent and correct manner?

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Sales Strategy

We define a strategy based on vision, goals and set of steps that will enable your organization to achieve a sustainable competitive advantage.

Together, we define a strategy and which key elements we need to achieve maximum improvement with the invested time and budget. 

Based on this strategy, we break down the processes into small pieces and structure them in different workshops and working groups for easy deployment.

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The result is a project plan with defined responsibilities, timelines and deliverables.

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As a part of this process we consider limitations such as personal relationships, budgets and priorities. We manage all of this with emotional intelligence.

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Some elements like compensation plan and customer contracts are only discussed with top management.

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Change Management

We plan, initiate, realize, control, and finally stabilize change processes on corporate and personal levels. Change may cover such diverse problems as strategic direction or personal development programs for staff.

The Improvements are implemented as a team. We define the content in several workshops, which are typically covering these areas:


With Product Management:

  • Identification of key differentiators

  • Description of the value proposition (including the ROI for the customer)

  • Interaction with Market Analysts like Gartner

  • Establishing battle cards for competitors

  • Process for product optimization based on customer feedback
     

With Marketing: 

  • Calculation of required MQLs (Marketing Qualified Leads) and SQLs (Sales Qualified Leads) 

  • Creation of success stories and white papers

  • Implementation of a marketing automation tool with appropriate workflows

  • Inside Sales Strategy and Playbook


With Sales:

  • Definition of an Ideal Customer Profile (ICP) and how to use it

  • Definition of an Ideal Sales Process and a Check List for Opportunities

  • Definition of responsibilities during the lifetime of an opportunity

  • Implementation of a lead qualification process according to MEDDIC

  • How to enable reference selling

  • Training for proper forecasting (incl. required volume based on win rate)

  • Definition of a partner strategy based on the Ideal Partner Profile

  • How sales interacts with partner management

  • Analyses of potential channel conflicts and how we can avoid them in advance

  • Roadmap for adapting the CRM system so it reflects the new qualification process

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With the Management:

  • Compensation plans

  • Standard contracts such as General Terms and Conditions

  • KPIs and how to measure the improvements

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