Moving from diluted coverage to focused market pull.
In a stagnant market, our client’s historically grown sales model spread resources thin. Customer service for planners and architects was reactive and a broad portfolio compressed margins.
The lightweight construction solutions manufacturer needed to pivot from activity-driven selling toward a targeted model that prioritized the right decision makers and ensured regional availability at lower cost-to-serve.
Rebuild the go-to-market around planners and execution discipline.
To create demand pull, we collaborated with the client to realign the commercial model with a targeted planner approach and a structured pre-sales motion. Sales was reorganized into a target-group-oriented operating model, with customer service and project calculation centralized to streamline handovers and responsiveness.
We removed inefficiencies and reinforced high-value roles, supported by CRM-driven, potential-based focus selection. To guarantee local availability, we segmented dealers into “focus” and “base” and stablished a regional partner network to fulfill pre-sold projects. Shifting delivery from a central warehouse to regional partners helped optimize the client’s cost and speed.
Clear focus translated into commercial step-change.
The transformation delivered +13% sales growth and a 65% margin increase. The business was able to achieve sharper prioritization, stronger pre-sales engagement with planners, and faster regional fulfillment through the redesigned partner model.
Contact us
Our experts are always happy to discuss your issue. Reach out, and we’ll connect you with a member of our team.