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.
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