Industry
Software, Internet, Tech
Company Profile
- Software and IT security supplier
- Strong presence in selected European countries
- Revenue: €50–100m p.a.
- 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 on day one 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 two percentage points
