Industry
Software, Internet, Tech
Company Profile
- Software platform for employee incentives and stock options
- Strong presence in several European countries
- Revenue: Approx. €150m p.a.
Situation and Objectives
- Low market penetration in many European countries and the USA
- Sales approach mainly driven by personal relationships
- Unstructured sales organization; interactions across countries insufficient or non-existing
- Product quality on par with or better than international providers, but many local requirements (e.g. legal obligations or restrictions) not fulfilled
- Objective: Double revenues within four years through international expansion, using a targeted sales approach, a region specific product offering, and a convincing sales force
Approach
- Sized markets and segmented customers in an actionable way
- Developed hunting list per target region with details on potential customers, including their probability to use tenders and our likelihood to win them
- Defined the appropriate size and organizational structure of the sales force
- Developed an optimized offering for each segment that could be used easily by all members of the sales team
Results
- Precise market and sales strategy with defined targets for all relevant KPIs
- Concrete hunting list with efficient allocation of sales resources
- “Offer engine” that enables the sales force to offer the right features at the right prices
Impact
- Increased number of leads and increased conversion
- Doubled number of newly-won customers
