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For a large computer manufacturer and software editor in the CAD/CAM domain:

Objective: The french Management's objective was to penetrate rapidly the SMB Market with new hardware and software solutions.
Challenges: Known by large accounts as one of the worldwide leaders in the CAD/CAM industry and with a high reputation for the quality of their hardware and software, this company was not known as it would have been in the Mid-Market.
Solution: To submit this situation to a sales & marketing specialist in order to analyse, recommend and roll-out actions to penetrate this Market and ramp-up the revenues.
Mission: After a short marketing and sales analysis (SWOT) for each segment of the SMB Market, actions had been suggested, approved, and rolled-out:
- New positioning.
- Saleforce's assessment and training (value selling)
- Marketing people sent to the field (with prospects and clients) instead of staying in their offices.
- Creation an animation of the Indirect Channel.
- Implementation of CRM/SFA systems adopted by the salesforce.

For the services department of a large computer manufacturer:

Objective: The EMEA management's objective was to increase the salesforce productivity (direct + Channel) in the services business by still better answering clients' needs throughout EMEA (>500 sales people).
Challenges: For such a hardware and software company, to sell a full range of new services produced important changes: Positioning, sales approach, organisation, procedures and human resource management.
Solution: To clearly communicate the strategy and to make it adopted by all employees and by the Channel EMEA wide.To improve the sales approach, to create cross countries communication between sales people and to centralize some processes and tools to reduce internal costs and increase productivity.
Mission: After a marketing & sales analysis (SWOT) in each EMEA country, some focused actions have been rapidlly undertaken:
- Positioning's communication inside and outside the company.
- Salesforce's assessment and training (Value selling) throughout EMEA.
- Changes in the organisation to liberate sales people from administrative tasks.
- Implementation of cross-countries communications dedicated to sales people.
- Qualification and recruitment of the right partners with an EMEA leverage.
- EMEA harmonisation and improvment reagarding Goaling & commissioning.
- Forecasting & reporting centralisation.
- Sales tools (CRM/PRM/SFA) implementation and adoption EMEA wide.

For a software editor, Information systems/Databases:

Objective: For the launch of new products designed for the SMB Market, the european management's objective in terms of sales revenues was ambitious but in adequation with the quality of the product and with its positioning, even if the environment was highly competitive. The market penetration had to be done throught the Indirect channel.
Challenges: This company was well known in large accounts for its software but so well for it harware and in particular in the SMB Market. Additionally, some competitors were yet well established in this market with networks of successful partners (OEM, Distributors, VARs, Resellers ...)
Solution: To penetrate and to develop the business in this market, in particular by recruiting rapidly the right partners at a reasonable cost.
Mission: The mission covered the Belgium&Luxembourg territory.
- Positioning analysis and SWOT for partners.
- Partners search, selection and pre-qualification.
- Short-listed partners advanced qualification.
- Support brought to the client through recruitment meetings.

For a software company in the domain of systems administration, WEB analytics and security:

Objective: After having recruited a new management team in France, the EMEA management had defined ambitious sales goals which were in adequation with the quality of the products and the competitive environment.
Challenges: The Indirect channel was not appropriate to cover the french Market, the sales & marketing positioning needed to be clarified and communicated.
Solution: To define the positioning, communicate the strategy and recruit new partners.
Mission: The mission covered only the selection and qualification of partners.
- Positioning analysis and SWOT for partners.
- Partners search, selection and pre-qualification.
- Short-listed partners advanced qualification.
- Support brought to the client through recruitment meetings.

For more information: Contact us.

Whatever your competitive environment is, there are methods and tools to speed-up sales.

Working with Sales and Marketing specialists is always a good way to increase revenues, to save time and to reduce costs.
This is why Keensales is sollicitated.

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