Cross-Sales Enablement

Our customer is a leading global supplier and wanted to become stronger through leveraging both internal resources, as well as external expertise. Specific countries were strong in selling certain products, while others were very strong selling others. The goal was to learn from the success stories, whilst building out their ability to structurally understand its customers and approach them accordingly.

Understand and learn from the sales employees on the ground, what makes them successful and what differs between approaches. We structurally assessed what worked well, translated that into a synthesized approach that could be used by other markets and trained international sales people to be able to start selling the products. Furthermore, we created easy sales tools that allowed to structurally collect data and sell better

The customer was very open to share the selling approaches that top performing sales employees use. By bringing the learnings to a central level, creating a forum through which knowledge was shared, and by creating pragmatic structures that would help other sales employees to emulate the successful approach (e.g. through simple sales checklists) we equipped them with clear and implementable changes that led to the team embracing the focus on cross-sales.

Pricing Model Transformation

Our customer, a construction costing and forecasting data provider, came to us with a complex price list. Products grew historically and became too complex. Furthermore, the existing pricing driver allowed customers to share login details, limiting the possibility to monetize fully. The aim was to transform the current pricing into a real SaaS like pricing, create up-sell and cross-sell paths and create a fair Value-for-Money positioning for our customer and their users alike.

We identified potential pricing drivers, analysed them, and decided on one. The product offering got simplified by introducing bundles and validated the underlying customer needs through quantitative and qualitative research. Prices were set taking acquisition potential and base migrations into account and all migration tools (Migration renewal quotation tool and communication collaterals) have been created and handed over to the team including monitoring.

The target of creating a simplified SaaS like offering has been achieved. Sales has clear up-selling and cross-selling path they didn’t have before to execute on immediately.
Furthermore, management is fully equipped to migrate all customers. Longer term, password sharing will reduce consistently which will drive additional customer-led upside potential.