Customer example 1:
The market analysis for an international software company showed that the software solution is more suitable for corporate clients and will lead to large projects. To better address this target group the organization was focused on a model of direct sales model. The sales department was restructured, direct sales people were hired and target account selling was introduced. The status of the top 10 projects was reviewed in a project status meeting with the management each month. The sales people were managed through a newly introduced pipeline process and weekly revenue meetings. The average revenue per customer quadruplicated and the overall revenue increased by 23%.

Customer example 2:
A market research company experienced decreasing revenues and important customers losses. The analysis showed that customers needs and the company´s offer did not match in price and form. In a creative process the product offering was rebundled and prices were redefined to meet the procurement limits. The new offer also included a personal assessment of the company´s needs in terms of market research for the upcoming year.
Shortly after the program launch the market response increased significantly. The new product offering reduced the sales cycles and simplified the contract closing. The number of new customers increased and revenue rose by 30%.

The expert

Possesses broad knowledge of restrucuring in the manufacturing and software industry (processes, sales and marketing) as well as solid experience and profound knowledge of corporate management, M&A and implementing sales strategies for emerging markets. He has a proven track record and led many companies to success.
His last position was chairman and CEO for a manufacturing company listed on the Singapore stock  exchange, which was successfully restructured. He also held the positions of COO and CEO at leading international software suppliers.