Scaling digital condition monitoring solutions with MRO customers

Location ➤ Germany

Customer

A global player’s individual consultancy.

Challenges

The customer has created an innovative digital product that offers customers a high level of added value. The ambitious growth targets will be achieved by expanding the traditional business and rapidly scaling the product at the customer. To achieve this, prospects must be identified quickly, global contacts must be gained, and the sales organization must be empowered to sell digital solutions.

Approach

First, conducting 25 interviews with MRO to deeply analyze relevant success factors such as requirements, roles and various action items to scale a digital solution more efficiently, faster and with greater focus. Afterwards, the goal was to develop a targeted sales and scaling strategy to increase specific customer impact.

Results

• A clear understanding of customer groups and market trends.

• Detailed and data-based sales journey plus sales organization concept.

• Developed measures that quickly help to achieve the desired growth targets