To become a key market player, an established enterprise in the marketplace on a long-term basis, as well as a highly respected and admired organization, you must consistently produce revenues through penetrating enterprise accounts, segments and markets.
Your company may have the best products and services, a top management team,
an effective business plan, an efficient structure, a great marketing strategy,
a reliable source of funding and a motivated professional staff including senior sales but that doesn't mean you'll succeed! In the end, business is driven by "top down approach", "time to market" and "local business understanding".

Take advantage of our local presence, executive networking, industry knowledge, business practices and cultural rules understanding. We interface clients, partners, industry segments and markets for you. We optimize your sales resources and process by maximizing business opportunities through all channels!

Our methodology

Direct Sales
Our sales methodology reflects the European, Middle East and African practices, cultures, local regulations, and channel reality - We deliver successfully proven approach!

We handle the "Complex Sales Process" for you.

Since every business in itself is complex, the sales process is naturally an intricate undertaking. Every deal generates a multitude of processes and involves several decision-makers who may be located in various countries and offices. In addition, the recessional economy has created a more cautious buying environment. Decision-makers are more
wary about the choices they need to make. They are under more stress than ever before and must deal with administrative controls that may not have existed during the 90's. You will perhaps find it difficult to secure sales appointments as they are increasingly pressed
for time.

Our delivery

Step 1
We identify potentialities for you, by market, by account and industry segments, we select enterprise accounts by project opportunities - business needs, timing, budget and executive contacts, we set-up a local team including experts, market developers, internal coaches including decision makers and local partner, we identify the decision making process within the enterprise accounts, we analyze your current position on the market, segment and within the enterprise accounts, we evaluate the sales effort, the product gap and the organizational issues, we define the purchase influences or parties involved, and we collect the strategic information for you…

Step 2
We visit the decision makers (financial, business and technical) through a top-down approach, we understand their roles/lines of influence, we initiate an action plan and we assume the follow-up, we maintain lines of communication, we set-up executive meetings, technical workshops for your teams….

Step 3
We set up a sales forecast, we make lobbying within the enterprise accounts, we destabilize competition, we manage problems and internal clashes, we control internal changes (core business, markets, technologies, customer needs, product range, competition, company strategy, operations, structure - M&A and downsizing)….

Step 4
We help you in the negotiation, we bring legal, sales and technical support for closing the deal, we minimize customer uncertainty during both the pre-sales process and the first sales visit, we identify and avoid bad deals, we keep ownership of the sales process, we determine buyer receptiveness, we help you to value of the sales - the higher the cost of your solution, the higher up in the corporate hierarchy the buyer is…..

Step 5
We always think and measure in terms of client satisfaction, we help you to repeat orders - cultivate customer loyalty, we help you to duplicate project inside or outside the organization, we help you to build and to promote a set of success stories, we support
your sales account mgr to "farm" your client.

During the entire sales process, we assume the coordination with your sales/marketing teams and with your local partners. We provide at anytime a business report including
sales forecasts, visit reports and next action plans.

Indirect Sales
We apply the same methodology than the direct sales!

The channel development delivery consists to deliver services such as:

• Selecting partners - Resellers, OEM, VAR, ISV, Integrators, distributors, consultants…
  
• Qualifying your potential partners carefully - Reputation, expertise, size, focus, resources
  
• Identifying pilot project necessary for the partner negotiation
  
• Setting reasonable targets for your partners. We make sure you set targets that allow you and your partner to get rid of under-performers, but setting unreasonably high targets only creates relationship problems.
  
• Setting first and second level of support especially in sales and in legal
  
• Segmenting the market properly according to the geography, industries & languages
  
• Helping you to coordinate all local action plans with or through your partner