Global IT OFFSHORing*
Enterprise Lead Generation & Sales Coordination
| Business Background |
| A major global IT solutions provider, with a focus on IT consulting and business process outsourcing services, including major offshore and onshore facilities. |
| Challenge |
| As a new entrant to the German market, with aggressive business growth objectives focused on very large Enterprise Accounts, but limited Field Sales resources, the challenge was to maximise the effectiveness of the Field Sales people by driving highly qualified new business leads and appointments with 'C' level Decision Makers and other key Decision-Makers. |
| Solution and Results |
| Max ASP was selected to implement a New Customer Acquisition Program with close alignment and integration to the Client Side Field Sales organisation. The Max ASP team has generated multiple leads and appointments with some of the largest corporations in Germany which has generated a large sales pipeline. Max ASP's approach is based on a detailed account engagement methodology, based on understanding the detailed make-up of each target organisation and identifying the key decision-makers to speak to in this structure. Our effectiveness depends on extremely close collaboration and sales coordination with our client organisation, both at a front line Field Sales level and with multiple departments and specialist personnel behind this.
"Max ASP is able to get through to the highest levels of Decision-Maker in our target strategic accounts and develop a strategic dialogue which we simply do not have the time to do ourselves. The key for us is to make sure that our best Field Sales people are spending the maximum amount of time with the right Decision-Makers and driving the actions needed to win new business, and that is what Max ASP's model allows us to do" - Country Manager Germany |
* By definition Max ASP's specialist service activities are linked to our clients' objectives to gain a competitive advantage in the sales arena. For this reason in general specific client names will not be published here.
Core Competence
Inside Max ASP
Germany
Call +49 731 15927 - 0
South Africa
Call +27 11 5813 - 130