Open New Logos

Indeed, startups face a unique challenge when it comes to winning over new clients or customers. While upselling to existing customers can contribute to growth, it is often not enough to achieve the desired objectives. To expand and sustain growth, startups must venture into new markets and reach out to new audiences. However, this process can be time-consuming and requires careful planning and execution.

• Closed DANONE, PARTENORD, TETRAPAK, BBVA for INFOGRID
• Won TOTAL, RENAULT at VANTIQ, EDP for CHANGEPOINT
• Signed ORANGE, NUMERICABLE (SFR) for EGAIN

Build and Leverage The Partner Network

Partners play a crucial role in installing and selling your products, especially in countries where you are not present. Their knowledge of the local economic fabric, their relationships, and their existing customers are invaluable assets for saving time and getting sales off the ground.

• Set up a network of partners in Sweden, Spain, Italy and Israel for VANTIQ
• Boosted partner relations in Portugal for CHANGEPOINT and signed major local logos (EDP, VODAFONE)
• Introduced KERENSEN to SALESFORCE.COM who acquired it few years later
• Initiated partnerships with IS and other software vendors at TIBCO

Grow The Team To Raise The Revenue

It’s obvious that the more sales reps you have, the higher your sales. The challenge is to ensure successful onboarding to minimize ramp-up time, while maintaining the same level of productivity.

• In 3 years, went from 4 to 12 people and from $250k to $10,5m for TIBCO
• In 2 years, quadruple the revenue from $500k to $2.1m and the sales team
• In 1 year, grew the revenue from $250k to $2m adding 1 SDR to prospect for PLATFORM COMPUTING

Implemented sales methodology

A sales method is a guide for your salesperson. It will help him or her to ask the right questions at the right time, and above all, to find the answers. But each method has its own particularities and is adapted to a specific type of sale: so it’s vital to choose the right one for your needs, not a fashion.

• Implemented MEDDPICC and Direct Sales depending on deal size or product and reduced sales cycles from 18 months to 4 months at TIBCO and CHANGEPOINT
• Adoptedc MEDDPICC for VANTIQ, INFOGRID
• Used Value Base Selling for EGAIN and ORACLE
• Used Power Base Selling for SAP

Adapt processes

It’s often said that it’s the seller who sets the tempo: this is all the more true in a repetitive transactional mode. So it’s vital to sort deals according to types, and to keep up the appropriated pace.

• Sorted deals by side and assigned them to different teams depending on their size and criticality for ORACLE,
• Created playbooks and milestones adapted to the product for CHANGEPOINT
• Adopted different sales methodologies for small and medium-sized companies on the one hand, and large accounts on the other for TIBCO.

Industrialized

What happens if you succeed? Will your sales methods and processes hold up if you multiply your sales by 10 or 100? If not, it’s time to industrialize what can be industrialized to reduce sales cycles and improve sales productivity.

• Created playbooks to drive sales reps. and shorten the sales cycle for TIBCO, CHANGEPOINT, VANTIQ, INFOGRID
• Designed TIBCO’s sales process to address volumes of leads and minimize the cost of sales by automating the prospection, organizing standard weekly first contact webinars, and content to support the sales for TIBCO: connected 30 leads per day, get 1 MQL per day, generated 1 opportunity per week, closed 1 opportunity per month.

Repeat, Repeat, Repeat

It takes a lot of repetition, often and against all odds, for a customer to understand the benefits of moving to a different scale.

• $3m with AIRBUS at PLATFORM COMPUTING: 9 months to convince
• $2m with PSA STELLANTIS at PLATFORM COMPUTING

Bad news is an opportunity

Reorganizations and M&A are always occasions for intense power struggles and open up incredible opportunities.

• $25m with AIRBUS at SAP with the merger of the group’s subsidiaries
• $2m with ZURICH INSURANCE at TIBCO taking advantage of reorganization and internal power struggles
• $2.7m with BNPP AM at SALESFORCE.COM on the occasion of the FORTIS AM obsortion (poison pill)

Use magic

There are cases that no one believes in, but that only a magician can pull out of the hat. Hard work, perseverance in the face of adversity, the ability to convince, personal talent… all this is the magic of salesmanship, making you achieve things that no-one else can.

• $100m+ CHORUS RFP at SAP
• $20m with SEXTANT at SAP
• $3m with RENAULT at TIBCO