“DWG turned around an immature and poorly performing sales function. Delivering new sales quickly, while enhancing the foundations of our approach, team, and systems”

We instigated a five-step action plan to rapidly mature their sales function:

• Adjusting the articulation of their proposition to be customer needs-based rather than technology-driven.

• Applying a rapid target market and sector planning exercise, matching their propositions to market opportunity and levering our network to open doors fast.

• DWG then worked with the senior team to formulate a budget and take into account opportunity cost factors

• The development of an effective channel partner programme.

• Managed the organisational planning and hiring of the long-term sales team.

• Supported by the implementation of core CRM systems for insight and control.

Within an intensive five months the Kalixa sales team:

• The sales team had grown from two to eight.

• They were supported by effective and well-articulated sales and marketing materials.

• Were operating from a professional sales platform, augmented by a successful partnerships programme.

• Had generated prospects in major retailers, travel and gaming companies.