Case Study – PXP
PXP Financial (formerly Kalixa Payments Group) is a next-generation Fintech business. Dedicated to transforming the payments industry globally by combining fresh thinking innovation with experienced financial acumen. They offer integrated solutions spanning Global Omnichannel Gateway, Wallet Services & Issuing and European Acquiring.
After successfully securing growth investment, the CEO was tasked with rapidly maturing their small two-person sales function, to grow expected revenues fast. They selected Digital Works Group to do this because of our expertise, experience and strength of our network.
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
- Digital Works Group 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
As part of the part of the Growth Strategy plan, a significant improvement was made to the sales capabilities of the organisation in their practices, systems, team numbers, and rewards:
- A highly experienced commercial team (eight) were fully recruited within 6 months – including a new Sales Director
- Critical news sales and account management processes were remapped – allowing stronger acquisition of new accounts and better account return and growth performance.
- M365 was successfully deployed within 4 months, reflective of the new sales processes and allowing enhanced control and measurement of the sales team's performance
- Commission structures were re-designed, to allow sales teams compensation to the commercial objectives of the strategy.
These successfully executed foundational elements ultimately helped the company increase revenues by 38% in 5 years, whilst strongly growing their valuation.
“A flexible and inclusive approach, all delivered on time and to budget, made for a great experience.”
CEO
