Go-to-market & Business Planning

Defining the target group and market sectors, positioning your organisation, establishing the correct propositions from the perspective of client needs, translating these propositions into operational building blocks, market cultivation and channel choice are crucial topics for sales success. A business case model is established on the basis of services and margin benchmarks, average client size and sales input into a long-term forecast. An Implementation Plan is then prepared after agreeing the business case.

Portfolio Development

Cloud, SaaS, PaaS, IaaS, VDI, Storage (on demand), Online Desktop, Network Management, Workstation and Printer Management, Application Development, Application Management, Outsourcing, Managed Infrastructure Services, Solutions, etc. We undertake service development by using the go-to-market and the business case to work out which services can be best positioned in the market, which can be easily sold by Sales and which can be delivered profitably by Operations. By means of a sophisticated process, checklists, templates and numerous example services that we have predefined, we are able to develop services in a short period of time that suit your clients and your organisation.

Sales Kits

Sales requires support materials for every step in the sales cycle. As a result of this less pre-sales effort is required, Sales has more resources for positioning the added value of your services and Sales requires less time to inform and influence clients and to prepare presentations and quotes. In other words, less effort better hit ratios.

Sales training and coaching

Successful selling starts with thorough knowledge about the service portfolio and having the correct skills to be able to sell it. How do I focus attention on the client? How do I sell the added value of this portfolio? How do I ensure that I am seen by the client as the “trusted advisor”? How do I increase my scoring chance? All of these are questions to which we find the answers during the training.

Conceptsales academy

In our unique Conceptsales Academy your sales team is trained to be the best in the market over a longer and thorough period. As a result of this they are able to sell outside-in in a natural way and translate client issues into your solutions.

Market cultivation and deal-making

For various clients we undertake deal-making for the new (or existing) portfolios. In this way we generate income for your organisation and we work together to achieve success.

Partner programs

If you decide to work with partners then it makes sense to get the right partners on board and to support and develop them in such a way that they are successful. In our programmes we use the knowledge and experience gained from our other services. In this way we are able to ensure that partners can sell many of your services on the basis of an earnings model that appeals to them, using the correct portfolio and sales material, and on the basis of portfolio and sales skills training. The programme is of course completed with accreditation/certification, partner portal, partner contracts and other aspects that are required for success.

Quarterly portfolio and sales reviews

To ensure that your organisation improves continuously we undertake a quarterly review of your portfolio, portfolio management process, sales skills, sales tools, hit ratios, use of sales methods and many other aspects. This is the best way of continuously identifying areas of improvement and implementing improvement actions if required.

Implementation of Portfolio Management process

In the ICT sector the role of Portfolio Manager only came into being recently. This role is of crucial importance to achieve increased sales, margin and recurring business. The Development, Building, Implementation and Maintenance of the portfolio are specialist fields. We have therefore developed processes, checklists, templates and examples that help Portfolio Managers to fulfil their role better. We will be pleased to set up this process within your organisation.

Implementation of Operations Blueprint

When you undertake project or contract services it is prudent to establish a quality-based method of working. We have developed an operational blueprint based on ITIL and Prince2 best practices. You can use these as the basis for delivering your high added value services. This allows your organisation to know how to deliver quality at the margin contained in your business case. Implementation of this blueprint with Conceptsales will save you a great deal of brainwork and will help avoid making the mistakes that others have made in the past.

From product-based to service-based organisation

The transition of an organisation from a products-based to a service-based organisation has a major impact on the earnings model, organisation, investments, cash flow, people, resources and processes. We have been involved in and have played a role in this transition on numerous occasions. We will be pleased to help shape this transition within your organisation.