Case Files.

Problem

Forecast was missed repeatedly — despite a pipeline of €300 million.

Facts

The forecast was based on a statistical funnel, not on commitments. The pipeline was an arithmetic figure, not a promise.

Intervention

Shift of forecast logic from statistics to commitment.

Result

The pipeline shrank — but became real. Forecast accuracy improved.

Problem

An ERP update removed the CRM function. 100 agents were suddenly working in Excel.

Intervention

Introduction of a cloud CRM within days.

Result

Operational capability was restored.

Problem

Growth mandate combined with a hiring freeze. No coverage for the market.

Intervention

Building an inside sales function plus outsourcing partners.

Result

€180 million in additional revenue over three years.

Problem

Partners in two regions were persistently dissatisfied.

Intervention

Regional support hubs and local ownership.

Result

Partner satisfaction improved significantly.

Problem

Leads were leaking away. Each region worked by its own rules — with over 3,000 email templates.

Intervention

A single, unified lead process.

Result

Higher close rates. Without a single additional lead.

Problem

New business acquisition was everyone's job — and therefore no one's.

Intervention

Clear separation of farming and hunting.

Result

New business had an owner again.

Problem

Downstream B2B decision-makers were not addressed in the sales model.

Intervention

A key account team closed the gap.

Result

The decision-maker side was systematically engaged.

Problem

The CRM was in place. It simply wasn't used.

Facts

Budget was not the problem.

Intervention

Standard processes, accountability and leadership.

Result

In progress.