Integrated offering and sales force post-merger into a one-stop shop
Case study:
Integrated offering and sales force post-merger into a one-stop shop
- Situation
- A rapidly growing PE-backed tech buyer acquired an international competitor, expanding European reach while creating partially overlapping offers and customers
- Buyer and target served similar needs with different business models and price points driven by distinct service levels
- Overlapping customers risked down-trading, so the combined offer had to defend the premium segment while integrating sales coverage and leveraging the platform
- Actions
- Integrated service products into a portfolio with clear packages and rules on pricing, delivery and service levels, making them easy to sell as a combinable suite
- Integrated the sales team into a single coverage model with clear account ownership, enabling one-stop shop selling across the combined portfolio
- Set go-to-market rules on what to sell to whom and when, put cross-sell enablement in place across service products and built next-year sales plans underpinning c. 35% year-on-year growth
- Defined an operating model with clear trade-offs on what ran nationally versus internationally and what was shared versus dedicated by service product
- Results
- Two differentiated, combinable service products launched as sellable packages, protecting premium price points and preventing down-trading across overlapping customers
- Integrated sales coverage and the one-stop shop offering rolled out across key markets
- New organization took effect and staff transitioned into the new legal entity structure