Services & Outsourcing
For the world’s largest BPO provider of CRM services (€ 4.2 billion revenue, 220,000+ employees), optivendo took over the development and implementation of a sales strategy for the acquisition of large international companies. The change in management in Germany and the loss of numerous customers in the previous years initially required a re-organization and strategic realignment of key account management and sales positions. A particular challenge was to overcome the different business cultures of two previously independent companies, which after they had been acquired by the client, had to be positioned in the market under a new name.
After an initial SWOT and GAP analysis, optivendo developed a pragmatic approach of restructuring the existing sales organization and after four weeks of preparation, it was possible for optivendo to put a branch-specific process model with a target-group specific approach into practice. After four months of close co-operation, in which optivendo – as an integrated partner – had a leading role in active sales, the first major new business client with a long-term contract and a contract value of a seven-figure sum could be won.
On the base of success, the client and optivendo further expanded their co-operation. Over the next four years, optivendo had succeeded in acquiring additional major customers from various industries with a total contract value in the two-digit million range. In addition to acquiring new customers, optivendo took over operative tasks, such as implementation, management and controlling of new projects, recruiting new employees for middle management and introducing a company health management system which included a health card (in cooperation with a large health insurance company).
Reference: Global Leader BPO and CRM Services
Task: Creation and implementation of a sales strategy and active acquisition of new customers