This IT company is a TOP blockchain partner for unique projects, which has been transformed from a developer company
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To work with the sales department to change their work, to form long-term and large contracts rather than selling development teams
The company has significantly grown at the market and expanded its value for customers and had the need in positioning while there had been no time to form the structure of the company
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Source of the request
Source of the request
The company has significantly grown at the market and expanded its value for customers and had the need in positioning while there had been no time to form the structure of the company
Request
To work with the sales department to change their work, to form long-term and large contracts rather than selling development teams
- positioning as a company of developers

- the team rarely shares experience with each other

- the sales department focuses on tactical rather than strategic customers

- work with the executive staff at the session
- the team took responsibility for the new position and the new level of cooperation

- accelerated development in 4 times

- new positioning

- structure with senior partners

- clear algorithm of cooperation with partners

- salespeople have grown into senior partners as they are engaged in business development for their customers (who are partners of the company)
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RESULTS
Results
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Conducted eight one-hour interviews with founders, salespeople, marketing specialists, PM (work with the sales department includes communication with other departments)

Conducted a one-day session with the sales department, PM, HRs and recruiter to understand where the company has grown to

Realized that the company is no longer a top accelerator, but a blockchain partner for the development of unique projects
Stages
Analysis of problems and opportunities
      Team sessions and changes
        Stages
        Removed the sales department and changed the structure of the company. Now the company's partners conclude the contracts

        Introduced a new algorithm for cooperation with customers. First, there is an evaluation of the project and then the formation of partnerships and offering conditions

        At the session, we worked only with the executive staff of the team. It increased the level of subjectivity of the team

        Prepared the presentation for the owner (he supported what the team came up with)

        3 weeks of changes implementation through private coaching sessions and feedback sessions on working with their cases
        Conducted eight one-hour interviews with founders, salespeople, marketing specialists, PM (work with the sales department includes communication with other departments)

        Conducted a one-day session with the sales department, PM, HRs and recruiter to understand where the company has grown to

        Realized that the company is no longer a top accelerator, but a blockchain partner for the development of unique projects
        Analysis of problems and opportunities
        Team sessions and changes
            1
            2
            Clarity in owner's and team's heads
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