Context
SQLI is dedicated in implementing performance-oriented digital platforms (collaborative enterprise, industry solutions, IS integration, e-commerce, digital and social marketing…).
Two years ago the company started seeing a market change with decision makers and budgets coming from non-IT departments (SQLI’s usual suspects). SQLI thus started adapting its sales force to adapt to the market switch.
Stakes
As a first reorganization step, SQLI recently completed the implementation of a new business-oriented CRM.
Sales reps now face multiple stakeholders in their accounts. Identification and reach of new decision makers become time-consuming.
There is a strong challenge to dig deep into accounts, raise new projects early and secure deals. This situation creates pressure on the win rate.
Solution
SQLI executives select 5 sales reps + 2 front-line sales managers to start with the IKO System solution. They previously define the clear goals of this project :
Free the time and burden of the sales reps for them to strengthen their prospecting actions ;
Dig deeper into accounts (metrics on account mappings and upselling) ;
Strengthen the relationships with software partners to increase the early detection of projects.
Users and managers enter the IKO Customer Success Program (20% application training + 80% best practices to leverage the sales alerts).
SQLI judges the solution to be fully operational 15 days after launch.
The targets have been achieved very quickly. The solution brings a significant gain of efficiency for our sales teams. This is why we took the decision to deploy IKO to all our sales forces.
Bruno Leyssene COO
