RSM415H1 Lecture 10: Wk 10 Summary Kauflauf
Document Summary
Overview: fast growing provider of subscription enterprise software, hq: heidelberg, germany. Male dominated company, but good idea comes from minority (non-german woman) Customers: b2b, mid-sized/top tier smaller firms wanting cloud based subscription software, middle market. Customer-relationship management software for computer and office supply wholesaler and retailers, mid-power. Propose/pilot: first memo, describing why, how and offering to answer questions, pilot, test. 4: close: sales reps like idea, acceptance, deliver: have steps laid out and followed, report/refer: improved sales and hence profits for kauflauf, top sales people champions as trainers spread the method, back to benefits. Finance: greatest year-on-year revenue growth, greatest roe, highest ebitda out of all competitors. Culture: solution oriented, relationship-driven, collaboration, technical excellence, mutual respect . People: jess, sales consultants, 3 rsds, sales and marketing directors. Processes: field consultants educate, guide and customize for clients to get accounts and loyalty informal networks and relationships.
