Case Studies

 

Digital Business Transformation after generation transfer

Client challenge
Generation change within an international company. New strategic approach to take advantage of new digital opportunities and to transform the company. Sales and EBIT increase not satisfactory. Decentralized, uncoordinated marketing and sales management.

TwinSet approach (as part of a 3-year transformation plan)
Set up an international project with the international key stakeholders. Conducted international customer journeys to identify and/or validate the key needs of customers. Defined international focus market segments as well as strategic recommendations for the re-positioning of the Group. Set up a new Strategy Department to secure long-term implementation. Close cooperation with the IT department.

Results
Growth and profitability path identified for the next 3-5 years. Buy-in of the international VPs. Recommendations for Sales re-organization and marketing support (including digital touchpoints) for a higher customer centricity.

What the customer liked about our solutions
„pragmatism, focus, simplicity within the complexity“

Sales force effectiveness program & worldwide sales force automation CRM system

Client challenge:
No sales force effectiveness strategy. No global approach. Cross-national comparisons not possible. No defined sales force processes. Different CRM-systems in all countries with different functionalities to support the sales force.

TwinSet approach:
Initiated a global Sales Force Effectiveness Program to define a global sales force effectiveness strategy. Developed business processes to support the global strategy. Derived requirements for the solution design of the international CRM solution. Set-up and managed the international IT project. Continuous improvement of sales force strategy and processes.

Results:
All countries follow the same sales force strategy. Strong support of international sales organization and country Sales Leads. Easy-to-use common CRM-system based on Salesforce.com supporting sales force strategy and processes. Country specifics allowed in the CRM-System. Approach for further enhancement of the CRM-System & support set up and work smoothly.

What the customer liked about our solutions:
Joint effort between Business and IT with excellent results

Change Management for a higher customer centricity

Client challenge:
International Group wanted to change the mindset of their employees to increase customer satisfaction and keep up with competition

TwinSet approach:
Group coachings of all executives (change agents) around five new behaviors supported by five key lean management practices

Results:
Intermediary targets of the company reached, positive internal and customer feedback

What the customer liked about our solutions:
„clear directions combined with empathic approach“

Digital Business Transformation as part of a new brand positioning

Client challenge:
Company wanted to support their new positioning with the launch of an innovative (digitalized) product

TwinSet approach:
Set up a cross-functional project team. Developed a marketing & sales launch strategy and execution plan (incl. new processes, adaptation of the IT-landscape & IT processes). Led the pilot phase of the implementation.

Results:
Launch on time, despite IT problems. Yearly sales targets reached after the 3 months´pilot phase.

What the customer liked about our solutions:
„dynamic approach that gave momentum to the team. Excellent crisis management to meet the agreed deadlines“

Business optimization for a quicker time-to-market

Client challenge:
International Group wanted to speed up the go-to-market time of IT high-tech services

TwinSet approach:
Designed a best-practice offering blueprint including process optimization for each stage of the offering + monitoring. Identified cross- and up-selling potentials. Coached the Product Managers.

Results:
More transparency and efficiency in the offering process.

What the customer liked about our solutions:
„integration of best-practice experience into customized solutions. No copy-paste consulting templates“