Global Sales for IT Services and sub-project management in the Go-2-Market program Managed Services
Our client:
Wincor Nixdorf – now operating under the name Diebold Nixdorf – was one of the world’s leading providers of IT solutions and services for retail banks and retailers. Wincor Nixdorf employed approximately 9,000 people and had a presence in around 130 countries worldwide through its own subsidiaries and sales partners.
Wincor Nixdorf GmbH
Paderborn
www.dieboldnixdorf.com
Industry: IT
Employees: >9,000
The goal:
To further expand the international IT services business, the business strategy for managed services should be sharpened and powerful go-2-market action plans developed. The aim was to define in concrete terms the customers and markets in which we can successfully differentiate ourselves and generate sales growth.
Our approach:
A powerful task force conducted strategy workshops worldwide with the sales teams for banks and retail companies respectively. Here, markets were analyzed, target customers identified, individual sales strategies and attack plans developed, and critical success factors and prerequisites defined.
The result:
After 16 Go-2-market workshops in the Europe, Americas and Asia Pacific regions, the addressable market potentials were identified and individual sales strategies coordinated. All workshop results were consolidated and the most important aspects for feasibility (e.g. solution offering, marketing, delivery, costing) were presented to the management team with clear recommendations for action.
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