End-to-end. From design and concept to implementation and managed service.

We help B2B companies successfully implement digital transformation in sales. As a mix of management consulting, IT consulting and digital agency, we support you in the digital transformation and implementation of the megatrend Revenue Operations (RevOps). We combine strategic expertise with technological solutions to optimize your sales processes and realize your full market potential. This includes the following services

• Go-To-Market Strategy: We develop a customized go-to-market strategy that effectively addresses your target markets and enables sustainable growth.

• Demand Generation: We ensure that your brand generates targeted demand among relevant prospects. From branding through to account-based marketing.

• Lead Generation: We implement lead generation activities to drive qualified leads into your funnel. We optimize the handling and qualification processes.

• Process Consulting: We optimize your internal sales and marketing processes to increase efficiency and improve your bottom line.

• CRM Optimization: We customize your CRM system to best support your transformation and future needs. If desired, we can work with your existing partners.

In a world where departments often work in isolation and opportunities go untapped, it is critical that companies rethink their internal structures. Marketing, sales, and customer service must work more closely together to ensure growth and focus on customer needs. The goal is to break down silos and create a unified customer journey that increases both customer satisfaction and efficiency. The megatrend of revenue operations (RevOps) is making this vision a reality.

RevOps integrates marketing, sales, and customer service into a unified operating model based on data-driven decisions. This close collaboration orchestrates the entire customer lifecycle, streamlines internal processes, and makes the most of every stage of the customer journey. The result is a seamless, customer-centric operating model that can significantly increase revenue.

As a partner, we are agnostic in our strategy and process consulting, which means we recommend the best solution for your business, regardless of technology. We can help you evaluate the right tools and provide implementation expertise as a certified partner of selected tools. We are implementation experts for the following tools

• Salesforce: As a certified Salesforce partner, we use this CRM platform to automate complex sales processes and seamlessly integrate marketing, sales, and customer service - we call it Customer360.

• HubSpot: As a certified HubSpot partner, we offer a CRM and marketing automation solution that optimizes lead generation and ensures consistent communication.

• Dealfront: As a Dealfront partner, we use this market and competitive analysis tool to make informed decisions about your go-to-market strategy.

• Reply.io: As a Reply.io partner, we automate outreach campaigns to create efficient and personalized sales processes with higher conversion rates.

• LinkedIn Sales Navigator: As a Reply.io partner, we use this tool to precisely identify and target customers, ensuring deeper insights and optimized outreach.

It is critical to have a partner who can respond flexibly to your needs. Our engagement types fit seamlessly into your structure and provide the support you need. From inspiration to pilots, transformation to outsourcing, we adapt our services and work closely with you to achieve your goals. We strive for long-term partnerships and provide ongoing support along the way. Our engagement types include

• Inspiration: We work with your team to develop initial approaches that leverage current trends and best practices in sales.

• Safari: A multi-day deep dive into a specific topic, providing in-depth insights and actionable recommendations.

• Pilot: We help you pilot new sales strategies or technologies to validate their effectiveness.

• Transformation: We design holistic programs that leverage your internal expertise and service providers to support a comprehensive transformation.

• Retainer (Business Process Outsourcing): As a long-term partner, we take over the ongoing planning, management, implementation, and optimization of your digital platforms and channels, allowing you to focus on your core business.

• Interim roles: Whether it's a BDR for lead generation or a Salesforce administrator, we're happy to provide our experts in interim roles to help you manage the transformation.

ALPLA, a leading global provider of packaging solutions, is characterized by its innovative strength and sustainability. Originally strongly anchored in customized packaging for large customers, ALPLA is now pursuing a strategy of penetrating new business areas such as pharmaceuticals and standard packaging. This expansion requires a comprehensive sales transformation to move from a large customer-focused sales approach to a more flexible model.

We helped ALPLA implement an Account Based Marketing (ABM) strategy for the Tier 3 segment to effectively position new products in the market and optimize sales processes. Highlights of the sales transformation project

• ICP development: We developed an Ideal Customer Profile (ICP) to target the right companies and decision makers, which formed the basis of the ABM strategy.

• Outreach: We implemented a targeted outreach strategy to effectively reach relevant decision makers and generate interest in new products.

• Lead management process consulting: We restructured the lead management process to ensure that leads were efficiently transferred to sales and that conversion rates were increased.

• CRM requirements engineering: We defined the requirements for the CRM system to seamlessly integrate the ABM strategy and enable data-driven sales management.

TTTech, a leading technology company for rugged networking and safety controls, is facing the challenge of shifting from a product-centric to a customer-centric strategy. This transformation is critical to strengthening the company's market position and ensuring long-term success. To achieve this, a comprehensive process analysis, a redesign of the customer journey, and a precise gap analysis were carried out in order to initiate targeted improvement measures. Our consulting project included

• Process analysis: We analyzed the sales processes and identified inefficiencies such as manual processes and an outdated CRM system. This analysis laid the foundation for the transition to a service-oriented model.

• Customer Journey Design: The customer journey analysis revealed gaps in customer interactions, particularly in lead management and customer service. Together, we developed measures to optimize the customer experience.

• Gap Analysis: Gap analysis revealed critical gaps such as inefficient data management and lack of standardization. These insights were used to develop a strategic roadmap for IT and business transformation.

The renowned eyewear brand Silhouette was faced with the challenge of transforming its business model from a traditional dealer relationship to a direct-to-consumer approach, including e-commerce. In doing so, Silhouette had to deal intensively with the topic of customer journeys and the associated journey management and marketing automation. To make this transformation a success, we were brought in as consultants to provide comprehensive support at both the technology and business levels. Three highlights of the project

• Market and customer research: We conducted extensive market and customer research to identify end-customer needs and derive requirements for the new direct-to-consumer approach. This laid the foundation for a focused digital strategy.

• Vendor selection: Based on the identified requirements and in alignment with the existing IT infrastructure, we helped Silhouette select the appropriate vendors to implement marketing automation and other digital solutions.

• Implementation of Marketing Automation Solution: Our team oversaw the implementation of the marketing automation solution, including system integration and rollout. This solution enabled Silhouette to efficiently manage customer journeys and align marketing processes with new business objectives.

In the face of economic challenges such as recession, declining number of orders and increasing pressure to go digital, one thing is clear: the party is over. In our OMR Masterclass 2024, our founder Matteo Ender and partner Manuel Kuhn present the B2B Marketing & Sales Playbook - a strategic guide with seven success factors that are crucial for your business success.

From account-based marketing to social selling and digital self-service platforms: Learn from best practices and real-world use cases how to optimize your customer journey and drive sustainable revenue. A must-watch for B2B decision makers and marketing professionals.