Unlock your software-sales success in the German market!

Have a plan, know your competetion and your target customers

Lets make some deals in Germany! It is a great market, still. We have a great product, so lets invest a bit and come back as sales heroes. Really? How high do you think your chance of failure is? 

🚨 Typical issues:
🔹 No real plan – Just hiring a sales and presales person, working from their home office is the bare minimum investment and success probably more based on luck than on strategy.
🔹 Buying a local company – But which one to buy? Will customers then change to your solution? A potential very expensive excursion that will fail.
🔹 Missing know-how of your competition – Who are you up against and how can you beat them?
🔹 Hiring the right people – Trusting on qualities you are not really able to evaluate can be very risky.
🔹 The right go-to-market plan – What fairs, what events, what marketing is a base for success and how, rather than a hole in the ground you bury money in?

Only if you have a plan and know what you do and why can you address the many issues of your market entry and make the right decisions.

In this module we develop the right market entry strategy that shows you all your options, addresses them so that you can make a controlled decision based on your targets, your goals and abilities to invest.

👉 Have a plan and execute it. Trial and error are not the right market entry strategy!

Convincing marketing & communicating customer value!

Many successful software-vendors focus on their product – but how is the value for the customer communicated externally? How does the customer recognize that YOU and your solution deliver value to him?

🚨 Typical issues:
🔹 Clear communication of added value – Why should a customer decide to use your solution?
🔹 Presenting a clear message and the relevant features – What competitive advantages you deliver to them compared to your competition?
🔹 Reference selling – Trust comes from real success that your other customers have already accomplished.

If you think you are already successful and potential clients who do not recognize this are „dumb“ you are moving in the wrong direction. The world changes and so does the perception customers have of you and your solutions, especially in a new market.

Communicating the right and localized message is this of real importance.

👉 Show your potential customers at first sight that you are the best choice!

Convincing solution presentations – excite your customers instead of overwhelming them!

Too many software vendors „love“ their solutions. But presentations are not there to present every feature or function just because you think it’s great, and it gets you excited. It is much more important to present the features in combination with the added value for that specific customer!

🚨 Typical issues:
🚀 Added value instead of features only – Show how your solutions solves problems.
🎯 Focus on customer specific processes – The why, including the result, is much more relevant than the how.
💡 Present emotionally and make it easy to understand – Komplexität reduzieren, Wirkung maximieren.

The reality: 90 % of all presentations are not showing the full potential of the solution, the company and their services. Many are even catastrophic and do not even address the audience and their requirements. The result? Customers do not understand WHY and lose interest.

But you can do it better, much better. We can develop the ideal presentation where you can apply the goal oriented stories and presentation techniques do not just convince, but excite potential customers!

👉 Make your solution presentations a customer experience to remember!

Winning RFIs and RFQs because you know how to do it!

The best software is useless if nobody knows about it and it is not represented in RFI and RFQ processes. If you truly have a great solution, services and references, but do not present them in the right light it is not the fault of the market but yours, because you have no idea on how to apply the right strategy.

📌 Understanding the process and what is important – What is the base for a decision?
📌 Creating a clear and convincing offer – Added value and content in the right granularity & cost structrure.
📌 Differentiate yourself from your competition – Apply the right strategy and be better than the rest.

In this module we can show you how you can increase your success rate – with the right content, better arguments and surprises that will convince prospects to choose you and not your competition.

👉 Because you don’t only have the best solution, you also present it as the best one! 🚀

Efficient software-projects – clearly structured instead of chaos!

Many software vendors stand in the way of their own success when it comes to implementing their solutions. Insufficient project management, choice of the wrong local implementation partners, unclear roles and responsibilities and missing, or insufficient tools lead to many errors, frustration and often to a failure of the implementation.

🚨 Typical issues:
❌ unclear roles and responsibilities – Who does what until when?
❌ Ignoring language requirements – Because German is not only an option!
❌ missing structure – No clearly defined processes, no binding milestones.
❌ insufficient tools – Planning, communication and controlling are not efficient.

The result? Overrun of costs or time schedules, unsatisfied customers and rising internal pressure.

In this module we address alls these issues and implement the basis to implement your projects more efficient, more transparent and this more successful. With clearly roles and responsibilities, structured processes and the right tools.

👉 Because successful projects are not based on being lucky! 🚀