Optimize sales and implementation processes
Increase efficiency, boost revenue, maximize customer and employee satisfaction, ensure success, and minimize risks
Process consulting for software providers – transparent, direct, and results-driven!
Software providers often face a paradoxical problem: they develop innovative solutions for their customers, yet their own internal processes—especially in sales—are anything but optimized.
Where’s the problem?
Many IT companies rely on their experience, industry expertise, available features, and customer base to be enough to sell successfully. But in practice, it turns out:
✅ Lack of a sales strategy – Potential customers are not approached or qualified optimally.
✅ Unstructured processes – Inefficient workflows cost time and money.
✅ Lack of self-reflection – Mistakes are often overlooked or ignored.
Good software doesn’t sell itself—without focused, professional sales, its potential remains untapped. Conversely, even mediocre software can succeed with strong sales. The same applies to implementation: without clear processes, unnecessary friction losses arise.
Our solution:
We help software providers optimize their sales and implementation processes—with proven methods, clear strategies, and hands-on consulting. Reduce friction, increase your close rate, and successfully bring your software to the customer!
Let’s talk about your challenges! 🚀
Unbeatable expertise and experience
Christoph Groß – Digitalization consultant & author – strategic digitalization consulting since 2005
My investment in your success: free profile analysis on IT-Matchmaker!
Being found and analyzed correctly is extremely important to make it into the initial round (RFI) for inquiries and tenders!
But many profiles are not meaningful, show no clear added value compared to competitors, or look “half-hearted” and therefore lack credibility.
So what should such a profile look like? What absolutely must be included? Which data should be maintained—and how?
So you can see our added value and immediately gain some yourself from our consulting, we offer a free profile analysis incl. recommendations for action and an implementation review (*). To do this, I conduct market research with you and we analyze the results. You’ll even see your ranking compared to competitors. (No competitor details—only your own!)
This service is free! Let us convince you. The results then flow seamlessly into the subsequent process optimization modules. It hardly gets better than that.
So book an appointment right away! I look forward to your inquiry.
Modules in process optimization
Marketing, trade fairs, communication
Compelling marketing & value communication!
Successful software providers often focus on their product—but what about their external positioning? How does a customer recognize that they’re in the right place with you?
🔹 Communicate clear value – Why should a customer choose your solution?
🔹 Present meaningful features – What advantages do you offer over competitors?
🔹 Use references strategically – Build trust through real success stories.
Especially in successful companies, this area is often neglected—“because things are going well.” But what happens when the market changes or competition intensifies?
In this module, we work together to develop how you and your software can be presented optimally—with clear messages, structured documents, and a memorable external image.
👉 Show your customers at first glance that you’re the best choice!
Workshops & presentations
Present software convincingly – inspire customers instead of overwhelming them!
Many software providers love their products—but in presentations, it’s not about explaining every feature in detail. It’s about inspiring the customer and communicating the value!
🚀 Value instead of a feature list – Show how your solution solves real problems.
🎯 Focus on customer processes – Make the “why” clear instead of technical details.
💡 Present emotionally and clearly – Reduce complexity, maximize impact.
The reality: 90% of all software presentations don’t reach their potential—or are simply a disaster. The result? Customers are overwhelmed or lose interest.
But it can be done differently! We’ll show you how with the right story and presentation technique, you can not only convince but truly inspire.
👉 Turn your software presentation into a real customer experience!
IT-Matchmaker & tenders
Win tenders – because the best solution also has to be visible!
The best software is useless if it gets lost in the tender process. If you lose on platforms like IT-Matchmaker even though you have the best solution, it’s not the market—it’s your strategy.
📌 Understand what really matters – What determines who wins the contract?
📌 Create clear, compelling proposals – Value instead of jargon.
📌 Stand out from competitors strategically – The right strategy makes the difference.
In this module, we show you how to significantly increase your chances of success—with a compelling presentation, razor-sharp arguments, and clear differentiation from the competition.
👉 Because it’s not enough to have the best solution—you also have to present it as the best! 🚀
Implementation
Efficient software projects – clearly structured instead of chaotically delayed!
Many software providers get in their own way in projects: Lack of project management, unclear roles, and inadequate tools lead to delays, frustration, and in the worst case, failure.
🚨 Typical challenges:
❌ Unclear responsibilities – Who does what, by when?
❌ Lack of structure – No clear processes, no binding milestones.
❌ Inadequate tools – Communication and control are inefficient.
The result? Delays, customer dissatisfaction, and increasing internal pressure.
In this module, we work out how you can deliver projects more efficiently, transparently, and successfully—with clear responsibilities, structured processes, and the right tools.
👉 Because successful projects are no accident! 🚀
Contracts and T&Cs
Contracts & T&Cs – not an obstacle, but an accelerator for closing deals!
Complex contracts and T&Cs often delay the decision-making process—when it could be so much simpler! Instead of endless legal clauses, you need a clear, fair structure that defines roles, tasks, and responsibilities on both sides.
📌 Transparent agreements – Clearly worded, without hurdles.
📌 Clear rules instead of complicated clauses – Reliability without intimidation.
📌 A “no-brainer” to sign – Because a good contract provides certainty, not uncertainty.
In this module, we show you how to design contracts that build trust and speed up closings—instead of preventing them.
👉 Make it easy for your customers to say yes! ✅
Ongoing success monitoring
Sustainable implementation instead of forgotten workshop results!
Workshops inspire—but what happens afterward? Often what’s learned is “stored” digitally or on paper, gets diluted, or is forgotten in day-to-day work. But real change requires continuous implementation!
💡 Sustainability instead of a one-time aha moment – So results have a long-term impact.
🔄 Two follow-up workshops per year – For fine-tuning and implementation monitoring.
👥 “Punching partner” throughout the year – For sparring, reflection, and quick impulses.
This is how we ensure your strategy doesn’t just look good on the flipchart, but works in everyday practice!
👉 Learning alone isn’t enough—the key is implementation! 🚀
My experience – your added value
Project countries, on-site assignments
Germany, Austria, Switzerland, Belgium, Canada, Czech Republic, Denmark, Finland, France, Hungary, Italy, Netherlands, Norway, Poland, Portugal, Romania, Russia, Saudi Arabia, Slovak Republic, South Africa, South Korea, Spain, Sweden, United Kingdom, United States of America
Previous employers
Descartes (CN), Dr. Richtmann & Eder, i2 Technologies (USA), ITC-Innotech Solution AG (CH), Manugistics (USA), multi-sys (D), QAD (USA)
Since 2005 independent management consultant.
Previous positions
Vice President and Director, presales consultant, sales executive, sales executive automotive, sales director central & eastern Europe, sector manager transportation & planning EMEA, solution director transportation & logistics EMEA, global business development manager,
International customers and consulting clients
Johnson Controls, LG Electronics, TRW, Unilever, Wrigley, Webasto, Daewoo, Aeroquip Vickers, Mascotech, Lucas Varity Kelsey Hayes, Faserwerk Kelheim, IBM USA AS400 Division, Ingersoll Rand, Liebherr Hydraulikbagger, LDM Technologies, Meistermarken Werke, Rockwell Automotive, Tibbett & Britten (Excel), Viessmann, GE Penske, Linde, Mewa, Air Products, Puratos, etc.
See my consulting references here via the link.
FAQ – Frequently asked questions
For software providers with 20+ employees who sell software, projects, and services in the industries mentioned above.
After a free initial consultation and defining the individual tasks, I calculate an individual total price incl. travel expenses and incidental costs.
This depends on the modules selected
To ensure the workshop achieves its objectives, it’s not intended only for marketing or sales management.
We define when which people from management, marketing, sales, or consulting should be involved.
I had the opportunity to learn all the theoretical approaches—solution-based selling, power-based selling, value-based selling, etc.—in my sales job.
But across the many sales cycles where I was on the buyer side, I saw little to none of it.
A lot of money was wasted. Because the answers on how to implement it in your own company or with a specific prospect are missing. You’ll get those answers here!
* = the free offer is non-binding!