B2B Software – Strategy Review

boost4S utilised its proven ‘Strategy Review’ approach. Based on interviews with the founders / managing directors, with all managers of the B2B software company and the evaluation of readily-available information’ (e.g., customer and investor presentations, controlling data, etc.) via a data room, initial hypotheses were drawn up on the causes of the low sales growth. boost4S pursues a consistent and retrograde approach based on customer perception / market.

In a one-day management team workshop we critically examined together the sales funnel, including lead generation and the technical requirements from a customer perspective. The most significant causes and therefore most effective starting points that emerged were the insufficient number and low quality of leads as well as the late and therefore ‘expensive’ loss of potential customers in the sales process.

In a ½-day workshop with the management, various strategic scenarios were discussed and elaborated from business-as-usual, a sales push, a combination of sales push with a reorganisation to a complete restructuring or even a fire exit. For the most promising scenario, boost4S developed a time-phased action plan including the effects on the key KPIs and liquidity. The scenarios and action plan were then discussed together with top management and shareholders, and the best way forward was initiated.