Halfway through March, we were suddenly looking at a different life. The coronavirus held not only our country but also the world in its grip. As a company, you were put on the spot for a while. What does this mean for our customers, what impact does it have on our company and how do we deal with it?
Thankfully, it is a fairly easy process to work from home in the IT world. We were prepared to work digitally. Thanks to the tools we employ, we are able to work in teams on clients and prospects.
A fortnight later when the dust started to settle, we began to look at the future. The key question we asked ourselves, was: “How do our customers cope with this crisis, what does it mean for the demand for digitalisation, the willingness to invest, and what can we do to help with this? We discovered this by just asking our customers and the potential companies in our target group. We realised that companies still want to invest, although in areas that provide immediate income, time and convenience. Nowadays, digitisation plays a major role in many companies. Therefore, we expect that this soon will get an even more prominent place within the budget of companies.
Focus on one product
A survey conducted among our customers showed that one of our products remained of particular interest in times of ‘crisis’, a product which provides an immediate return on investment. Consequently, our sales team decided to focus on the Mydatamatcher. This product enables technical wholesalers to respond faster, cheaper, better and simpler to quotations. With the entire team, we decided to focus on this product.
But what does focus mean?
In our case, it means that the sales and marketing team works together to market the Mydatamatcher. Together we believed that this is the time for our product.
What has this focus brought us?
Besides increasing the number of requests for demos, it also resulted in a new strategy. The sales and marketing roadmap have been redesigned and restructured. We are exploring new possibilities as a team, while testing and discussing the effects of these, in order to be able to respond quickly, which is paying off. The cooperation between sales, marketing, the consultants and the development team is excellent.
On top of that, it is very beneficial for the team spirit. Working together, we know exactly where we stand, and which leads are hot at the moment. We celebrate a each win we make, and we have had our first new customers!
My conclusion: I warmly recommend it to you!
Are you willing to focus or are you still trying to keep all the balls in the air?
Stefan Buikema, Commercial Director of Mydatafactory
Ps. Should you be curious about our tool Mydatamatcher after reading this story, join the webinar hosted by our team member Ron Wessel.