Conostix Project Summary

Fiscal year

The project was carried out in Summer 2006.

Situation

Conostix had a team of network and computer security experts who were serving large companies (mainly banks) and had developed a security product for small and medium-sized businesses. The company had good technical documentation and needed a fresh look at their marketing & sales approach.

Task / role

BusinessQuests' was invited to join the team of Technoport to

• "translate" the technical presentation of the SME product, dubbed secure-pme, in forms that could be used for commercial purposes
  
• examine the company's marketing & sales approach
• coach the company's team to develop marketing, sales and business development activities
  

Actions & initiatives

BusinessQuests delivered targeted workshops and individual business coaching sessions aimed at:

• developing a commercial pitch
• managing a commercial action plan
• carrying out outbound calls with confidence
• writing commercial documentation for the product
• planning business networking activities
  

 Much of the work concentrated on helping the company create a commercial culture and execute commercial operations in a systématic way.

Results

The following results were achieved:

• execution of one cold-calling campaign, the purpose of which was to develop commercial logic  more than to actually achieve sales
• coaching sessions helped key people within the company become much more astute commercially
• a simple one-pager was produced to allow the company to present secure-pme in a simple and understandable way. Get the one-pager
• the company beefed up existing contacts with more established customers whose endorsement could unlock local SME customers
• a commercial action plan was put together and regular internal discussions about business development became part of the company's regular operations
  

Customer feedback

The feedback of team Conostix was overwhelmingly positive, something that we find humbling and a motivation to do even better next time. More specifically the feedback of Yves De Pril, one of the founders was as follows:

Top qualities: Great Results, Personable, High Integrity

“When I look back where we were and how we did before we worked with Alex, and I see how successful our company is today, I can only say: "Alex, you're the cornerstone of our success ! Thank you"” October 13, 2006