Using proven and repeatable methodologies and process Nexsell have been able to provide successful solutions to a range of small to medium sized companies. Here are just a few case studies that illustrate the breadth and depth of solutions we can offer.
Digital Omnichannel software vendor
In the twelve month contract acting as sales director we were instrumental in creating three new logos for the company. These were strategic enterprise accounts providing enhanced customer engagement and self-service function to their customer base.
This resulted in an overall reduction in operating costs and in improved customer satisfaction. At the end of the contract the vendor had a viable and healthy pipeline including three ongoing proof-of-concepts
Multinational Digital Solutions provider
This well known organisation had approx. 100 channel partners in Australia and New Zealand. Communication and consequently relationships between each channel and the vendor was sub optimal, leading to inconsistent and sub optimal performance. It was considered that a more effective, closer and symbiotic working relationship between the largest channels and the vendor would yield substantially better results.
Nexsell developed a standard way of operating between this Company and its largest channel partners in Australia and New Zealand. Through a combination of communication, planning and reporting tools, backed up by a standard approach to prospecting, pipeline development and sales strategy, Nexsell developed and subsequently trained channel partner account executives and senior management / sales management of the largest channel partners across Australia and New Zealand.
Once introduced, Nexsell provided the resources to support the introduction, and ensure a smooth and sustainable implementation.
Results were extremely positive with over 180% target achievement in the 1st year. The program continues to be utilised and supported throughout the companies.
Enterprise Video Streaming
Following a change in Chief Executive, declining revenues and facing a new product launch the company required strong sales management, sales operations and growth oriented leadership.
In effect Nexsell provided senior management responsibilities to this leading Australian software company providing Video streaming Technologies for the Enterprise for over 12 months including:
Sales Management; who took ownership to plan and execute a major sales campaign to a complex, nationally dispersed organisation. This involved developing and managing a sales plan including executive level engagement, managing a small sales force and developing a pipeline of sales opportunities across the country.
Operational and Marketing management; An experienced product manager who interfaced with the client's product and market management organisations and co-ordinated pricing, product packaging and complex ordering processes and initiatives.
CEO management encompassing all roles & functions of a day to day CEO who introduced growth oriented initiatives, negotiated distribution agreements, and provided focus for the organisation.
Global Research and Consulting Company
Nexsell provided strategic sales leadership to Australia's premier Research & Consulting company that provides benchmarking, analytics and high-end market research to organisations that provide professional and financial services in the Asia-Pacific region. Re-defining the go to market approach, up-skilling the consultants and enhancing the sales culture & capability resulted in significant sales results within 12 months.
Digital Communications
Nexsell provided coaching & mentoring skills to senior management of one of Australia's leading radio communications company. Focusing on the capability of the sales force as well as re-alignment of the key value proposition and unique selling proposition. Sales managment mentoring and sales training of the sales force resulted in a significant increase in gross profit margins as well as greater customer satisfaction.
Award winning Australian Logistics Company
The Logistics organisation had developed differentiated capability in "Greenscaping", a term it developed to describe its complete recycling offering to large electronic manufacturers and suppliers and the finance industry. Its entrepreneurial culture was impressive, but it hadn't developed a sales process which was restricting the organisation's growth potential.
Nexsell provided an experienced sales manager on a part time basis who acted as Sales & Marketing Director and as a mentor to the organisation's founder and managing director. This role evolved to providing an experienced sales executive three days per week who represented the company in the marketplace, and instituted standardised proposal and sales process templates for the organisation.
Designed & implemented a new aggressive go-to-market strategy and capability
Working with the Board of an established but under-performing medium sized HR software driven consulting company, we developed, implemented and transferred a new go-to-market strategy and capability, resulting in an effective sales and sales management regimen for the company to underpin long term success.
Process Mining software vendor
Working with the founders of this Start UP based on research and prodcut development from one of Australia’s largest and best known Universities, Michael took on the role of creating and buidling a sales and marketing strategy. Within 12 months a large major bank chose the process mining software over large well established international vendors. In the next year anotherAussie Bank came on board along with many other Australian companies. At the same time a global footprint was established in Europe, UK and in the US. Seed funding came next from one of the largest and well know softeare vendors in the world and since then has invested mutiple times into the company. Startstaff, ing with a head count of 8 Michael left the company with over 80 staff situated across the globe and with market recognition as Leader in the Gartenr Magic Quadrant for Process Mining.
Outsourced targeted business development
Working with the founders of an innovative Speech Recognition company, we assumed sales responsibility to introduce world’s best business development practice to leverage the product into the marketplace against dominant global competitors
