IDEA StatiCa Achieves a 40% Increase in Turnover by Shortening the Sales Process and Increasing the Average Deal Value by 41.8%

IDEA StatiCa develops software for structural and production engineers, consultants, and other professionals for the analysis and design of construction projects. Its top-notch software allows users to optimally and safely design and verify construction projects. In 2019, Deloitte listed IDEA StatiCa in its “EMEA Fast 500” chart, and it was also recognized as the 7th fastest-growing company in its market.

Challenges: 

• Expanding the sales process to involve all key stakeholders, including the economic buyer, influencers, and champions
• Optimizing discount strategies to maximize sales value
• Reducing sales cycles and increasing deal values to enhance efficiency and revenue delivery

Solutions:

1. Assessment

• We conducted an in-depth analysis of the current state and practices of the IDEA StatiCa sales department.

2. Planning 

• We established a comprehensive sales process.
• We created a detailed training plan focusing on discovery and including other stakeholders within the company, such as the economic buyer and champion. The plan also covered the practical use of the sales process and strategies to increase deal size.

3. Execution

• An intensive, three-month long sales academy program was implemented to teach internal sales representatives how to better control the sales process and include all stakeholders in meetings with potential clients.
• A series of training sessions and workshops were delivered, with additional sessions for practicing newly introduced sales techniques.
• Regular sales reviews were routinely attended to analyze current sales opportunities and adjust them for maximum practicality.
• Concrete next steps were set for each sales opportunity to help sales representatives achieve success.

Outcomes:

• Achieved a 40% increase in turnover by shortening the sales process and increasing the average deal value by 41.8%
• Shortened the sales cycle by 39.5%
• Successfully delivered and implemented new sales techniques at IDEA StatiCa, fulfilling the KPIs 
• Sales process improvements:
  
  
  • excluded subjective feelings and assumptions from the sales process
  • included C-level executives in the sales process
  • focused on pre-set qualification criteria and sales process milestones rather than activities
  • introduced a weighted opportunity pipeline into practice