Sales (Re)structuring & Selection in Leeuwarden
Why here
At many technology companies around the WaterCampus an engineer does the commercial work on the side. That holds up while demand comes in, and it breaks the moment growth has to come from outside the province. Restructuring here starts with acknowledging the real length of the cycle: a pilot, a demonstration and only then scale-up, with gaps in between where nobody feels responsible. We turn those steps into stages with an owner and an exit criterion, so a pilot does not quietly become a free trial with no decision behind it. Distance to the market belongs in the process too, rather than in somebody's head: which areas you visit in which period, what happens remotely and when someone travels. Finally the staffing, because a technical counterpart and a commercial owner are rarely the same person.
No list of offices — just honesty: we work remote-first and come on-site where it truly matters, by plane if that is what it takes. Travel costs are charged on.
Our approach
How long each step took, where things stalled, and what happened after a successful pilot: the pursuits of recent years go along that measure. From that come the stages, their exit criteria and an owner per step. In the same weeks we make travel and contact planning part of the process and set out the division between technical and commercial follow-up.
Frequently asked questions
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Our pilots rarely lead to a follow-up order. What is going wrong there?
Usually nothing was agreed in advance about what happens after the pilot. Without success criteria, without a date for a decision and without the people who take that decision at the table, a pilot is a pleasant collaboration with no consequences. We record what the pilot has to demonstrate, who assesses it, when, and which step follows. That conversation belongs before the start, not after it.
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Our engineers do the selling on the side. Do we have to separate that?
Separating is not required; dividing is. The technical credibility of your engineers is an advantage you should not hand to a salesperson without domain knowledge. What you need alongside it is someone who guards the process: recording agreements, watching dates, following up after a silence. Together we decide which of those tasks sit with whom and what it takes to sustain that next to the technical work.
What you invest depends on what we build. The homepage says where it starts.
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