Sales (Re)structuring & Selection in Nijmegen
Why here
A standard funnel does not fit an opportunity that runs through a design choice. At suppliers around the Novio Tech Campus a deal passes through stages no textbook lists: specification, sample, qualification, inclusion in the design, and only then volume. Each of those steps carries its own exit criterion and its own lead time, and anyone bundling them into a single negotiation stage ends up with a forecast that predicts nothing. We build the process on that reality and separate two roles that often sit in one person: the technical counterpart who understands the application, and the commercial owner who guards the track and asks for the decision. In selection we reverse the usual order. Technical credibility we treat as a precondition; commercial behaviour we test inside the interview itself.
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
Your live opportunities go side by side with one question attached: where do they factually stand — has anything been specified, has a sample been assessed, has qualification started. That almost always produces a different picture from the existing pipeline. Then we describe the stages with an exit criterion per step and split the technical and commercial roles. In the weeks after we put in place the weekly meeting where those steps get discussed.
Frequently asked questions
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Our deals run for years. How do you steer on a quarter then?
By not steering on the close but on the intermediate steps. A sample being assessed, a qualification starting, a second application inside the same customer: those are events that fall within a quarter and that you can influence. Set those as the target, and revenue follows on its own timeline instead of slipping every quarter.
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Our engineers handle the client conversations. Should we put reps alongside them?
Not alongside, but with them. The engineer stays the counterpart who is credible about the application; what is missing is somebody who owns the track, fixes the next step and asks for the decision. That can be the same person, provided the role is named explicitly and reappears in the process.
What you invest depends on what we build. The homepage says where it starts.
Read on
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