ORGANIZING EUROPEAN OPERATIONS FOR GROWTH

PROS, an American software company, wished to place ambitious objectives on its European operations, in a context of rather limited resources and lack of unity. Moritz and his team helped structure the go-to-market strategy, prioritize decisions, build partnerships, engage regional leaders, and negotiate high stakes deals. Today, the growth plan is ready to be set in motion, and the impetus is palpable.

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WINNING LARGE ACCOUNTS IN EUROPE

Foreign companies sometimes have trouble penetrating the European corporate jungle at a Fortune 50 level. Moritz helped Salesforce secure some significant accounts by defining a sound strategy and building a bridge between the negotiating parties. The signing of the largest European FMCG company forthwith gave momentum to the sale of cloud solutions in Europe.

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A SUBSCRIPTION-BASED BUSINESS MODEL FOR TOP CLIENTS

Incremental sources of revenue from top accounts mechanically disappear when a group attains a dominant market share.
All the while, maintaining a healthy level of business growth with these top accounts is crucial to sustaining group-consolidated results and stock market price.
Moritz provided customers and SAP with a business model that enables share of wallet growth, while providing more predictability for both parties, as well as a seamless commercial transaction.

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Reinventing the Sales Process at SAP

Market leaders in software and IT tend to progressively lose touch with users and influencers as a result of increasing product complexity.
To minimize this risk, Moritz led a structural internal transformation at SAP: the creation of multiple organizations in business consulting and value engineering.
These organizations are now developed worldwide, are 500+ employees strong, and span all SAP value propositions.

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