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.
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.
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.
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.