A company setting up for rapid growth
An experienced fiber optic provider with 20 years of market experience was acquired by a private equity investor in order to accelerate FTTH expansion in cities and suburbs – a completely new territory after years of focusing on rural areas.
New markets bring new competition
The market shift from rural to highly competitive urban areas required a complete realignment: scalable sales processes, stronger online sales, and faster market share growth – without adding on resources.
Three steps to urban sales success
The interim CCO introduced key account management for the housing industry and residential complexes, optimized online processes, and drove forward the team’s digital transformation – with the aim of tapping into new markets and leveraging synergies.
From strategy to operational implementation
The strategies were implemented as planned: clear team responsibilities, a transparent management style, differentiated product marketing, and the new key account system enabled sales to be specifically targeted at the new markets.
