delaware-3

Sector: TECHNOLOGY

Segment: SAP Licenses & Services

Challenge: Delaware, a company in the technology and services area, needed to change the organization strategy of its commercial department.

PaP was hired to prospect qualified leads for acquiring licenses to use SAP S/4Hana software. In addition, it also had the challenge of training the company's commercial area.

"With the help of PaP and Stavros, we were able to structure our prospecting area. The result of this project was not only operational, but mainly cultural. We learned to keep the focus on one of the most important activities for a company, prospecting."

Rodrigo Moulard
Managing Partner

Results:

We carried out the structuring of the commercial department, with training for the company's majority team.

We plan the prospecting campaign, with the elaboration of prospecting scripts for different approach formats.

We created the mechanisms for systematic approach and follow up and prospected 950 large companies in Brazil.

We schedule 54 meetings with highly qualified leads to be converted by the company's technical team.