Growth-
scan
Growth-
scan
Pàu specializes in UX, Agile Development, Content Management, and Digital Marketing. They design, implement, and maintain digital products by assigning the right profiles to a cross-functional team.
Pàu excels in delivering a wide range of services but struggles to communicate them clearly, slowing their commercial growth. To address this, Pàu is shifting its strategy. Previously merely focused on placing employees with clients from their network, they are now positioning themselves much broader; as a key player in the design, development, and management of digital products.
To drive this shift, Pàu plans to boost sales by focusing more on digital strategy, not just building websites or portals but optimizing broader marketing efforts. Their stage gate project approach is key to this, enabling them to manage digital transformation in a structured, phased manner. With this strategic move, Pàu intends to carve out a niche where competitors often neglect the integration of strategy and marketing in digital product development.
The challenge: identifying new opportunities within their existing offerings and drastically accelerating growth with their stage gate project.
We began in the summer of 2024 by organizing a Go-to-Market Scan to segment customers and identify the most promising verticals to target.
We chose to focus on the interim and real estate sectors. In these areas, we reached out to key decision-makers by phone, but it quickly became clear that the existing positioning didn’t resonate enough in the market. By staying flexible, we were able to refine the proposition during these conversations. This led to a successful workshop at Pàu, where we used the updated proposition as the foundation for a refreshed approach to business development.
The new introduction worked much better, proving effective not only in phone conversations but also in digital outreach. To further support the transformation of Pàu’s business development team, one of our business developers now works as part of their team one day a week.
Go-to-Market Scan: Tap into high-potential customers in two key segments: Interim and Real Estate.
Go-to-Market Scan: Tap into high-potential customers in two key segments: Interim and Real Estate.
Engage Through Deep Listening: Utilize human-to-human communication techniques for meaningful interactions to map the needs and perceptions of the market.
Engage Through Deep Listening: Utilize human-to-human communication techniques for meaningful interactions to map the needs and perceptions of the market.
Value Proposition Workshop: Organizing a workshop to refine the positioning, without changing the existing products and services.
Value Proposition Workshop: Organizing a workshop to refine the positioning, without changing the existing products and services.
Connect with Decision Makers: Conduct 30 qualified interviews, with comprehensive reports of each conversation.
Connect with Decision Makers: Conduct 30 qualified interviews, with comprehensive reports of each conversation.
In-house Business Development: One day a week one of our business developers works in-house at Pàu to implement a new way of doing business development.
In-house Business Development: One day a week one of our business developers works in-house at Pàu to implement a new way of doing business development.
We conducted 30 interviews for 2 verticals, which led to 7 meetings with promising prospects. This success rate of 25% has brought renewed drive and energy to the sales team.
In the meantime, we’ve already launched 3 new verticals: utilities, finance, and engineering — targeting one segment per month and conducting 15 interviews per segment.
Commercial Growth Scan
Beantwoord enkele korte vragen en ontdek binnen 3 minuten hoe sterk jouw commerciële motor draait, waar je grootste hefboom zit en welke stap je best als eerste zet.
ICP & Targeting Strategy
Market Reach & Channels
Value Proposition & Persuasion
Quotation & Negotiation
Conversion & Deal closing
Client Relationship & Growth
Your score is ready
Leave your details and you'll instantly see your total score, your score per dimension and where your biggest lever lies.