Growth-
scan
Growth-
scan
Reniver is an engineering company specializing in R&D for connected factories, with a strong focus on smart communication systems. Reniver develops innovative solutions for clients such as Shell, Deutsche Bahn, Duracell, Niko, and Meyn Foodprocessing, enabling seamless communication between machines, measurement systems, and planning, production, or cloud software.
One of Reniver’s core strengths is modernizing legacy equipment, bringing machines from different generations online, and standardizing their data for practical use in modern manufacturing environments.
The company faced a major challenge as most of its revenue came from a single client. The most urgent need was to diversify and scale across the market by finding more clients with similar profiles. Their sales team, however eager and bold, needed a defined target market or a clear message to make a difference.
The transformation challenge was twofold:
We began by refining the fundamentals of business development, focusing on identifying the right target audience, determining key differentiators, and clarifying what makes Reniver unique in the market. By better understanding the decision-making processes within our potential customers’ organizations, we were able to design more targeted and effective outreach. For example, we discovered that while production managers often face issues, they lack the budgetary power to make changes. Their concerns typically need to be escalated to upper management, where they are often dismissed as non-critical.
As a result, we adopted a new strategy that bypassed traditional channels and engaged directly with CFOs. By clearly calculating and presenting the financial impact of a partnership with Reniver, we could make a more compelling business case for collaboration.
To ensure the sales team was equipped to implement this strategy, we introduced pragmatic commercial training, combining high-level strategic insights with hands-on practice. This approach included sessions on proactive communication, with an emphasis on mindset, structuring the prospecting process, and identifying the most effective channels for outreach.
The training was broken into three phases:
During the training sessions, it became evident that the newly developed market positioning was still outside the sales team’s comfort zone. As a result, we were brought in to provide comprehensive sales enablement support across multiple levels:
Value Proposition Development: Organized a workshop to refine the company's positioning, target market, and unique value proposition through interactive Q&A sessions.
Value Proposition Development: Organized a workshop to refine the company’s positioning, target market, and unique value proposition through interactive Q&A sessions.
Target Market Identification: Defined the target market, focusing on machine builders, and used the Value Proposition Canvas to map out key benefits for these customers.
Target Market Identification: Defined the target market, focusing on machine builders, and used the Value Proposition Canvas to map out key benefits for these customers.
Validation with SCORE Model: Applied the SCORE model to validate the most desirable customers by refining and validating key buyer personas.
Validation with SCORE Model: Applied the SCORE model to validate the most desirable customers by refining and validating key buyer personas.
Growth Plan: Developed a tangible growth strategy as a springboard for business development, and constructed a sales funnel to guide Reniver in effectively converting leads into customers.
Growth Plan: Developed a tangible growth strategy as a springboard for business development, and constructed a sales funnel to guide Reniver in effectively converting leads into customers.
Commercial Training: 3 training sessions with an emphasis on mindset, and practical implementation such as sending LinkedIn messages and reaching out to prospects.
Commercial Training: 3 training sessions with an emphasis on mindset, and practical implementation such as sending LinkedIn messages and reaching out to prospects.
Sales Enablement: Via direct calling and field visit guidance we are helping generate warm leads and offering critical sales support.
Sales Enablement: Via direct calling and field visit guidance we are helping generate warm leads and offering critical sales support.
Through a combination of strategic clarity, targeted training, and external sales support, Reniver successfully overcame its initial challenges and diversified its client base. The machine-building market may be relatively small, but we have now mapped out the entire sector and are already in contact with 80% of the key players. Impressively, 41% of these companies have shown interest in Reniver’s new value proposition.
Building on this success, we have expanded our efforts into the Dutch market, leveraging the insights and learnings from our Belgian outreach. Stay tuned for more results, as our work continues and new opportunities are actively developing.
Commercial Growth Scan
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