In late 2018, the German federal government made a landmark decision to allocate €5 billion towards the digitalization of 33,000 schools through the initiative known as DigitalPakt Schule.
Assignment:
September 2019: develop a Go-to-Market strategy specifically tailored to this opportunity. By establishing a dedicated teams, and implement new tools to support the initiative.
Results:
- Early 2021: Established a dedicated public sales team.
- End of 2023: Achieved triple digit million euro in revenue
Participation
How was the assignment approached?
We initiated a day-long kick-off meeting with all department heads and their key personnel to gather all relevant information and conduct brainstorming sessions. Following this, a core team was formed, reporting directly to me. Afterwards, This kick-off team met quarterly, while the management team was updated monthly, serving as the steering committee.
What were the biggest challenges encountered?
Targeting governmental funds is a marathon, not a sprint. This process allows ample time to prepare all necessary materials and establish a presence in the minds of potential customers. However, it also requires managing expectations, as it may take some time before the first projects are won, and these initial wins are often small. From day one, a detailed business plan and related forecast were created to ensure everyone remained aligned and informed throughout the process.
What was fundamentally new about the project?
For the first time, a dedicated team was formed to expedite the market introduction of a solution. This initiative included targeted marketing, public relations, and lobbying efforts. Therefore, staff received training on handling public tenders, and the CRM system was adapted to continuously monitor customer and market activities. External resources were aligned, and the entire company was updated weekly on progress.
What percentage of time was spent on this project?
For 1,5 years on average, 80% of available time was dedicated to this project, with some weeks requiring a full 100% commitment.