The mission
Increase revenue by optimising the sales process.

The solution
Seek guidance from Cambashi:
To ensure that the sales process is appropriate and effective and is optimum for the overall business goals
To identify when supporting collateral is needed to support the sales process, what it should address and how it should be used.

The results
The practical nature of Cambashi's guidance meant that:
Theorem was immediately able to adjust the sales process so that it could qualify prospects more quickly and easily; support the sales team and integrate sales and marketing effort.
It was clear what collateral was working well and what extra collateral would be needed.
Theorem had examples of good collateral to use as a guide for the future.

The customer: Stuart Thurlby, Managing Director
"Cambashi is a very professional organisation which gave us added insight. With Cambashi's help we achieved results far more quickly. We would have got there ourselves but it would have taken time. The benefit was that we could implement improvements earlier."

A world leader in the field of product data exchange and interoperability, Theorem Solutions provides direct database converters between the major mechanical design systems. The company supports conversion of all forms of geometry and topology and supplies a range of tools to interrogate, manipulate and edit assemblies, and filter model data interactively. It also has tools to analyse, repair and heal poor quality model data so that it can be successfully converted.

Most of the world's automotive, aerospace, power generation and transportation companies and their suppliers use Theorem's products on a daily basis. The majority of users are in the automotive and aerospace sectors. Customers can buy a license to run applications locally or use the web based bureau service.

Theorem is a successful company, which had been growing year on year. Whereas it had previously relied mainly on indirect sales, it had begun to sell direct and had established a direct sales team. It had a sales process that could cost-effectively handle enquiries from around the world via the telephone or the Internet. It had introduced a means of doing demonstrations over the Internet.

It had also introduced a web-based bureau translation service. This provided fixed price translation of specific parts for customer who had a one-off requirement. It complemented the sales process by providing a proof stage for prospective customers who wished to confirm translation of a particular part, prior to purchase. If a prospect later bought a license, the cost of the first translation project would be credited.

New venture capital backed companies around the world were entering Theorem's market space. The challenge was to grow more quickly in order to consolidate its strength and position. The company decided that it wanted to be more effective as a sales organisation, particularly in the sectors in which it did not have a strong presence, such as general engineering.

Stuart Thurlby, Managing Director of Theorem Solutions, had previous knowledge of Cambashi and approached the specialist consultancy for general advice. It was agreed that Cambashi would run a workshop to debate overall sales strategy. The discussions and conclusions were written up as a report and given to Theorem, which found the workshop so helpful that it asked Cambashi to go one step further. This was to give specific guidance on improving the sales process and the collateral needed to support it.

Cambashi reviewed the whole sales process and found that, whilst this was effective, it lacked integration with marketing and did not serve the sales team as well as it could. It also lacked crucial pieces of collateral at certain key points.

Cambashi outlined a modified sales process as a series of stages linked to qualification. It then suggested what collateral, either printed or web based, would be appropriate for each stage. It recommended changes to existing collateral and provided guidance on the content and style of any that was missing. It also provided reference examples to illustrate these recommendations.

Stuart Thurlby was impressed with the practical help. "What Cambashi said was very relevant and helpful. We immediately made some changes to the sales process. Whilst these will take some time to roll out, we believe we are already starting to be more effective. We are not yet able to quantify this, but everyone feels comfortable and we're committed to closing more sales."

Other testimonials

back to top