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IT services · 35 employees
[Company B]
€600K untapped potential found, Upsell +262%
The challenge
An IT services company with €3.2M revenue and 35 employees. Sales ran entirely on existing clients and inbound. No active new business. Salesforce had been purchased but adoption was at 15%. No pipeline overview, no forecasting, no structured upsell. Management knew there was more potential, but not how much.
The approach
De Scan (6 weeks)
- →Salesforce audit: 85% of accounts incomplete, no opportunity tracking
- →Client portfolio analysis: €600K untapped cross-sell and upsell potential identified
- →No defined sales process, everything ad-hoc
- →Team assessment: 3 account managers, no pipeline ownership
Building (month 2-5)
- →Salesforce restructured: pipeline stages, dashboards, deal tracking
- →Upsell playbook developed per client segment
- →New business outbound: LinkedIn + email sequences
- →Weekly pipeline reviews introduced
Results
| Metric | Before | After | Change |
|---|---|---|---|
| Salesforce adoption | 15% | 92% | +513% |
| Upsell/cross-sell | Ad-hoc | Structured | +262% |
| New business per month | €0 | €220K | — |
| Pipeline visibility | None | Real-time dashboard | — |
| Forecast accuracy | 0% | 78% | — |
“The wake-up call we needed. We were sitting on €600K in potential we didn't see. Tim made it visible and built a system to harvest it.”
[Name]
Director [Company B]
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