{"id":70751,"date":"2024-06-17T13:01:58","date_gmt":"2024-06-17T11:01:58","guid":{"rendered":"https:\/\/www.fup-ag.com\/?page_id=20751"},"modified":"2024-10-31T17:21:05","modified_gmt":"2024-10-31T16:21:05","slug":"transformation-solutions-business-business-development","status":"publish","type":"case-study","link":"https:\/\/www.fup-ag.com\/en\/case-studies\/transformation-solutions-business-business-development\/","title":{"rendered":"Transformation &#8211; &#8220;Solutions business&#8221; business development"},"content":{"rendered":"<div class=\"zw-cgb zw-cgb__120 zw-header-standard-block is-first-block    show-gradient \"><div class=\"bg-image\"><picture><img decoding=\"sync\" loading=\"eager\" fetchPriority=\"high\" id=\"zwi_66097\" class=\"zw-cgb__image\" src=\"data:image\/png;base64,iVBORw0KGgoAAAANSUhEUgAAAAEAAAABCAQAAAC1HAwCAAAAC0lEQVR42mNkYAAAAAYAAjCB0C8AAAAASUVORK5CYII=\" alt=\"\" onload=\"zwHeaderPictureDone(this,'pre_66097', 'pre_66097')\"><source id=\"LCP_66097\"><\/picture><\/div><div class=\"container zw-cgb-content zw-cgb__header-content-wrapper\"><h1 class=\"zw-cgb__headlines\"><span class=\"zw-cgb__preheadline\">F&amp;p case studies<\/span><span class=\"zw-cgb__headline\">Transformation &#8211; &#8220;Solutions business&#8221; business development<\/span><\/h1><p class=\"zw-cgb__fulltext zw-cgb__content\">Expert: Achim Br\u00fcnner<\/p><\/div>\n        <\/div><!-- .zw-cgb .zw-header-standard -->\n\n\n    <div class=\"zw-cgb zw-cgb__000  zw-cgb_textblock  default-margin  b_standart zw-p-5 zw-t-l\">\n            <div class=\"container zw-cgb-content\">\n        <h2 class=\"zw-cgb__headlines\"><span class=\"zw-cgb__preheadline\">F&amp;P Case STudies<\/span><span class=\"zw-cgb__headline\">Task<\/span><\/h2><ul class=\"zw-cgb-ul fulltext \"><li class=\"\">Go-2-Market strategy and implementation from centralized energy supply to decentralized industrial customer solutions<\/li><li class=\"\">Identification of growth levers<\/li><li class=\"\">Development of central industry sales<\/li><li class=\"\">Integration and strengthening of the national companies in Europe<\/li><\/ul>              <\/div>\n    <\/div>\n\n\n\n\n    <div class=\"zw-cgb zw-cgb__000  zw-cgb_textblock  default-margin  b_standart zw-p-5 zw-t-l\">\n            <div class=\"container zw-cgb-content\">\n        <h2 class=\"zw-cgb__headlines\"><span class=\"zw-cgb__headline\">Industry \/ Function \/ Environment \/ Expert<\/span><\/h2><ul class=\"zw-cgb-ul fulltext \"><li class=\"\">Energy supplier<\/li><li class=\"\">B2B &#8211; Strategy and business development<\/li><li class=\"\">Decentralized energy supply<\/li><\/ul>              <\/div>\n    <\/div>\n\n\n\n<div class=\"zw-cgb zw-cgb__700  zw-cgb__700-akkordion  default-margin \"><a name=\"parent16275\" class=\"jumpAnchor\" ><\/a><div class=\"container zw-cgb-content\"><div class=\"row\"><div class=\"col-12\"><div class=\"accordion-item \"><div id=\"zw-e7259195-d0ce-497f-9e31-90992ac89c35-1\" class=\"single-akkordion-item accordion-item-button collapsed zw-cgb \" type=\"button\"\ndata-bs-toggle=\"collapse\" data-bs-target=\"#zw-e7259195-d0ce-497f-9e31-90992ac89c35\" aria-expanded=\"false\" aria-controls=\"collapsetwo\"><div class=\"faq-headline-container\"><h3 class=\"zw-cgb__headline\">Project description<\/h3>\n          <i class=\"fa-regular fa-chevron-up\"><\/i>\n          <i class=\"fa-regular fa-chevron-down\"><\/i>\n          <\/div><\/div><div id=\"zw-e7259195-d0ce-497f-9e31-90992ac89c35\" class=\"collapse single-akkordion-item accordion-item-dropdown parent16275\"><div class=\"zw-cgb__akkordionInnerWrapper \"><div class=\"zw-cgb__akkordion-content \"><ul class=\"zw-cgb-ul fulltext \"><li class=\"\">The company has entered a business field that is completely unknown to the existing organization and structures (finances, key figures, understanding of the company, business models)<\/li><li class=\"\">Key figures, target markets and customer groups confronted the organization with disruptive requirements<\/li><li class=\"\">The first step was to redefine the core of the company and to define the transformation steps in a phased development model.<\/li><li class=\"\">In addition, the aim was to bring the sales and marketing teams in the national companies up to speed with the new market requirements and to develop them into a high-performance team.<\/li><\/ul><\/div><\/div><\/div><\/div><div class=\"accordion-item \"><div id=\"zw-1642d91c-4bba-415b-80f3-2661ab0b8d98-1\" class=\"single-akkordion-item accordion-item-button collapsed zw-cgb \" type=\"button\"\ndata-bs-toggle=\"collapse\" data-bs-target=\"#zw-1642d91c-4bba-415b-80f3-2661ab0b8d98\" aria-expanded=\"false\" aria-controls=\"collapsetwo\"><div class=\"faq-headline-container\"><h3 class=\"zw-cgb__headline\">Result<\/h3>\n          <i class=\"fa-regular fa-chevron-up\"><\/i>\n          <i class=\"fa-regular fa-chevron-down\"><\/i>\n          <\/div><\/div><div id=\"zw-1642d91c-4bba-415b-80f3-2661ab0b8d98\" class=\"collapse single-akkordion-item accordion-item-dropdown parent16275\"><div class=\"zw-cgb__akkordionInnerWrapper \"><div class=\"zw-cgb__akkordion-content \"><ul class=\"zw-cgb-ul fulltext \"><li class=\"\">Contribution with the strategy to an increase in sales in the millions<\/li><li class=\"\">Identification of 4 active sales\/portfolio levers on the basis of a cross-divisional sales strategy (identity, growth, scaling, expansion)<\/li><li class=\"\">Establishment of a new sales structure with a focus on organizational development (sales-oriented roles, skills, motivation)<\/li><li class=\"\">Increase in customer access (&#8220;leads&#8221;) through systematic market analysis, target customer development based on existing\/new customer analyses<\/li><li class=\"\">Setting up a marketing concept for the B2B key account business<\/li><li class=\"\">Training concept for the national companies with &#8220;best of operations&#8221; feedback<\/li><\/ul><\/div><\/div><\/div><\/div><div class=\"accordion-item \"><div id=\"zw-86600537-c6bf-4953-97fc-489e050a4a0a-1\" class=\"single-akkordion-item accordion-item-button collapsed zw-cgb \" type=\"button\"\ndata-bs-toggle=\"collapse\" data-bs-target=\"#zw-86600537-c6bf-4953-97fc-489e050a4a0a\" aria-expanded=\"false\" aria-controls=\"collapsetwo\"><div class=\"faq-headline-container\"><h3 class=\"zw-cgb__headline\">Customer reference<\/h3>\n          <i class=\"fa-regular fa-chevron-up\"><\/i>\n          <i class=\"fa-regular fa-chevron-down\"><\/i>\n          <\/div><\/div><div id=\"zw-86600537-c6bf-4953-97fc-489e050a4a0a\" class=\"collapse single-akkordion-item accordion-item-dropdown parent16275\"><div class=\"zw-cgb__akkordionInnerWrapper \"><div class=\"zw-cgb__akkordion-content \"><ul class=\"zw-cgb-ul fulltext \"><li class=\"\">International company Energy supply<\/li><li class=\"\">&gt;10,000 employees<\/li><\/ul><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div>\n\n\n<p><\/p>\n","protected":false},"excerpt":{"rendered":"<div class=\"zw-cgb zw-cgb__120 zw-header-standard-block     show-gradient \">\n<div class=\"bg-image\"><picture><source srcset=\"https:\/\/www.fup-ag.com\/wp-content\/uploads\/2023\/03\/Digitale-Transformation-150x150.jpg 150w, https:\/\/www.fup-ag.com\/wp-content\/uploads\/2023\/03\/Digitale-Transformation.jpg 480w, https:\/\/www.fup-ag.com\/wp-content\/uploads\/2023\/03\/Digitale-Transformation.jpg 768w, https:\/\/www.fup-ag.com\/wp-content\/uploads\/2023\/03\/Digitale-Transformation.jpg 1000w, https:\/\/www.fup-ag.com\/wp-content\/uploads\/2023\/03\/Digitale-Transformation.jpg 1024w, https:\/\/www.fup-ag.com\/wp-content\/uploads\/2023\/03\/Digitale-Transformation.jpg 1440w, https:\/\/www.fup-ag.com\/wp-content\/uploads\/2023\/03\/Digitale-Transformation.jpg 1920w, https:\/\/www.fup-ag.com\/wp-content\/uploads\/2023\/03\/Digitale-Transformation.jpg 9999w\" sizes=\"(max-width: 480px) 100vw, (max-width: 768px) 100vw, (max-width: 1024px) 100vw, (max-width: 1440px) 100vw, 100vw\" ><img decoding=\"async\" loading=\"lazy\" id=\"zwi_66097\" class=\"zw-cgb__image\" src=\"https:\/\/www.fup-ag.com\/wp-content\/uploads\/2023\/03\/Digitale-Transformation.jpg\" alt=\"\"><\/picture><\/div>\n<div class=\"container zw-cgb-content zw-cgb__header-content-wrapper\">\n<h2 class=\"zw-cgb__headlines\"><span class=\"zw-cgb__preheadline\">F&amp;p case studies<\/span><span class=\"zw-cgb__headline\">Transformation &#8211; &#8220;Solutions business&#8221; business development<\/span><\/h2>\n<p class=\"zw-cgb__fulltext zw-cgb__content\">Expert: Achim Br\u00fcnner<\/p>\n<\/div><\/div>\n<p><!-- .zw-cgb .zw-header-standard --><\/p>\n","protected":false},"author":35,"featured_media":59320,"menu_order":0,"template":"","categories":[53404],"expertise":[53286],"service":[],"industry":[53263],"type-case-study":[],"class_list":["post-70751","case-study","type-case-study","status-publish","has-post-thumbnail","hentry","category-general","expertise-business-transformation-en","industry-electrical-industry-energy-industry-solar-industry"],"_links":{"self":[{"href":"https:\/\/www.fup-ag.com\/en\/wp-json\/wp\/v2\/case-study\/70751","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.fup-ag.com\/en\/wp-json\/wp\/v2\/case-study"}],"about":[{"href":"https:\/\/www.fup-ag.com\/en\/wp-json\/wp\/v2\/types\/case-study"}],"author":[{"embeddable":true,"href":"https:\/\/www.fup-ag.com\/en\/wp-json\/wp\/v2\/users\/35"}],"version-history":[{"count":4,"href":"https:\/\/www.fup-ag.com\/en\/wp-json\/wp\/v2\/case-study\/70751\/revisions"}],"predecessor-version":[{"id":108807,"href":"https:\/\/www.fup-ag.com\/en\/wp-json\/wp\/v2\/case-study\/70751\/revisions\/108807"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.fup-ag.com\/en\/wp-json\/wp\/v2\/media\/59320"}],"wp:attachment":[{"href":"https:\/\/www.fup-ag.com\/en\/wp-json\/wp\/v2\/media?parent=70751"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.fup-ag.com\/en\/wp-json\/wp\/v2\/categories?post=70751"},{"taxonomy":"expertise","embeddable":true,"href":"https:\/\/www.fup-ag.com\/en\/wp-json\/wp\/v2\/expertise?post=70751"},{"taxonomy":"service","embeddable":true,"href":"https:\/\/www.fup-ag.com\/en\/wp-json\/wp\/v2\/service?post=70751"},{"taxonomy":"industry","embeddable":true,"href":"https:\/\/www.fup-ag.com\/en\/wp-json\/wp\/v2\/industry?post=70751"},{"taxonomy":"type-case-study","embeddable":true,"href":"https:\/\/www.fup-ag.com\/en\/wp-json\/wp\/v2\/type-case-study?post=70751"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}