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Against a backdrop of demanding growth, investment funds are seeking to increase value creation in their holdings. Structuring the sales function is one way of achieving this, with the support of time-sharing operational experts capable of accelerating transformation without overburdening organizations.
Funds that support profitable SMEs in their growth phase are often limited by the fact that their sales organizations are poorly equipped and segmented, and have not kept pace with their development.
We've reached a point where the manager can no longer do everything, and we need to challenge what has been done until now, by making it more scalable," explains Franck Saal, Investment Director at Generis Capital Partners.
At one of Generis Capital's portfolio companies, a SaaS software publisher in a highly competitive market, the audit revealed a lack of structure between marketing and sales, a lack of segmentation, and a blurring of roles. Following the audit, elaya's support enabled the company to re-establish a clear organization, structured governance, and more refined qualification methods.
Our bid conversion ratio has improved, and our teams have become more efficient and motivated. Franck Saal
At another of our portfolio companies, a fast-growing industrial SME, elaya's support enabled large-scale acculturation. The sales function was thoroughly reorganized, with account segmentation, the creation of sub-poles, clarification of roles and alignment with predictive sales methods.
The take-up has been strong, and is seen as a real lever for internal growth. Franck Saal
The involvement of operational experts on a time-sharing basis is part of a fundamental trend: that of tailor-made support, adapted to the needs of SMEs. It allows us to structure without overloading, to benefit from best practices from other sectors, and to reassure managers of the potential for transformation.
Beinginspired by the methods of larger groups, seeking out best practices in this or that area, in order to grow, these are things we're always looking to bring to our managers. What's more, it brings a certain confidence and self-assurance when it comes to change. Franck Saal
For funds, calling on this expert resource provides managers with the tools they need to avoid the pitfalls of a poorly managed scale-up, and to anchor results in the long term. Structuring the sales function strengthens the company's ability to plan ahead and grow methodically. For investors, it's also a way of securing the trajectory of their investments without slowing their momentum.
