25% higher deal size

Challenge

Working with Casbeg primarily aimed to optimize sales processes to make them less time-consuming. When the collaboration began, the company’s owners were handling sales (currently, only one owner manages it), and the objective was to streamline these processes to free up their schedules from unnecessary sales activities.

“We want the sales process to be more effective and less burdensome. We’re doing it well, but it needs to be optimized so it doesn’t take too much time.”

– Filip Stachura and Damian Rodziewicz, co-founders of Appsilon

Improving Lead Quality

The first step was to improve lead qualification. With limited time for sales activities, it became essential to distinguish which contacts were worth investing more time in and which were unlikely to become clients. As a leader in their technology field, Appsilon enjoys significant interest from potential clients, often booking projects months in advance. This made it crucial to streamline sales contact efficiency to ensure enough time for those who genuinely needed Appsilon’s support.

At this stage, we established criteria for qualifying leads and budget thresholds below which the sales process would not proceed. The latter carries some risks, but Appsilon’s leadership decided to try it, and the outcome met their expectations.

Expanding the Sales Department

Next, we hired someone to support the leadership team at the early stages of the sales funnel. We assisted Appsilon in recruiting for the presales position by:

• Reviewing the job listing for effectiveness,
• Conducting second-round interviews with candidates to assess their skills,
• Providing recommendations on candidates,
• Offering an onboarding plan that Appsilon tailored to their needs.

As a result, a specialist responsible for the early stages of the sales funnel joined the company.

Additionally, the company hired a salesperson for the U.S. market, whose role is to promote R technology, educate the market, identify solutions, and provide consulting to companies. Our role involved:

• Reviewing the plans for this position.
• Identifying potential risks.
• Establishing review periods.
• Evaluating the person’s action and development plans.

It’s worth noting that with the shortened sales process, Appsilon consciously expanded its sales team. Management retained complete control over sales but found support in areas that were already established and repeatable, focusing on closing significant deals.

How to Make Clients Willing to Wait?

Another challenge for Appsilon was selling projects in advance. The company often had to propose to clients a start date several months away because the team was busy with ongoing projects. How can a company convince clients to wait in such situations?

We developed several solutions:

• Implemented a communication framework to help clients understand the project’s start date, avoiding misunderstandings later,
• Recommended spending time before the project starts on conducting an initial assessment with the client.

Results

Through this collaboration, we were able to optimize the sales process and significantly relieve Damian, who is currently responsible for this part of the business, of some sales duties. This achievement marks a significant step forward in our journey.

The process is now more transparent and predictable, making planning and delegating tasks easier. We also achieved better production management and client onboarding, instilling a sense of order and efficiency in our operations.

It’s important to highlight that Appsilon does much hard work. Their style is a highly collaborative partnership with significant client engagement, and it shows in the results. Without solid leadership involvement, our consultant would have been a consultant. However, by actively implementing and testing solutions that align with the company’s DNA, we’ve become a partner genuinely contributing to Appsilon’s business growth. Together, we observe the results we’ve achieved.

As a result of the collaboration:

• The CEO no longer handles sales,
• Thanks to a streamlined qualification process, lead qualification time has been reduced by 50%,
• The company is booked an average of 3 months in advance,
• The average value of signed contracts has increased by approximately 25%.

Appsilon continues to seek new talent, grows dynamically, and faces exciting new challenges. If you are looking for a change and want to have a direct impact on Appsilon’s success while entering the market of the largest international companies in the Data Science niche, we encourage you to join our recruitment process. You can find more information and apply at https://appsilon.com/careers/ or write to us at [email protected]. We look forward to welcoming new team members who share our passion for innovation and excellence.

Would you like to achieve similar results in your business? We’d love to have you as a client. Feel free to contact us at [email protected]