CLIENTS
CLIENTS
SELECTED CLIENT CASES
Our clients share the belief that there is more potential available from their organisations, so they enlist us to help them make  improvements to increase performance. Whether they want to sell more of their products and services, improve leadership skills, implement customer co-innovation programs, realign their organisations and define their true purpose or negotiate more effectively, we create programs tailored to their individual needs. This sampling of clients below covers a wide range of industries from paper to computer chips, machine parts to professional services. With operations in many countries, covering numerous cultures and languages, our clients are a diverse + dynamic group. The list below provides a short overview of the kind of results we helped them to achieve.
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Aalto University Executive Education - Since 2006 we have created and delivered numerous custom-designed programs on topics from leadership development, customer experience, customer co-innovation, negotiation skills, sales performance improvement, and many other topics to participants from across the top-tier of Finnish companies. This successful partnership continues to deliver high-impact company-specific programs, as well as an open-enrolment negotiation program - https://www.aaltoee.com/programs/negotiation-skills 

Allianz Global Corporate & Specialty - An Infoteam client in which i+g played a key role during the sales process, program design, and roll-out. This global sales transformation program integrates opportunity management, account development and negotiation programs supported by on-going opportunity and deal coaching. Results: improved professional selling competence and key account management, better customer service and streamlined inter-departmental communication and collaboration, as well as more effective policy renewal and retention through effective negotiation. 

i+g also facilitated a workshop for the leadership team in the Middle East to align their strategy between the different lines of business to optimise resource utilisation and improve their market position.  

Arburg - a global leader in injection moulding machines and technology. Working with our partner KeyLargos, i+g developed a customised leadership skills development and negotiation program for the international MD team, helping Arburg improve internal communication, coaching and employee satisfaction. Negotiation skills helped them improve the way they prepare and execute business-critical negotiations, achieving more profitable deals that both parties are anxious to execute.
Atlas Copco - a global leader in hand and power tools for industry. i+g created a strategy workshop in which their leadership team designed the critical components for a customer-centric key account program. Results: a key account program designed around the needs of their key customers that makes it easier for them to buy, while optimising the way Atlas Copco serves their most important customers
Bizerba is a leader in food industry solutions including scales, slicing machines and weigh-price labelling. i+g created a leadership and strategy development program to help their leadership team align strategies between different divisions and geographies and fomulate a cohesive execution plan that coordinated resources and activities to speed implementation globally. An important part of this program was improved employee communication and feedback mechanisms to improve operational execution through more effective leadership practices.
Boehringer-Ingelheim (Contract Manufacturing Organisation) - Working with our partner KeyLargos, i+g created a sales transformation program for the contract manufacturing division to help them better position the value of their services, rather than the more traditional focus on price, in the sales process, and capture more of the value they create with excellent negotiation preparation and execution using the concepts and tools in our Closing Deals Profitably program.
Celanese Corporation is a global leader in specialty and intermediate chemical products. Working with our partner Strategic Insights, i+g helped design and conduct customer insight interviews to help Celanese identify sales process strenghts and areas for improvement, which are the basis for the design of sales skills development programs.
Celemi is a leader in the devlopment of business simulations based on « the power of learning » concept. i+g created a completely customised global program to improve their sales process in critical phases, specifically managing complex, often multi-national sales opportunities, developing key accounts to create cross-selling opportunities, and improving the management of their channel partners by attracting and signing the right ones, qualifying them more effectively managing their performance through mutually areed business plans, and to improve the joint sales process on strategic opportunities. This program integrated the sales teams from Celemi's world-wide partner community, to create a common language for sales throughout their customer facing organisation.
Credit Suisse Leasing Division - supporting our partner Sales Professional i+g delivered an opportunity management program to help business leasing key account managers position the value to customers of financing their business expansion or equipment acquisition through Credit Suisse - winning more business and broadening their portfolio in selected industry segments.
Dage Systems (now part of Nordson) - a leader in x-ray based inspection tools for the integrated circuit industry. An Infoteam client for whom i+g created a customised verison of the Winning Complex Sales™ program adapted to their partner-based sales model. We delivered workshops for combined sales teams comprised of Dage sales team + global business partner salespeople to create a common language for sales throughout their customer facing organisation.
An Infoteam client, Deloitte global leader in audit and professional consulting services. i+g supported the deployment of a customised French-language Winning Complex Sales™ based opportunity management program for the Swiss-French Partners and Directors to improve the client engagement process and raise sales professionalism in selling new mandates.
Diplan is a manufacturer of software modules for the electronics manufacturing industry. i+g designed a global program for opportunity management based on Infoteam's Winning Complex Sales™ and supported its implementation throughout the organisation. We also created and facilitated a strategy development program for top management to align and articulate their strategy more cohesively, and implement an execution plan.
Elavon is a global leader in financial services and an Infoteam client for whom i+g supported the deployment of Winning Complex Sales™ and Managing Strategic Accounts™ programs in EMEA and North America, helping Elavon improve their win rate and profitability on each deal while improving competitive differentiation from other acquirers.
Elco is the largest Swiss service provider of natural gas and oil-based heating systems. i+g assisted the CEO to develop a revised strategy to help re-align the team in defining and articulating its goals and action plans to meet the needs of a changing market and maintain market share with the entrance of new competitors.
The Executive MBA Program in the Management of Technology (MoT) at the Ecole Fédérale Polytechnique in Lausanne (EPFL), Switzerland - an unusual MBA that was initially designed for entrepreneurs and now intrapreneurs whose « final exam » is based partially on the presentation of a business plan for a new venture - whether external or internal to the organisation. The program leaders understood that entrepreneurs and intrapreneurs must understand and execute a cohesive sales process at all stages of their business, and thus integrated a module focused on that topic right from the outset. i+g developed customised program content designed for students from a wide variety of personal and professional backgrounds with entrepreneurial or intrapreneurial ambitions to help them understand the process, methods and tools to implement sales processes, manage sales teams, and create more cohesion between sales + marketing. We have had the privilege of being part of this program since 2001 and participate in the career- and life-changing experience that this MBA program brings to its students.
Global Payments (HSBC Merchant Services) is a global leader in financial services. Working through our partner Infoteam, i+g worked with the sales leadership to develop a fully customised global program integrating specific terminology and Global Payments tools to improve adoption rate and utilisation. We deployed the program for their sales teams around the world to improve win rate through the implementation of the Global Payments Way of Selling.
Hewlett-Packard, a global leader in computers, networks, printers and IT services. Working with our partner Sales-Genetics, i+g supported the deployment of an opportunity management program for HP's telecom competence centre in France.
HUBER+SUHNER is a world leader in specialised cables, connectors, antennae and fibre optics. Working with our partner Infoteam, i+g designed and deployed a global program to improve opportunity management and leader coaching based on Infoteam's Winning Complex Sales program. This helped the company improve its top and bottom line, thriving through the global recession while other competitors suffered or were acquired. i+g then expanded the mandate with our Closing Deals Profitably strategic negotiation program, which we have now deployed to sales, marketing, supply chain and other teams throughout the organisation globally.
Huntsman is a global manufacturer and marketer of differentiated chemicals. i+g supported a global opportunity management program working through our partner Sales Genetics. The combination of custom-designed education and ongoing opportunity coaching helped them improve win rate and profitability by focusing on solution value rather than price.
Integrated Packaging Systems (IPS) is a Dubai-based reseller of food and drinks processing and packaging systems and a strategic partner of Krones in the Middle East and Africa. Working with our partner KeyLargos, i+g designed a customised sales transformation program comprised of opportunity management, value proposition development and presentation skills.
Intermec (now Honeywell Mobility Solutions) is a world leader in bar-code and RFID systems - Working with our partner Infoteam, i+g supported the development and deployment of a customised global opportunity management and leadership coaching program designed to improve win rate and profitability - based on Infoteam's Winning Complex Sales methodology. The program was expanded to the Intermec partner community with joint programs delivered for internal and partner sales working together on strategic opportunities to create a common language throughout the customer-facing organisation. In EMEA, overall win rate increased 3x within a 3-year period following one of the best implementations of these methods we have ever experienced - hats off to the management and sales teams. We also created a customised version of i+g's Channel Development + Management program for Intermec, deploying it in EMEA and the Americas.
Komax is a leading supplier of medical technology for which i+g supported the delivery of opportunity management programs working through our partner, Mascot, a partner of Infoteam.
Kromberg & Schubert is a manufacturer of high-quality precision cables. i+g assisted them in the strategic analysis of the organisation's core competences so they could be re-aligned more effectively with the growth areas in which the company wanted to focus. This has helped them re-organise the company and gain efficiencies in operation as well as success in the market.
Krones is the world leader in filling and packaging systems. Working with our partner KeyLargos, i+g designed and delivered a global sales transformation program comprised of opportunity management, value proposition development, presentation skills, leadership skills development and opportunity coaching, which has helped the company maintain its world-leading position in the face of increasing competition.
KWH Plast (now Schur Flexibles) is a Finnish manufacturer of high quality packaging materials and systems. Working with our strategic partner Vipu, i+g helped KWH to implement an aligned sales & marketing approach and customer value management concept. The "re-launch" of the company has helped re-position them very successfully in a highly competitive and fragmented industry.
LeCroy Corporation is a recognised global leader in high-quality oscilliscopes. i+g helped them compete more effectively in this very specialised niche market against significantly larger companies and grow market share and account penetration consistently since we first started working together in 2001. Winning Complex Sales™ based opportunity management programs, as well as account development and channel management programs have helped align the sales force to achieve strong market position. In 2016 Teledyne LeCroy expanded our mandate to support initiatives in  marketing, lead generation and OEM partnerships.
Lenze is a significant German manufacturer of automation and industrial drives who competes in against significantly larger companies. Working with our partner Infoteam, i+g supported the implementation of a global program for opportunity management and value positioning that has helped them win more sales more profitably. The tools and concepts have helped the sales force position the value of working with Lenze and differentiating themselves more effectively in a highly competitive field. We continue to support the development of the German and North American sales organisations.
MEIKO Maschinenbau GmbH & Co. KG is a world-wide leader in commercial diswashing and hospital hygiene systems. i+g's engagement with Meiko includes custom-designed opportunity management programs, based on Infoteam's Winning Complex Sales methodology, for MEIKO salespeople and their most signicant channel partners. Our channel management programs have helped align and improve the effectiveness of their sales channel globally, and we have supported Meiko's global partner education programs to continue up-skilling and improve partner loyalty. i+g has also helped facilitate MEIKO's International Sales Meetings for their global partner community, creating a variety of programs that engaged participants while educating them on the methods and tools to improve consistency and cohesion in the customer-facing organisation.
Metsä Group, a world leader in forest products is the client of Aalto University Executive Education for whom i+g designed a custom program on customer experience management and innovation as part of internal MBA. Results include significant changes to marketing messages, web site, channel communication, customer education programs, and the innovation process at all levels & divisions. AaltoEE expanded our mandate in 2016 to participate in the Purchasing Academy that Metsä has created with OP Bank. i+g provides the negotiation module in this academy, which focuses on all the Sourcing Professionals in both organisations to improve their negotiation skills and get more from their suppliers.
Mirka is a pioneer in the flexible abrasives and products industry. Working with our strategic partner Vipu, i+g has helped Mirka create strategic market development through a comprehensive review of the organisation's capabilities to identify key differentiators and position them more effectively on the market against competitors.
Mondi Group (Packaging) is a world leader in paper and packaging solutions. i+g's wide-ranging engagement with Mondi began with a sales + negotiation program for the sales teams to help them negotiate price increases with customers more effectively. Our mandate expanded to an innovation program in flexible (plastic based) packaging that identified a number of new key products that have become very successful since inception. We have also provided other negotiation programs, value selling, team-building, and sales process programs to various divisions.
PricewaterhouseCoopers (PwC) is the world's largest assurance, tax and advisory services firm. Working through our partner Infoteam, i+g has provided opportunity management and account development programs custom-designed for implementation in professional services. Leadership and coaching workshops support the implementation along with tactical selling skills.
Ryzex (now part of Peak Technologies) is a value-added solution provider in the auto-ID (bar-code and RFID) industry. i+g has conducted opportunity management and leadership coaching programs to help Ryzex position itself more effectively in the market, and align with its suppliers to create a common language for selling to help it achieve continued success and growth.
SAP AG is the world's leader in business software. Working with our partner Infoteam, our engagement with SAP is extremely wide-ranging, beginning in 2000. Together with Infoteam, i+g has helped to create & deploy 13 global programs for opportunity management, departmental sales strategy development, product launch preparation and sales enablement, video-based e-learning modules, and much more, and played a strategic role in enabling the sales team to deploy SAP's CRM solution in 2001-2004 to help establish it as a market leader at the time.
Siemens Building Technologies is the leading player in building automation. i+g worked with our partner Mascot to develop a customised cross-departmental opportunity management and account development program designed to improve skills and customer-centric account planning while also increasing and streamlining cross-business unit coordination and approach to make it easier for Siemens customers to buy from them. We supported the deployment of this program throughout Scandinavia and other regions.
Siemens Medical Solutions - i+g supported the deployment of a customer value selling program in CEE (Central and Eastern Europe).
Sika is a world leader in building and construction materials. Working with our partner Infoteam, i+g developed a custom program combining two critical business skills - pricing + negotiation. The Excellence in Pricing & Negotiation program is part of the on-going skills development program in the Sika Business School. We have deployed the program globally to sales managers to enable them to support their teams more effectively in these critical business areas. Our program plays an important part in the continued growth, improving profitability and market presence Sika enjoys.
Straumann is a global leader in implant, restorative and regenerative dentistry. Working with our partner Sales Professional, i+g supported the development and deployment of a comprehensive sales skills development program to maximise the impact of Straumann's new CRM system, resulting in near 100% utilisation after program deployment.
T-Systems (a division of Deutsche Telekom) is a global leader in telecommunciations and networking products and services. i+g deployed a sales improvement program including strategic account planning & development, as well as opportunity planning and coaching.
Tieto (formerly TietoEnator) is a Finnish-Swedish market leader in professional IT services. i+g developed critical elements of an internal leadership development program (Thought Leader Sales) including support of internal content providers and facilitators to integrate holistically into the program and deployed the program for selected "high potential" leaders from throughout the Tieto organisation for 5 years. Our mandate expanded to include other internal high-potential development programs, as well as account development, negotiation skills, and other custom-designed programs.
Vacon (now part of Danfoss Drives) is a significant player in the AC Motor Control (drives) industry. i+g has developed and deployed leadership development and sales coaching programs as well as strategy development and cultural change workshops in multiple divisions and locations of this global company. We have also supported R&D, development and production teams to align strategies and action plans to maximise effectiveness and improve cross-functional communications.
Vodafone is a significant player in the telecommunication services business globally. Working with our partner Sales-Genetics, i+g supported the Vodafone Global Enterprise and the broader sales team to introduce the Vodafone Way of Selling, comprised of an opportunity management methodology and sales coaching. 
Zycus produces software for procurement optimisation. i+g created and deployed a customised opportunity management program for the North American sales team to support their transformation process from a software sales organisation to focus more on solution sales - by asking more effective questions to define customer needs before presenting solutions.