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.
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.
Ampacet is the global leader in masterbatch - a colouring agent for plastics and additives that impart special characteristics to plastics such as UV resistance, anti-glare, etc. Working hand-in-hand with HR and Sales Management, i+g worked with our parters Infoteam and Sales-Genetics to implement the Sales DNA® skills-based analysis to identify the most common skill-gaps on which to focus in the customised Winning Complex Sales opportunity management program for their sales team. The Sales DNA® also provided a foundation for the leadership coaching program i+g implemented to help Ampacet’s Sales Managers to improve coaching effectiveness by focusing on the right things and improving the skills required for success in their business environment.
i+g was asked then to create a new program (now included in our portfolio) for Complaint Management. This program combined the resources of the sales team, as well as the R&D and support organisations to create a cohesive end-to-end process for receiving, handling, and managing complaints to convert them into potential opportunities, for customer education, additional products or services. The program was deployed throughout the EMEA region, and is being considered for deployment in the Americas and Asia-Pacific.
In 2017, i+g was asked to create an Innovation Academy for the European sales team, to implement a platform to integrate Ampacet’s key customers directly into the innovation process to identify unmet needs that Ampacet’s capabilities could help them address. Combining time-proven tools and innovative methodologies, i+g created an Innovation Playbook to help the sales team conduct joint innovation workshops with their key customers.
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.
AVL is the world's largest independent company for development, simulation and testing technology of automotive powertrains. i+g created a customised education program for the entire sales team (400 people) that was deployed during the annual global sales conference. The program was launched with a keynote address to focus on value-selling for this deeply technical sales force, and included an engaging competitive sales event fully adapted to each division’s specific business environment.
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.
Cavotec is a leading engineering group that designs and manufactures automated connection and electrification systems for ports, airports and industrial applications worldwide. i+g helped the HR leader implement a cohesive performance measurement and management system for the company and enable all the leaders to integrate it into their day-to-day business practices and annual reviews. We additionally enabled the leadership team around the world with core leadership skills and feedback mechanisms and provided strategic coaching for high-potentials within the organisation.
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 strengths and areas for improvement, which are the basis for the design of sales skills development programs.
Celemi is a leader in the development 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 agreed 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.
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.
ELCA Informatique is the leading Swiss-based IT services company for whom i+g worked with Infoteam Partners to adapt and implement opportunity management (Winning Complex Sales) and Key Account Development programs for their sales teams in the German-speaking and French-speaking parts of the country. The Account Development Program has helped them identify new cross-selling opportunities and break out of the traditional IT-focused contacts they often had by creating a platform for business improvement conversations with their customers’ top-management teams.
Elco is the largest Swiss service provider in natural gas and oil-based heating systems. i+g supported the Top-Management in the development of a revised strategy to help re-align the team in defining and articulating its goals and action plans.
Etix Everywhere is a Luxembourg based company that designs, builds and operates local data centres using their unique design principles that optimise energy and resource utilisation. i+g designed and implemented an opportunity management and leadership coaching program for the dynamic sales force of this young company.
Euler Hermes is the global leader in credit insurance. With their unique knowledge of companies, industries and countries, they help their customers to make informed business decisions and transfer risk through their services. Working through our partner Infoteam, i+g designed and rolled out a sales transformation program in France, delivered by our partner Arcalis. The EH program integrates opportunity management, account development and negotiation skills.
Experian is a global leader in consumer and business credit reporting and marketing services with clients in more than 80 countries. Working through our partner Sales-Genetics, i+g supported the deployment of Winning Complex Sales opportunity management programs, and key account development programs (Managing Strategic Accounts).
The Gdansk Foundation for Management Development (GFKM) is a training and consultancy firm specialising in providing training, support and development projects for managerial staff and employees of large and middle-sized Polish and international companies. GFKM offers a full range of programs including Executive MBA, in-company training, open training, and post-graduate studies. i+g developed a leadership skills module for the Executive MBA program to focus on performance management, feedback mechanisms and effective expectation setting to maximise performance.
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.
IndMeas helps Nordic energy and process industry companies to utilise process data for daily operations and business development. Their main focus is on energy, water and material processes on sites, bringing their special know-how in ensuring reliable process data. i+g conducted multiple strategy sessions to facilitate the leadership team in developing the company’s direction and focus, clarify their values, and identify potential barriers or obstacles that could prevent them from achieving their goals, and formulating an action plan to map the way forward. We also enabled their sales team with a number of sales programs focused onpositioning and selling the value generated through their services and improving their ability to obtain, plan and execute excellent first meetings to develop their business.
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.
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.
LiSEC is a global leader in developing and producing glass cutting and sorting systems, delivering components and complete production lines. i+g created and implemented a market segmentation program to help focus their sales and marketing efforts on the right segments to maximise impact. We also designed an integrated sales+marketing program to align both organisations to drive future growth that is based on the HubSpot platform.
Magic Software is a global provider of enterprise-grade application development and business process integration software solutions and a broad range of software and IT services. Working through our partner N.E.W.S. we created and facilitated sales engagement workshops for their annual sales kick-off meetings. The programs were designed to improve the understanding of the customer’s decision making process and value proposition formulation to help differentiate the company and its offering more effectively.
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.
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 significant 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.
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.
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.
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.
Neste is a Finnish company that has undergone a dramatic transformation journey from an oil refining company to the world's largest producer of renewable diesel from waste and residues. Working through our partner AaltoEE, i+g has implemented a customised version of the Closing Deals Profitably program for the sales and trading teams around the world. We also conducted a sales process education (the Sales Race) for the entiresales team during the global sales meeting in the form of a competitive event in which sales teams competed against each other to determine who could draw the most insight from the sales process with the information provided. i+g then won the opportunity to create the Neste SalesONE program to define and implement a cohesive sales process used across all Neste sales teams and create a common sales language + toolbox. The coaching program is designed to help sales managers to actively coach sales teams to implement a set of foundational skills to improve obtaining + executing customer meetings.
Dage Systems (now part of Nordson) - a leader in x-ray based inspection tools for the integrated circuit industry. Based on Infoteam's Winning Complex Sales™ methodology, we created a customised opportunity management program for internal staff and global business partner community to create a common language for sales throughout their customer facing organisation.
Paroc is one of Europe’s leading manufacturers of energy-efficient and fire-proof insulation solutions. Working through our partner AaltoEE, i+g developed a fully customised value-selling program to help focus their sales team on articulating the value for their customers of doing business with Paroc in a traditionally commodity-driven business. The program helped their sales team better position the unique capabilities that the products, and the Paroc organisation can bring to the customer through their expertise, experience, and industry know-how.
Piab AB Piab is a maker of intelligent vacuum pumps that provide machine producers integrate their sophisticated gripping and moving solutions. i+g created a value-based selling program to help the sales team differentiate more effectively in their increasingly competitive business environment and position the value for the customer in integrating piab’s solutions. The program was supplemented by a coaching program for leaders to support the deployment and day-to-day use of the methods and tools and improve coaching.
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.
SAP AG is the world's leader in business software. Our engagement with SAP is extremely wide-ranging, beginning in 2000. We have created & deployed 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 (now a market leader).
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.
SICK AG is a global leader in industrial sensors for factory automation, logistics automation and process automation, and a major technology leader in the Industry 4.0 revolution. Working hand-in-hand with SICK’s sales enablement team, i+g developed a customised version of Infoteam’s Winning Complex Sales™ program completely adapted to the specific needs, style and content of the SICK Sales Power (SSP) Program. The program was deployed by SICK’s own internal Master Trainers - selected for this program based on their sales and leadership experience. Working with our partner greytogreen, we developed a business simulation to help the entire organisation understand the impact Industry 4.0 will have on the market, SICK and all of its partners. The simulation was fully custom-built with intensive cooperation from SICK and is deployed by SICK’s management team and Master Trainers, reaching nearly every employee throughout the organisation.
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.
Siemens Healthineers - 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.
Smiths Interconnect is a leading provider of technically differentiated electronic components, subsystems, microwave and radio frequency products that connect, protect and control critical applications in the commercial aviation, defense, space, medical, rail, semiconductor test, wireless telecommunications, and industrial markets. i+g has customised the Account Development Program for Smiths sales teams to help them deepen + broaden their key customer relationships around the world to identify more cross-selling opportunities through the identification of new projects and unmet needs that Smiths Interconnect capabilities can help their customers address.
Stöcklin is an international system integrator for intralogistic systems that supports their customers from planning + development to delivery of complete turnkey systems. Working with our partner Infoteam Services, i+g implemented a strategic negotiation program based on our Closing Deals Profitably methodology, to help their sales team capture the value created in the sales process through the implementation of the Winning Complex Sales methods + tools.
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.
Swisscom is the leading telecommunication and networking provider in Switzerland, privatised out of the national PTT. Working through our partner Sales Professional, i+g deployed the sales performance improvement programs developed for the German-speaking part of the company for the French-speaking sales team whose main focus is to internalise OEM products and sell them as part of the overall value proposition from Swisscom. Programs included opportunity management, negotiation skills, and interpersonal communications.
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.
Transitions® Optical (part of the Essilor Group) is a family of brands for eyeglass lens coating materials that adapt automatically to ambient light. Working through IMV Partners, i+g developed and helped to deploy a series of workshops for the top management team to help them prepare for the acquisition by the Essilor group, while maintaining Transitions’ identity and culture within the much larger Essilor organisation. The combination of strategy, communications, leadership skill, and sales workshops helped the management team ease the transition into the larger organisation while minimising market disruption and internal change.
TTTech is the technology leader in robust networked safety controls for the automotive, aerospace, off-
UBS is one of the largest banks in the world, with headquarters in Zürich. Working through our partner the ZfU, i+g created an engaging interactive program for all the project managers in the Strategic Change Management group to help them with core leadership skills to improve the way they set expectations, provide feedback and manage the performance of the members of their virtual project teams. The program highlighted the importance of the quality and quantity of communications in managing virtual teams.
Unit4 is a leading provider of enterprise applications empowering people in service organisations. Working through our partner Infoteam, i+g has supported the development and deployment of a 3-phase global program to improve lead generation, opportunity management, and negotiation skills. We help prepare + enable local sales leaders to deliver the programs for their teams, integrating their experience and local business environment knowledge to increase relevance and integration of the methods + tools into salespeople’s daily business practices to increase win rate, and deal profitability.
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.
Vaisala is a Finnish manufacturer of precision instruments for weather observation and industrial measurements. i+g facilitated a leadership workshop to help them align the organisation and define their direction, reinforce their core values and identify barriers that could prevent their progress - and then define the action plan to eliminate or overcome these barriers. One area identified is sales skills, so i+g supported Vaisala’s HR leadership in creating the internal academy called VESPA in which we contribute a number of programs including negotiation skills (Closing Deals Profitably), opportunity management, account development, and lead generation, as well as leadership skills.
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.