A new security portfolio across Europe.
Bechtle operates through more than 80 entities across Europe, each with different knowledge and consistency levels. We translated Microsoft's solution plays into one competitive proposition every entity could sell.
The challenge
Bechtle had introduced Win Formulas, a strategic approach centred on Microsoft's FY24 Secure Productivity solution play for Modern Work. Rolling it out was the problem: more than 80 European entities, known as Systemhäuser, with knowledge and consistency levels that varied between them. Bechtle also wanted to strengthen its brand and vision to compete harder in the service provider market.
What we built
We applied an integrated, continuous approach to proposition development and go-to-market, with clear communication across every Systemhaus.
- Defined the Secure Productivity and Advanced Workspace Security solutions, covering buying scenarios, key benefits and technical services
- Bridged the gap between technical and business conversations
- Launched the solutions with internal education programmes, guided by consultants on best practice
The result
Bechtle's sales teams across Europe now work from one clear, competitive proposition built on Microsoft's solution plays, supported by education programmes designed to drive awareness and demand.
Paal15 helped Bechtle translate Microsoft's solution plays into a clear, competitive proposition, empowering their teams across Europe to drive customer impact and growth.
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