What does it take for a hardware company to build a successful software business? In this episode, Mikkel Bach-Andersen and Brian Andersen explore the real challenges behind the shift. From go-to-market models and new buyer dynamics to organizational resistance and incentive design, they unpack lessons from companies like Trackunit and FOSS that made it work and why so many others failed.
On this week's Growth Agenda Podcast, Bart sits down with Anders Buchman, VP Commercial at Upry, to unpack a simpler, smarter way to build your go-to-market strategy and scale a high-impact team. Ready to discover where B2B growth really comes from?
In this episode, we sit down with Natasha Lindsey, Director of Global Sales Enablement at Jabra, to explore what it really takes to drive lasting sales transformation. From managing 500+ stakeholders to rolling out global programs across diverse sales models, Natasha shares hard-earned lessons on what works—and what doesn't—when trying to change how people sell. We talk enablement, coaching, AI, and the shift from feature selling to true value selling. Whether you're in sales, enablement, or leadership, this episode will challenge how you think about building a commercial organization that actually drives impact.
This episode explores The New Growth Agenda, a book designed to help commercial leaders identify new growth opportunities. The conversation between the three authors, Martijn, Brian and Oliver, covers the inspiration behind the book, key insights from a survey of 150 senior leaders, and practical strategies for navigating today's complex buying landscape. From rethinking sales structures to adapting marketing for sustained impact, the discussion provides actionable advice for driving commercial success. Tune in for fresh perspectives on organic growth in a changing business environment.
Just before Christmas, Jeppe and Martin had the pleasure of inviting Brand Strategy Consultant, Mats Urde, into the podcast studio. Mats shares his journey from case-based teaching to consulting and the development of his framework in his book "The Brand Matrix." They discuss the importance of aligning internal culture with external promises, how to manage corporate branding transformations, and the pitfalls of neglecting your organization's identity. With engaging stories, from building sustainable brands to a passion for Icelandic horses - this is an episode you don't want to miss. We hope you enjoy today's episode!
In this episode, Carsten Pingel, Partner at Kvadrant Consulting, has his podcast debut in the Palægade studio; joined by Toke Lund, CEO, Partner, and Founder of Enterspeed. Together, they explore Toke's extensive experience in the B2B space, delving into the principles that drive sustained growth. From understanding the power of simplicity to mastering responsiveness in a world of constant change, this conversation uncovers actionable strategies to unlock commercial value. Tune in for practical insights and stories that will inspire your approach to growth and transformation. We hope you enjoy today's episode!
In this episode, Mikkel Bach-Andersen, Senior Partner, and Martin Mariussen, Partner, discuss the evolution of account management, shifting from static annual plans to dynamic, monthly engagement models. They examine common pitfalls, like misallocating resources and overinvesting in smaller accounts, and emphasize the skills needed for key account managers to become orchestrators rather than lone operators. Packed with practical advice, this episode is a must-listen for sales leaders and account managers looking to build stronger customer relationships, optimize account plans, and take on the "playmaker" role crucial for navigating complex, multi-stakeholder accounts. We hope you enjoy today's episode!
In this episode, Jeppe and Martin sit down with Novonesis' Head of Sales & Business Development, Alexander Broe. They explore his fascinating career journey, from endurance sports enthusiast to navigating the corporate world, including his transitions from procurement to sales, marketing, and distributor management. Alexander shares insights into how companies can effectively bridge the gap between B2B and B2C, the challenges of managing distributors across global markets, and how to create real-world impact by developing innovative products. This conversation offers a wealth of knowledge on sales strategy, distributor relationships, and the future of consumer health trends, particularly in probiotics and the gut-brain axis. We hope you enjoy today's episode!
What makes a top sales leader? How do you scale success across global markets? How can leaders adapt and thrive in ever-changing business landscapes? These are among the questions today's episode seek to answer. Oliver Lund Storgaard, Director at Kvadrant Consulting, and Jeppe Andersen, Senior Consultant, sit down with Global Sr. Manager Sales Operating Model & Deployment at VELUX, Daniel Mann. Together, they explore Daniel's journey through the world of sales, from his early days as a frontline sales rep to leading global initiatives that empower sales teams across multiple markets. Along the way, Daniel shares his insights on transitioning from individual sales success to coaching and leading others, balancing global strategy with local execution, and driving real impact in a fast-moving commercial environment. His story provides inspiration and practical advice for sales professionals and leaders looking to navigate complex organizational structures and succeed in a global role. We hope you enjoy this episode!
What drives success in the fintech world? Is digital banking redefining the financial landscape? What does it take to succeed in digital banking? In this episode, Martin Nyvang Mariussen, Partner at Kvadrant Consulting, and Jeppe Andersen, Senior Consultant, sit down with Camilla Frøsig, Head of Banking Services, Commercial, from LUNAR - the leading digital bank in the Nordics. Together, they dive into Camilla's journey through the fintech world, exploring her experiences with big, complex deals, building meaningful partnerships, and navigating the fast-paced digital banking landscape . While searching for answers to the questions above, Camilla shares her insights and challenges, offering inspiration and practical wisdom for sales professionals and commercial leaders alike. We hope you enjoy today's episode!
It's a question worth asking: Are websites still as crucial for businesses as they once were? In this episode, Brian and Charlotte draw on their 30 years of combined experience in website creation to dive into the debate on the importance of websites in today's digital world. They explore the evolving role of websites, consider alternative digital strategies, and discuss whether websites remain the backbone of a strong online presence. Tune in and join the conversation!
In this episode, Martin Mariussen, Partner at Kvadrant, and Jeppe Andersen, Senior Consultant, sit down with Claus Ipsen, Commercial Director at Teton AI, for a dynamic conversation in our Palægade office studio. They dig into some fascinating stories about big, complex deals that have made a real difference for companies and customers alike. Claus shares his wealth of experience, the obstacles he's overcome, and the victories he's achieved on his journey within the industry. This episode is designed to inspire and equip the next generation of sales professionals and commercial leaders with fresh insights and practical wisdom. We hope you enjoy!
In today's episode, Mikkel Bach-Andersen and Brian Andersen will unveil the inner workings of marketing strategies at Kvadrant Consulting. Discover how they tackle marketing challenges in large professional service firms, and dive into the power of building a strong brand, both for the company and for individuals within it, highlighting how personal branding can enhance credibility and strengthen overall brand reputation. Gain practical insights and real-world examples that redefine how you approach consultancy marketing and sales.
In this episode, Martin Nyvang Mariussen and Sixten Schultz dive into ecosystem selling and partnership sales, exploring the evolving sales dynamics and the importance of nurturing relationships with various companies. They examine the critical considerations for assessing product suitability for partnership selling, emphasizing the need to avoid channel conflicts and establish clear rules with partners. Highlighting the role of partners in enhancing customer service and extending product lifespan, they stress the value of investment in partner enablement and collaboration. Strategic partner selection, mutual success contributions, and setting standards for effective partnerships are key aspects discussed for building successful partnership ecosystems. In today's episode, we cover: 0:00: Introduction and Weekend Plans 0:14: Introduction to Ecosystem Selling 7:01: Importance of Service in Ecosystem Selling 8:48: Starting Small in Partnership Sales 12:36: Importance of Selective Partnerships 14:55: Balancing Partner Revenue Contributions 16:30: Setting Requirements for Healthy Partnerships 22:11: Integration of Touchpoints in Sales Management 23:23:Ownership of Customers in Partnerships 24:05: Ensuring Communication and Alignment in Partnerships 32:30: Structuring Partner Programs 36:25: Common Partnership Pitfalls 39:09: Leveraging Informal Partnerships 42:47: Balancing Partnership Resources 44:49: Healthy Partnership Approach 47:03: Importance of Trust in Partnerships 50:10: Organic Partnership Growth
In this podcast, Mikkel Bach-Andersen and Martin Mariussen dive deep on the topic of sales trainings. How can organisationes design impactful capability programs, avoiding traditional training pitfalls, and tailoring training to specific roles are highlighted. The importance of aligning training with performance gaps, involving cross-functional teams, and using interactive methods for behavior change is underscored. The discussion also covers aligning sales and marketing efforts, digitalization's impact, and fostering continuous learning. Martin and Mikkel stress adaptability, alignment, and continuous improvement in sales training design for better outcomes. In todays episode we cover: 0:05 Introduction 4:14 The Flaws in Sales Training Delivery 4:24 Designing Effective Sales Training Programs 8:37 Avoiding Pitfalls in Implementing Sales Training 12:37 Importance of Role-Specific Training in Sales 17:05 The Value of Different Sales Methodologies 19:05 Customization vs. Off-the-Shelf Training Programs 20:33 Adapting Training Programs to Digital Trends 22:32 Balancing Physical and Virtual Sales Training Delivery 29:39 The Role of Sales Managers 32:30 Motivation in Training Programs 38:24 Initiating a Training Program 43:59 Designing the Program Execution 47:20 Closing Thoughts on Sales Training
In this episode, we explore the essence of positioning in the business landscape. Nils and Mikkel discuss how effective positioning connects customers with products and differs from branding, driving sales and distinguishing companies in the market. Explore the challenges of weak or undefined positioning, such as underperforming marketing campaigns and prolonged sales cycles, and learn the strategic importance of clearly defining your target customers and understanding competitive landscapes. This episode is a must-listen for anyone involved in business strategy, from startup founders to marketing professionals, as we dissect successful positioning cases like Chatfire and its differentiation in the crowded messaging platform market. Gain insights into how simplicity and clarity in your positioning can significantly enhance customer understanding and engagement. In todays episode we cover: 0:05 Introduction 1:47 Symptoms of Weak Positioning 17:02 Solutions to Weak Positioning 22:27 The Process of Positioning 23:30 Time Horizon for Positioning 25:59 Importance of Sales Reps in Positioning 27:50 Example of Strong B2B Positioning
In this episode, we had the opportunity to dive into the world of revenue operations with Toni Hohlbein, a seasoned professional and co-founder of Growblocks. Toni highlights the evolution of RevOps from basic system management to a crucial element of strategic planning, focusing on the significance of understanding the sales funnel, leveraging data for decision-making, and aligning technology with business needs. He delves into the challenges and opportunities within RevOps, such as optimizing resources, navigating growth phases, and the importance of cross-functional collaboration for achieving revenue targets. The discussion also touches on the future of RevOps, including the integration of AI technologies and its role in shaping business strategies. In todays episode we cover: 0:00:06 Introduction to Revenue Operations 0:01:53 Transition to Growblocks and Personal Story 0:04:39 Definition and Scope of Revenue Operations 0:06:17 Need for Revenue Operations Integration 0:08:08 Importance in Changing Funding Environment 0:11:46 Challenges and Misconceptions of Revenue Operations 0:14:31 Pillars of Strategic RevOps Function 0:18:34 RevOps: Connecting Departmental Insights 0:22:04 Process Anchor and Live Software Benefits 0:24:15 Providing Informed Actionable Advice 0:27:59 Emergence of Revenue Operations in B2B 0:45:38 Planning and Forecasting Challenges 0:46:37 Future Paths for Revenue Operations 0:50:07 Strategic Role of Revenue Operations
In this discussion, Mikkel and Brian explore the evolution of marketing operating models, emphasizing the shift from traditional teams to the complex landscape of today. They highlight the importance of a formalized operating model as a bridge between strategy and execution, enabling organizations to align frameworks with strategic goals. The conversation also focused on integrating IT expertise, adopting agile methodologies, and adapting to market dynamics to drive innovation and efficiency in marketing operations. Additionally, they discussed the transition to multidisciplinary teams, the challenges of global and local marketing alignment, and the evolving field marketing landscape towards specialization and collaboration. The episode concluded with insights on incremental changes, collaborative practices, and problem-focused strategies for successful organizational transformation in the modern marketing environment. In todays episode we cover: 0:00:19 Introduction to Marketing Operating Model 0:02:05 Components of a Marketing Operating Model 0:03:48 Critical Need for Marketing Operating Model 0:09:53 Customization and Complexity in Operating Models 0:14:34 Impact of New Capabilities on Marketing Department 0:20:19 Shift from Factory Line to Cross-Functional Teams 0:26:01 Growing Trend of Insourcing Capabilities 0:28:49 Rethinking Agency-Client Relationships 0:30:18 Reinventing the Collaboration Model 0:40:25 Global and Local Alignment 0:51:12 Organic vs. Formal Operating Models 0:53:08 Avoiding Pitfalls in Implementation
I denne udgave af "The CRO Podcast" handler det om B2B branding. Brian Andersen interviewer Nils Lindner Koch, som baseret på hans erfaring fra mere end 12 år med branding arbejde for både B2B og B2C virksomheder, deler 5 faldgrupper i B2B branding og hvordan du kan undgå dem. Rigtig god fornøjelse.
I denne udgave af "The CRO Podcast" deler vores værter, Brian og Mikkel, indsigt om organisering af marketingfunktionen i B2B virksomheder. Emnerne de udforsker omfatter: Identifikation af tidspunkter i organisationens udvikling, hvor det er hensigtsmæssigt at skabe et overblik og vurdere, om ændringer i strukturen kunne fremme effektiviteten. Den interne koordinering mellem lokale og globale marketingsafdelinger. Afvejning af fordele og ulemper ved centraliserede og decentraliserede marketingorganisationer. Værterne dykker ned i disse emner samt de medfølgende spørgsmål for at komme med input og reflektion til hvordan hvordan virksomheder kan optimere deres marketingsorganisation for at opnå de bedste resultater. Lyt med når de udforsker disse vigtige aspekter af moderne virksomhedsledelse indenfor marketingsverdenen.