GROWTH REALITY CHECK FOR 2027
A 30-day review for South African subsidiaries of international companies. We analyse your sales data, test the target industries in your plan against market research, identify what was overlooked, and give your sales team a customer hit list in time for the January sales kick-off.
THE GAP WE CLOSE
Target industries are set by head office or taken from existing customers, and are rarely tested against the local market.
Group key accounts, OEMs and neighbouring industries that need the same products are easily missed.
Lean local teams receive a target industry, but no named decision-makers to visit.
Channel partners in African countries, for example in Kenya, make few or no sales.
HOW WE WORK: FROM SALES DATA TO EXCEEDING YOUR GROWTH TARGETS
01
Analyse
Your sales data by industry, customer and product.
02
Validate
Your target industries, tested against market research.
03
Discover
Missed industries, group key accounts and OEMs.
04
Confirm
You decide which opportunities your team will pursue.
05
Source leads
Named decision-makers from B2B data platforms.
06
Activate
Outreach, an industry campaign and a sales kit for your sales representatives.
THE ECOSYSTEM AROUND EVERY TARGET MARKET
Your target market is the core. Its ecosystem is where the potential grows.
Every B2B market is surrounded by companies that specify, buy, integrate, resell and support your products. Each of them is a route to the same customers and projects. We map this ecosystem for every market you pursue, so your sales team has more ways to reach the same opportunity.
EXAMPLE: FROM ONE TARGET INDUSTRY TO THREE
One priority industry had been earmarked, based on the existing customer base.
What the analysis added
In-depth research into the country’s project pipeline identified two further target industries, each with live projects and its own ecosystem.
What sales received
For each industry, an ecosystem map, named decision-makers, a personalised outreach campaign and industry marketing.
YOUR WHOLE TEAM IS INVOLVED
Management sets priorities and reviews the pipeline.
Sales representatives receive names, a briefing and a sales kit.
Marketing runs the campaign with the same message as sales.
Technical and service staff support first visits.
Includes a plan to kick-start growth through your channel partners in Africa.
HOW TO START
Growth Reality Check for 2027
Share your data before the December break; receive your plan and customer hit list in January.
Activation, from six months
Outreach, an industry campaign and a sales kit for your team. Fees for both are based on your annual turnover.
GROWING LOCAL ORGANISATIONS FOR INTERNATIONAL GROUPS
Ute Remdisch has helped international B2B brands grow in EMEA and the Americas, and specialises in growth strategies for Africa, including South Africa. She led SEW-EURODRIVE and Rittal in South Africa as Managing Director, and has advised other global groups in pneumatics, measurement technology, power equipment, hydraulics and automation, delivering double-digit growth year after year. She knows the local environment and how head offices work, and works closely with middle and top management to turn plans into consistent results.