Kvadrant Consulting

𝗛𝗼𝘄 𝘄𝗲𝗹𝗹 𝗶𝘀 𝘆𝗼𝘂𝗿 𝗲𝗰𝗼𝗺𝗺𝗲𝗿𝗰𝗲 𝗰𝗼𝗺𝗽𝗮𝗻𝘆 𝗼𝗿 𝗱𝗶𝗴𝗶𝘁𝗮𝗹 𝘀𝗮𝗹𝗲𝘀 𝗳𝘂𝗻𝗰𝘁𝗶𝗼𝗻 𝘀𝗲𝘁-𝘂𝗽 𝗳𝗼𝗿 𝘀𝘂𝗰𝗰𝗲𝘀? Lifting your perspective and taking the time to look at the key battlezones (we've gathered an overview in the picture below) for you to succeed within e-commerce is an exercise often neglected. At Kvadrant Consulting, we recommend every ecommerce function or company to sit down at least 𝗮 𝗳𝗲𝘄 𝘁𝗶𝗺𝗲𝘀 𝗮 𝘆𝗲𝗮𝗿 and look critical at how your are performing on each of the battlezones of ecommerce and digital sales. 🗣️"𝘞𝘩𝘺 𝘪𝘴 𝘵𝘩𝘢𝘵?" you may ask. Our short answer: Because one or two of these battle zones are often where you need to refocus or enhance your approach 𝘁𝗼 𝗱𝗿𝗶𝘃𝗲 𝗺𝗲𝗮𝗻𝗶𝗻𝗴𝗳𝘂𝗹 𝗶𝗺𝗽𝗮𝗰𝘁 𝗳𝗼𝗿 𝘆𝗼𝘂𝗿 𝗯𝘂𝘀𝗶𝗻𝗲𝘀𝘀. Having an internally common view on this is more important than ever in the fierce competition 🚀 Dive down into the overview below to get your thoughts started 👏 If you are interested in learning more about digital sales, Carsten Pingel and Martijn Kemmeren have made an entire whitepaper about this subject - find it in the comment section 👇

𝗪𝗵𝗮𝘁'𝘀 𝘁𝗵𝗲 𝗲𝗻𝗱-𝗼𝗳-𝘆𝗲𝗮𝗿-𝗺𝗼𝗼𝗱-𝗮𝘁-𝗞𝘃𝗮𝗱𝗿𝗮𝗻𝘁? In short; busy, proud and curious. Let’s dig in 👇 📆 𝗕𝗨𝗦𝗬 It’s not just Santa and his helpers that have a busy time around the holidays… it’s busier than ever in the office and we’re lucky that we’ve had several new smart colleagues join us in 2024: Jasmin T. Dahl Ingvardsen, Søren Hummelgaard, Julie Andrea Bang Nielsen, Carsten Pingel, Cornelia Bansholt Oxfeldt, Hedda Grubb, Theis Birkmose Jørgensen, Sina Ketelsen, Nikolaj Thrane, Jonathan Bellinger and Jürgen Heyman. Awesome that you’re here! 👏 𝗣𝗥𝗢𝗨𝗗 2024 has been 𝘢 𝘣𝘪𝘨 𝘺𝘦𝘢𝘳 for Kvadrant. Very healthy growth despite the challenges in the industry, lots of great work delivered and plenty of our own research, writing and knowledge sharing — this year with many events in our office. We look back at a year where we took on larger and more challenging work for both enterprises and private equity, successfully going head-to-head with the larger players in our industry. So put into one word; proud. 👀 𝗖𝗨𝗥𝗜𝗢𝗨𝗦 What’s on the horizon for 2025? While we’re all looking forward to some Christmas-induced relaxation, we’re also looking at a 2025 with a new book coming shortly (no spoilers!), more and larger events and even more great people joining… and of course the annual ski-trip ⛷️🚠 There’s no shortage of people with a bleak outlook for the future out there. There’s things enough to be worried about in the world, as ever. But when we look at the companies we work with and our own trajectory, we are absolutely optimistic, curious and looking forward to another great year 🚀

𝗟𝗮𝘀𝘁 𝗞𝘃𝗮𝗱𝗿𝗮𝗻𝘁 𝗔𝗰𝗮𝗱𝗲𝗺𝘆 𝗼𝗳 𝟮𝟬𝟮𝟰 🎓 The topic of today's KC Academy was 𝘚𝘢𝘭𝘦𝘴 & 𝘙𝘦𝘭𝘢𝘵𝘪𝘰𝘯𝘴 - brought to life by Hannibal Herforth, Management Consultant, Mikkel Bach-Andersen, Senior Partner, and Jeppe Andersen, Senior Management Consultant. The topic is relevant, not just because we are passionated about it, but because it is crucial for Kvadrant as a business. Even though we are an office full of growth-focused management consultants, we believe there is always room to learn and grow 🚀 Some of the most important knowledge we gained today was: 💡 Sales in professional services is 𝗰𝗵𝗮𝗹𝗹𝗲𝗻𝗴𝗶𝗻𝗴 because we are both the engineers, the marketeers, and the salespeople. We have to market, sell, 𝘢𝘯𝘥 deliver. 💡 Amongst other things we have learned about 𝘁𝗵𝗲 𝗰𝗼𝗻𝗰𝗲𝗻𝘁𝗿𝗶𝗰 𝗰𝗶𝗿𝗰𝗹𝗲𝘀 𝗼𝗳 𝗿𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀𝗵𝗶𝗽𝘀, which concerns the importance of maintaining & developing our network. 💡How extremely important 𝘁𝗵𝗲 𝗿𝗶𝗴𝗵𝘁 𝘁𝘆𝗽𝗲 𝗼𝗳 𝗮𝗰𝘁𝗶𝘃𝗶𝘁𝗶𝗲𝘀 𝘄𝗶𝘁𝗵 𝘁𝗵𝗲 𝗿𝗶𝗴𝗵𝘁 𝗳𝗿𝗲𝗾𝘂𝗲𝗻𝗰𝘆 is to succeed with sales. 💡How we can further work with existing customers 𝘁𝗼 𝗱𝗿𝗶𝘃𝗲 𝗲𝘃𝗲𝗻 𝗺𝗼𝗿𝗲 𝗱𝗲𝘃𝗲𝗹𝗼𝗽𝗺𝗲𝗻𝘁 in their commercial organizations. Thanks to Mikkel, Jeppe and Hannibal for arranging the workshop, and thanks to all our amazing team members for a productive and valuable day! 🌟

𝗧𝗵𝗲 𝗱𝗼𝗿𝗺𝗮𝗻𝘁 𝗰𝗼𝗺𝗽𝗲𝘁𝗶𝘁𝗶𝘃𝗲 𝗮𝗱𝘃𝗮𝗻𝘁𝗮𝗴𝗲 𝘆𝗼𝘂𝗿 𝗰𝗼𝗺𝗽𝗲𝘁𝗶𝘁𝗶𝗼𝗻 𝗰𝗮𝗻’𝘁 𝗰𝗼𝗽𝘆 🚫 Managing a business is challenging; achieving sustainable growth is even more demanding. As your company grows, it evolves from one maturity stage to the next. During the startup phase, the primary focus - quite understandably - is on achieving product-market fit for your offering. It is a high-risk endeavor: anything short of a relevant product can result in failure. But as your business survives and matures, your focus shifts. It becomes less about the product and more about 𝘩𝘰𝘸 𝘺𝘰𝘶 𝘵𝘢𝘬𝘦 𝘵𝘩𝘢𝘵 𝘱𝘳𝘰𝘥𝘶𝘤𝘵 𝘵𝘰 𝘮𝘢𝘳𝘬𝘦𝘵 (𝘎𝘛𝘔)¹. In other words, you start optimizing your commercial engine consisting of marketing, sales, customer success, and similar disciplines alike. Recognizing and preparing for this phase shift is critical. Start too late and you’re out. But it also presents 𝗮 𝗺𝗮𝘀𝘀𝗶𝘃𝗲 𝗼𝗽𝗽𝗼𝗿𝘁𝘂𝗻𝗶𝘁𝘆. In many industries, companies offer incredibly similar products and services—often made with the same tools, or in the case of hardware, even at the same production sites or OEMs in Shenzhen. It’s the same story in software markets, where innovations are quickly replicated and features easily copied. Globalisation and digitalisation have made it easier for competitors to catch up and harder to maintain a product-driven competitive edge. So, what is the opportunity at hand? The short answer: 𝗬𝗼𝘂𝗿 𝗰𝗼𝗺𝗺𝗲𝗿𝗰𝗶𝗮𝗹 𝗲𝗻𝗴𝗶𝗻𝗲 🚀 The commercial engine—the combination of people, processes, and technology across sales, marketing and customer success teams—is complex and hard to replicate. Unlike a product, you can’t buy a well-oiled commercial engine off the shelf, nor can it be reverse-engineered from code or design. It’s a sophisticated system of interconnected parts. Some visible, many hidden. So, when a lasting competitive advantage to sustain your growth can no longer be found in your product alone... it’s time to turn to - and invest in your commercial engine. --- Need assistance on this topic? Feel free to reach out to Martijn Kemmeren, Carsten Pingel, Charlotte Ramsby, Mikkel Bach-Andersen or Nils Lindner Koch 🤝 --- Source: ¹ Model in visual adapted from Jacco van der Kooij (2023), Revenue Architecture

𝗡𝗘𝗪𝗦𝗟𝗘𝗧𝗧𝗘𝗥: 𝗪𝗛𝗜𝗧𝗘𝗣𝗔𝗣𝗘𝗥 𝗢𝗡 𝗛𝗢𝗪 𝗧𝗢 𝗚𝗥𝗢𝗪 𝗪𝗜𝗧𝗛 𝗗𝗜𝗚𝗜𝗧𝗔𝗟 𝗦𝗔𝗟𝗘𝗦 📬 In today's newsletter, we are pleased to announce our new whitepaper; 𝘎𝘳𝘰𝘸 𝘸𝘪𝘵𝘩 𝘋𝘪𝘨𝘪𝘵𝘢𝘭 𝘚𝘢𝘭𝘦𝘴 - written by Carsten Pingel, Partner, and Martijn Kemmeren, Senior Manager. Do you like our newsletters? Sign up on our website and get them delivered directly to your inbox 📨 Link in the comments below 👇

Job opening: Business Analyst (student worker) (JOB POSTING IN THE COMMENT FIELD) Some of our super-skilled BAs are transitioning into full-time roles at Kvadrant Consulting. That leaves a few seats open for commercially savvy, ambitious, and kind people at the end of their bachelor's or beginning of their master's studies who are looking for the next thing in their personal and professional development. At Kvadrant Consulting hiring students is not about getting access to cheap labor, but rather about finding and training the next candidates for full-time positions (We almost exclusively hire graduates from our ranks) What will you be doing then? You will be working on actual clients’ projects with your colleagues. Some of the stuff that we are working on right now: 👉 Commercial due diligence of an acquisition target for a mid-market fund 👉Growth strategies and operating platforms within manufacturing, financial services, construction software 👉 Designing and building Revops functions 👉Designing and driving multiple Account Based Marketing & sales programs within energy, enterprise software, biotech 👉 GTM planning and sales training related to a big launch for a MedTech company 👉 Commex acceleration program for a software company focused on deal support, lead generation, and data-driven acquisition program. … And much more But there is more to it than cool projects. As a BA at Kvadrant Consulting, you will also: ✔Be working from a cool office with kind people in downtown KBH ✔ Lots of social activities, off-sites, and our academy that is in place to help all of us build & maintain our consulting toolbox ✔ Have direct access to partners and client exposure from the get-go – nothing accelerates learning more than being accountable to people and impact Working as a BA at Kvadrant is no easy feat – we have high demands, but you can be sure that your colleagues and leaders are there to assist you. But it would be best if you had the inner drive, entrepreneurial spirit, and autonomy to thrive & succeed. Non-negotiable requirements to be in consideration for the role: ·  Studying a commercial, economic, or financial topic with a numeric emphasis ·  Top 10-20 % of class ·  Danish work permit and can work from the CPH office And if you want to know more about the life behind the walls feel free to reach out to some of the current or former Business Analysts! We are having interviews on an ongoing basis and will fill the slots once we find the right candidates (hurry up and apply!). (JOB POSTING IN THE COMMENT FIELD)

𝗢𝘂𝗿 𝗹𝗮𝘀𝘁 𝗖𝗼𝗺𝗺𝗲𝗿𝗰𝗶𝗮𝗹 𝗟𝗲𝗮𝗱𝗲𝗿𝘀𝗵𝗶𝗽 𝗟𝗼𝘂𝗻𝗴𝗲 𝗼𝗳 𝟮𝟬𝟮𝟰: 𝗜𝗻𝘀𝗶𝗴𝗵𝘁𝘀: 𝗦𝗮𝗹𝗲𝘀 & 𝗠𝗮𝗿𝗸𝗲𝘁𝗶𝗻𝗴 𝗥𝗼𝗰𝗸𝗲𝘁 𝗙𝘂𝗲𝗹 🚀 This morning, we held this year's last Commercial Leadership Lounge. We had the pleasure of hearing two inspiring presentations on how leveraging insights drives success in sales and customer engagement. 🔹 𝗦𝗲𝗻𝗶𝗼𝗿 𝗠𝗮𝗻𝗮𝗴𝗲𝗿, Liza Dava, 𝗳𝗿𝗼𝗺 𝗞𝘃𝗮𝗱𝗿𝗮𝗻𝘁 𝗖𝗼𝗻𝘀𝘂𝗹𝘁𝗶𝗻𝗴 shared why sales reps who lead with insights are 𝘁𝘄𝗶𝗰𝗲 𝗮𝘀 𝗹𝗶𝗸𝗲𝗹𝘆 𝘁𝗼 𝗯𝗲 𝘁𝗼𝗽 𝗽𝗲𝗿𝗳𝗼𝗿𝗺𝗲𝗿𝘀. She highlighted: ➡️The critical role of insights like industry trends, market knowledge, and customer behavior in guiding the buyer journey— especially in 𝘁𝗲𝗰𝗵𝗻𝗶𝗰𝗮𝗹 𝗼𝗿 𝗵𝗶𝗴𝗵-𝗰𝗼𝗺𝗽𝗹𝗲𝘅𝗶𝘁𝘆 𝗯𝘂𝘆𝗶𝗻𝗴 𝗲𝗻𝘃𝗶𝗿𝗼𝗻𝗺𝗲𝗻𝘁𝘀. ➡️ How teaching customers through insights builds trust and positions sellers as valuable advisors. ➡️ What makes a commercial insight great (𝗵𝗶𝗻𝘁: 𝘁𝗵𝗲𝘆 𝗰𝗵𝗮𝗹𝗹𝗲𝗻𝗴𝗲 𝗮𝘀𝘀𝘂𝗺𝗽𝘁𝗶𝗼𝗻𝘀, 𝗮𝗿𝗲 𝗯𝗮𝗰𝗸𝗲𝗱 𝗯𝘆 𝗱𝗮𝘁𝗮, 𝗵𝗶𝗴𝗵𝗹𝗶𝗴𝗵𝘁 𝗮 𝘂𝗻𝗶𝗾𝘂𝗲 𝗽𝗲𝗿𝘀𝗽𝗲𝗰𝘁𝗶𝘃𝗲, 𝗮𝗻𝗱 𝗮𝗹𝗶𝗴𝗻 𝘄𝗶𝘁𝗵 𝘀𝘁𝗿𝗮𝘁𝗲𝗴𝗶𝗰 𝗼𝗯𝗷𝗲𝗰𝘁𝗶𝘃𝗲𝘀). ➡️ Examples of 𝗶𝗺𝗽𝗮𝗰𝘁𝗳𝘂𝗹 𝗶𝗻𝘀𝗶𝗴𝗵𝘁𝘀 that resonate with decision-makers and drive deals forward. 🔹 David Affertsholt-Allen 𝗳𝗿𝗼𝗺 𝗖𝗼𝗹𝗼𝗽𝗹𝗮𝘀𝘁 shared their journey of launching a new 𝗽𝗿𝗼𝗱𝘂𝗰𝘁 and how to enable a portfolio selling approach to ensure the most optimal patient outcomes.. He demonstrated how 𝗰𝗼𝗺𝗺𝗲𝗿𝗰𝗶𝗮𝗹 𝗶𝗻𝘀𝗶𝗴𝗵𝘁𝘀 played a pivotal role in their recent sales enablement efforts, emphasizing: ִ➡️ How to present and sell 𝘁𝘄𝗼 𝗱𝗶𝘀𝘁𝗶𝗻𝗰𝘁 𝘆𝗲𝘁 𝗰𝗼𝗺𝗽𝗹𝗲𝗺𝗲𝗻𝘁𝗮𝗿𝘆 𝗽𝗿𝗼𝗱𝘂𝗰𝘁𝘀 effectively, empowering the entire chain—from sales reps to HCPs and ultimately patients—with the right tools and understanding. ➡️ The importance of focusing on 𝗰𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝗰𝗵𝗮𝗹𝗹𝗲𝗻𝗴𝗲𝘀 𝘄𝗶𝘁𝗵 𝗶𝗻𝘀𝗶𝗴𝗵𝘁𝘀. While clinical and user research were plentiful, David stressed the need to dig deeper into understanding HCP behavior and challenges. This could better equip their reps to teach customers about their own problems and position Coloplast as the solution. ➡️ Why insights-led dialogue based on 𝗮 𝗽𝗼𝗿𝘁𝗳𝗼𝗹𝗶𝗼 𝗼𝗳 𝗰𝗼𝗺𝗽𝗹𝗲𝗺𝗲𝗻𝘁𝗮𝗿𝘆 𝗽𝗿𝗼𝗱𝘂𝗰𝘁𝘀 demands a new approach—different from simply pitching the same product repeatedly. A huge thank you to everyone who participated 🙏 We look forward to hosting more Commercial Leadership Lounges in 2025 💫

𝗡𝗘𝗪 𝗧𝗘𝗔𝗠 𝗠𝗘𝗠𝗕𝗘𝗥 👋 Christmas is just around the corner, and as Kvadrant keeps growing, we've received an early christmas present: Welcoming Jonathan Bellinger to our team🎁 He will be joining us as a Director in our Go To Market practice. Coming most recently from a Partner position in a leading strategic marketing agency, Jonathan brings deep expertise within industrial, engineering and logistics companies. He has led projects on marketing transformation, critical product launches, digital marketing capability, and brand performance management 📈 Jonathan: We're so happy to have you, we can't wait to unwrap your talents and see you shine on all your new projects 🌟

TOMORROW'S WEBINAR: Grow with Digital Sales 🚀 Tomorrow at 10:00 AM, Carsten Pingel, Partner at Kvadrant, will present a webinar on how to effectively execute on your digital sales opportunities and set your company up for sustainable growth. Join in and get the insights and tools you need to drive success in your digital sales efforts. If you haven't already, make sure you sign up do today - simply follow this link: https://lnkd.in/dj4q_N6B

𝗡𝗘𝗪𝗦𝗟𝗘𝗧𝗧𝗘𝗥: 𝗢𝗨𝗥 𝗟𝗔𝗧𝗘𝗦𝗧 𝗣𝗢𝗗𝗖𝗔𝗦𝗧 𝗘𝗣𝗜𝗦𝗢𝗗𝗘𝗦 📬 In this newsletter, we have gathered our five latest podcast episodes -including the brand new episode with Carsten Pingel, Partner at Kvadrant Consulting, that just went live 𝘵𝘰𝘥𝘢𝘺 🎙️ In these episodes, we have welcomed a variety of guests to our Palægade studio, including: 🌟 Toke Lund - CEO, Partner & Founder at Enterspeed 🌟 Camilla Frosig - Head of Banking Services, Commercial at Lunar 🌟 Alexander Broe - Head of Sales & Business Development at Novonesis 🌟 Daniel Mann - Global Sr. Manager Sales Operating Model & Deployment at VELUX