All Case Studies

Case Study: Transformation of Sales Strategy for B2B Software Products

 

Project Goal

The goal of the project was to support the client in boosting sales of their software products through strategic portfolio analysis, identification of key challenges, and development of a clear direction for the next 12 months. The work included a full transformation of the product-sales approach and close collaboration with the executive board and management team.

Project Scope

1. Product Portfolio Analysis

• A comprehensive review and evaluation of the current software product portfolio was conducted:

  • Analysis of sales performance (volumes, profitability, purchasing cycles),

  • Market position and competitor analysis,

  • Evaluation of product-market fit,

  • Identification of bottlenecks in the sales process and value communication.

2. Strategic Recommendations

• A set of clear product and sales recommendations was presented to the executive team:

  • Decisions regarding the development or phase-out of specific products,

  • Identification of strategic directions for sales and marketing activities,

  • Repositioning selected solutions within the competitive landscape.

3. 2025 Development Strategy

• Together with the executive team and department heads, a product and sales strategy for 2025 was developed, covering:

  • Business and sales objectives,

  • Recommended offer structure (SaaS/on-premise),

  • Growth paths for product, marketing, and sales teams,

  • Action plan to scale outbound/inbound activities.

Collaboration Style – Transformation as a Process

The project didn’t end with recommendations – since the implementation of the new strategy, the QAbird team has continued to actively support the client in:

• Prioritizing development initiatives,

• Facilitating strategic meetings (board, product, and sales departments),

• Monitoring implementation progress, revising KPIs, and adapting direction as needed.

Thanks to this model, the project evolved into a continuous transformation process, aimed not only at increasing sales but also at building long-term organizational maturity in product and strategic areas.

Business Value Delivered

• A clear, data-driven strategy for 2025 based on portfolio analysis

• Decision-making driven by market value and sales potential, not gut feeling

• Increased engagement of key client-side leaders

• A strong foundation for revenue growth and improved cross-functional team performance

Project in Numbers (after the first quarter):

• Increase in the number of sales opportunities

• Shortened average sales cycle

• Streamlined and simplified product offering