Software
Software companies about to take the next big leap - generating profitable growth together.
Challenge of the industry
Companies in the software industry have achieved an unprecedented success story in recent years. Nevertheless, we repeatedly see challenges in project work that block sustainable & scalable growth.
One of the main questions is: How can new customers be acquired in previously untapped market segments? Another topic is the utilization of cross-sell and up-sell potentials with existing customers. Here, it is important to find out how these potentials can be optimally exploited in order to increase sales. Optimizing pricing is a decisive factor in maximizing margins and profits. Generating and qualifying sales-relevant leads is another key concern. Companies must develop effective strategies to attract and qualify high-quality leads to drive sales success. Increasing performance in indirect sales channels is also of great importance. Last but not least, companies must be able to supplement their existing product, marketing and sales teams at short notice.
Scope
Markt- und Kundenanalyse:
Datenbasierte Analyse des Wettbewerbs und der Kundenzielgruppe, Ableitung von Best Practices
Positionierung und Wertversprechen:
Definition einer wettbewerbsfähigen Positionierung und Ableitung kundenzentrierter Wertversprechen
Produktdefinition und Erlösmodell:
Entwicklung eines kundenzentrierten Produktportfolios, Definition der Erlöslogik, Bestimmung von Preispunkten
Berechnung eines detaillierten Business-Cases mit Umsatz- und Kostenprognose, Investitionsplanung, Cash-Flow Analyse und Rentabilitätsbetrachtung Betrachtung
Kommerzielle Machbarkeit:
Definition relevanter Marketingkanäle und Ableitung konkreter Marketingmaßnahme
Vermarktung:
Aufbereitung von Pitch-Deck Unterlagen basierend auf Projektergebnissen
Investorengewinnung:
Software pricing & continuous optimization:
Establishment and optimization of market-validated pricing using proprietary tools and methods (including value-price model, conjoint) to maximize margins and revenue.
Campaign setup in the whitespace:
Establishment of scalable lead processes and campaign setups to address up to 95% "non-active seekers" in the whitespace.
Lead Generation & Qualification:
Maximize the number & quality of leads in the funnel stages, through an end-to-end process, lead scoring, nurturing & telesales qualification.
Data-driven Up- & Cross-Sell Potential:
Identification of up- & cross-sell potentials with existing customers, based on own CRM data as well as through enrichment of third-party data, and definition of data-driven Ideal Customer Profiles for new customers.
Channel Sales & Partner Programmatic:
Establishment of a Partner Programmatic & Marketing and introduction of a roadmap to significantly increase sales performance in Channel Sales.
Sales as as Service:
Short-term and flexible addition of know-how and external service providers or own consultants to the teams.
Growth opportunities
- Targeted approach of potential new customers, corresponding qualification of consistent and stringent sales processes, clean handovers between marketing & sales, KPI dashboarding, predictability along the sales funnel.
- As a "second muscle" that can be built up through incentivization (marketing development funds) as well as clear responsibilities for partners and partner expansion.
- Addressing new customers in existing markets, increasing revenue and profit by introducing new products in existing markets or existing products in new markets with underlying innovative pricing to ideally move from transactional customer relationships to strategic partnerships
- Support by sales & marketing professionals to achieve selective and short-term sales performance improvement and to train existing employees to participate hands-on in teams and thereby increase motivation
Our reference projects
Customer references
OneQrew
Dominik Hartmann, CEO OneQrew
"Mücke Roth & Company is our strategy consultancy for sales & marketing. They deliver tried-and-tested concepts and lend a hand during implementation. Top! I can emphatically recommend the collaboration."
OneQrew
Dominik Hartmann, CEO OneQrew
"Mücke Roth & Company is our strategy consultancy for sales & marketing. They deliver tried-and-tested concepts and lend a hand during implementation. Top! I can emphatically recommend the collaboration."
Ionos SE
Elisabeth Kurek, Vice President Cloud Marketing
„Mücke Roth & Company and SToF! are my choice for Mittelstand consulting. They truly understand market dynamics, B2B demand gen and MarTech. For IONOS, they set up and streamlined our end-to-end performance marketing process from early funnel to opportunity hand-over to sales. Their hands-on way of working ensured that our team was involved from strategy formulation right down to execution. Highly recommended.“
Ionos SE
Elisabeth Kurek, Vice President Cloud Marketing
„Mücke Roth & Company and SToF! are my choice for Mittelstand consulting. They truly understand market dynamics, B2B demand gen and MarTech. For IONOS, they set up and streamlined our end-to-end performance marketing process from early funnel to opportunity hand-over to sales. Their hands-on way of working ensured that our team was involved from strategy formulation right down to execution. Highly recommended.“
Salesforce
Markus Meukel, Vice President Alliances & Channels
"Mücke Roth & Company advises us as a strategy consultancy for the partner business. Their expertise ranges from strategy development to the implementation of partner marketing campaigns. With a clear methodology and healthy pragmatism. Highly recommended."
Salesforce
Markus Meukel, Vice President Alliances & Channels
"Mücke Roth & Company advises us as a strategy consultancy for the partner business. Their expertise ranges from strategy development to the implementation of partner marketing campaigns. With a clear methodology and healthy pragmatism. Highly recommended."
Liebherr
Ottmar Wehrle, Managing Director Liebherr-Africa (Pty) Limited
"For industrial companies, the market entry of digital products & services is a completely different ball game. Mücke Roth & Company supported Liebherr Mining to develop a scalable go-to-market for digital products & services. The conceptual expertise with pragmatic implementation support, best practices from other industries and involvement of the team at eye level were the basis for a successful project implementation - this is how customer-oriented consulting works. Thank you for that."
Liebherr
Ottmar Wehrle, Managing Director Liebherr-Africa (Pty) Limited
"For industrial companies, the market entry of digital products & services is a completely different ball game. Mücke Roth & Company supported Liebherr Mining to develop a scalable go-to-market for digital products & services. The conceptual expertise with pragmatic implementation support, best practices from other industries and involvement of the team at eye level were the basis for a successful project implementation - this is how customer-oriented consulting works. Thank you for that."
1&1 Versatel
Thomas Heyder, Chief Sales and Marketing Officer
"From strategic and conceptual consulting to implementation - Mücke Roth & Company supported us holistically in building a new product portfolio from ideation to launch. MRC keeps their promise: They go beyond conceptual design and accompany the implementation in a competent, result-oriented and personally committed way. Many thanks for the great implementation!"
1&1 Versatel
Thomas Heyder, Chief Sales and Marketing Officer
"From strategic and conceptual consulting to implementation - Mücke Roth & Company supported us holistically in building a new product portfolio from ideation to launch. MRC keeps their promise: They go beyond conceptual design and accompany the implementation in a competent, result-oriented and personally committed way. Many thanks for the great implementation!"
Wolters Kluwer
Martina Bruder, CEO Germany
"I am glad that we decided to work with Mücke Roth & Company. They have done a great job. We were able to professionalize ourselves again significantly through the support in B2G sales and thus further develop a market that is difficult to address. With very clear methodology, expertise and sales pragmatism, MRC was able to support us excellently in the targeted expansion of our business success and give the team certainty of success - thank you very much."
Wolters Kluwer
Martina Bruder, CEO Germany
"I am glad that we decided to work with Mücke Roth & Company. They have done a great job. We were able to professionalize ourselves again significantly through the support in B2G sales and thus further develop a market that is difficult to address. With very clear methodology, expertise and sales pragmatism, MRC was able to support us excellently in the targeted expansion of our business success and give the team certainty of success - thank you very much."
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Start-ups aus unserem Portfolio
Wir schaffen Wachstum für unsere Kunden. Gemäß einer einfachen Formel: Strategie + Umsetzung = Wachstum. In unsere Arbeit bringen wir ein tiefgreifendes Verständnis digitaler Technologien, Geschäftsmodelle und neuer Arbeitsweisen ein. Damit eine Wachstumsstrategie nicht nur "auf dem Papier" erfolgreich ist, sondern messbar Erfolg bringt, begleiten wir unsere Kunden in der operativen Umsetzung und übernehmen Ergebnisverantwortung. Innovative Impulse für unsere Arbeit erhalten wir aus unserem Start-up Investment Portfolio.
Excerpt of our customers
Moritz Roth
Managing Director
Moritz focuses his consulting on sales and marketing. He develops marketing strategies to generate scalable growth. Core topics are the optimal interaction of sales channels, development of value propositions, pricing, performance marketing as well as lead generation. Moritz has many years of operational experience as an executive. As Chief Sales Officer, he was responsible for the German business at 1&1. At Google Group, as Vice President, he led the market launch of smartphones in Europe and Asia. At Microsoft Germany, he led the B2B and B2C business as Chief Marketing Officer.
Mail: m.roth@muecke-roth.de
Moritz Roth
Managing Director
Moritz focuses his consulting on sales and marketing. He develops marketing strategies to generate scalable growth. Core topics are the optimal interaction of sales channels, development of value propositions, pricing, performance marketing as well as lead generation. Moritz has many years of operational experience as an executive. As Chief Sales Officer, he was responsible for the German business at 1&1. At Google Group, as Vice President, he led the market launch of smartphones in Europe and Asia. At Microsoft Germany, he led the B2B and B2C business as Chief Marketing Officer.
Mail: m.roth@muecke-roth.de
