Travizory's Client-Centric Sales Transformation

Travizory’s Client-Centric Sales Transformation

Industry/Sector:

Information Technology & Services

Duration:

6 months

Location:

Neuchâtel, Switzerland

Services:

Client-Centric Sales Process

Travizory Border Security SA, a Swiss firm that facilitates seamless, secure digital border-crossing experiences for governments and travelers has appointed HEED with the main purpose of drawing their B2G end-to-end Client-Centric Sales Process. Founded by senior executives from across the air transport industry, biometrics, mobile, border security, and border management industries, Travizory leverages this unique expertise to tackle ever-evolving border threats using cutting-edge technology. It was founded with the purpose of enabling seamless worldwide border crossings, using the traveler's face as the passport, through several modular Saas solutions like facial Travel Authorization System (fTA) and Visitor Management Platform (VMP).

Challenge

Amidst global expansion and evolving border security needs, Travizory faced the challenge of maintaining a consistent, client-focused sales process across diverse locations. The necessity to streamline B2G interactions and adapt to changing government requirements underscored the need for a holistic transformation.

Scope of Work

HEED's strategic approach encompassed an extensive transformation that delivered significant outcomes:

Comprehensive Sales Playbook:

1. 1. Created a cutting-edge sales playbook, serving as a state-of-the-art guide for all Travizory stakeholders.
  2. Integrated contemporary technologies for enhanced usability and effectiveness.

Government Qualification Framework (DPAR):

1. 1. Developed DPAR to assess potential opportunities' success likelihood.
  2. Qualified individual stakeholders for targeted and precise engagement.

Strategic Frameworks for Success:

1. Devised a detailed step-by-step sales process tailored to each commercial employee.
2. Analyzed and decoded the government buying journey, identifying critical touchpoints.
3. Established a framework to locate, qualify, and collaborate with implementation partners.
4. Formulated strategies for optimal government funding approaches.

Impact on Revenue

Travizory's strategic engagement with HEED yielded substantial outcomes:

Elevated Client Experience: The refined B2G sales process enriched client interactions, fostering stronger relationships and a clearer understanding of client needs.
Standardization: Across their global offices, Travizory achieved uniformity in sales processes, leading to consistent client experiences regardless of location.
Operational Efficiency: The new platform and operating system optimized sales workflows, empowering Travizory to scale its sales operations effectively.
Continued Growth: Travizory's collaboration with HEED positioned them for sustained growth in the border security industry, driving their mission to deliver secure, seamless digital border-crossing experiences worldwide.

Word from Client

“We are excited to be working with HEED, a sales management and commercial excellence consulting firm to aid us in mapping our B2G end-to-end Client-Centric Process. This follows a rapid expansion of our team - we now have offices in more than 5 countries - and aligns with our vision to enhance our client experience throughout the decision-making process. I’m certain that by working with HEED we will be able to create a platform and an operating system for our entire sales and marketing personnel to benefit from and thus scale our sales operations over the coming months,” said Ygor Lutz, Chief Revenue Officer - Travizory.