Allasso plc
Size: £123m
IT security software / hardware distribution and managed services
The project
Allasso plc was a leading, pan-European distributor specialising in IT network security.
It operated in nine countries, including Benelux, France, Germany, Italy, Portugal, Spain and the UK.
Allasso provided security solutions, network security training, marketing assistance, account management and technical support to more than 3,000 resellers, system integrators and consultants across Europe. It was part of InTechnology plc, a data storage, data management and data security solutions specialist representing the world’s leading hardware and software vendors.
The challenge
Allasso was not profitable, and its revenue was slowing down. It appeared that its country managers and sales & marketing teams operated independently. There was much more work to be done in building relationships between individual country teams, and insufficient support was being given to its value-added resellers (VARs) and vendor partners. There was also a mutual lack of engagement and trust between Allasso staff and their UK owners.
David combined clear thinking and very structured business analysis methods. He integrated corporate guidelines and local needs into successful business planning and execution. With his sense of urgency and his sense of humour, he was highly respected in and outside the organisation
Christian Groeger
Director Partner Governance, Unify
(formerly Allasso German Country Manager)
The solution
Our brief was to improve business performance and manage the European channel sales and marketing teams. We were also tasked with preparing and assisting in the sale of the business, with a primary objective of recovering losses and returning to profit.
To achieve these aims, we implemented a Europe-wide strategic recovery plan, working with directors, country managers and vendors.
We devised and deployed standardised localised sales processes, systems and methodologies and built an unparalleled level of inter-country teamwork with solid vendor support. We also improved the CRM systems for license renewals and cross-country KPI measurement and introduced daily, weekly and monthly multi-country briefings combined with in-country and online video coaching.
Finally, we developed sales pipeline, knowledge and skills performance improvement programmes with sales, marketing and product management teams in nine countries.
The impact
Within 18 months, substantial growth and profitability had been achieved, with annual revenue growth from £68 to £123m. A key success factor was the unparalleled level of close teamwork. Our quarterly management sessions were highly anticipated among the team as ‘competitions’ between the country managers to see who could outdo the other for entertainment value and location. The net result enabled the successful sale of the business to the similar but larger German Magirus Distribution Group. We remained with the company to see through the acquisition process.