A trusted partner in the customer’s future safety
Avarn Security delivers comprehensive security solutions to both corporate clients and public sector organizations. Avarn Security had identified the need to define a sales strategy that supports its business growth objectives and enables the delivery of integrated solutions across different business areas. To support this, Miltton designed and executed a sales strategy process together with Avarn Security’s leadership.
The work began with leadership team interviews and self-assessment of the current state of sales. Following this, the sales strategy was developed through a series of leadership workshops. The chosen strategic direction was validated through an analysis of the customer base. As a result, a sales model aligned with the overall growth strategy was created, along with a recommendation for an organizational structure to support its implementation.
Position as the customer’s partner in future safety required a shift from selling individual security services to becoming a comprehensive partner in business security. Backcasting methods supported the visioning of the desired future state.
An analysis of the customer base validated the hidden potential in comprehensive customer relationships, and the value proposition was defined using concrete customer cases.
Alternative models for organizing sales were compared using design principles derived from the growth strategy.
We needed a strong partner to support our growth. Our goal was to achieve a commercially coordinated approach across organizational boundaries. Together with Miltton, we accomplished a great deal in a short time, and based on those results, we made concrete changes to our structure, roles, and responsibilities.
Niclas Sacklén
CEO, Avarn Security
Contact us
Mika Rytkönen
Senior advisor, strategy Miltton Finland +358 405 848 372 mika.rytkonen@miltton.com
