About the Client: Inteum

Inteum, formerly known as GFI Informatique, is a prominent IT firm specializing in software products and solutions. Inteum a has its technological center in France and Belgium, leading the IT industry with its revenue exceeding $2 billion and a workforce of over 15,000 employees. Inteum features a robust portfolio of software products and solutions that cater to a diverse range of industries and clients.

Challenges: Expanding Beyond European Borders

Inteum recognized the vast unused potential beyond Europe. The company aspired to introduce its software product range to new markets, particularly India and the broader Asia-Pacific region. Entering new and unfamiliar markets demanded careful planning and adaptation of Inteum’s existing sales and marketing approaches. Proving brand recognition and credibility in these new territories, where they would face competition from established local and international players, required a focused and sustained effort. Building an effective sales and distribution network in India and APAC to reach and engage potential clients across diverse industries and geographies was another critical challenge. Finally, Inteum’s emphasis on long-term contracts and lasting client relationships needed a strategic approach that extended beyond short-term sales targets.

Solution: NovaVente’s Strategic Sales Enablement

NovaVente’s solution was a comprehensive and tailored approach designed to facilitate Inteum’s global expansion:

• Strategic Sales Team Establishment: NovaVente set up a dedicated sales teams in India and Singapore, two key markets in the APAC region. These teams were carefully selected and trained to have the skills and knowledge necessary to effectively stand up for Inteum’s software product range and engage with potential clients.
• Front-End Product Selling Focus: NovaVente’s sales teams concentrated on front-end product selling, ensuring that Inteum’s software solutions were presented and positioned effectively to resonate with the needs and preferences of the local markets.
• Market-Specific Approach: NovaVente’s deep understanding of the Indian and APAC markets enabled them to change their sales strategies and messaging to the specific needs of each region, maximizing their impact and effectiveness.

Results: Successful Global Expansion

The collaboration between Inteum and NovaVente has yielded impressive results, marking a significant milestone in the company’s global expansion journey:

• Successful India Market Entry: NovaVente successfully facilitated Inteum’s entry into the Indian market, securing deals in the insurance segment and setting up long-term contracts with key clients.
• Robust Lead Generation: Over a 12-month period, NovaVente generated over 200 leads, demonstrating the effectiveness of their sales outreach strategies and providing Inteum with a strong pipeline of potential business opportunities.