The context
A sovereign edge datacenter operator.
Around 90 people, a young sales team, complex multi-stakeholder selling with RFPs. An organisation growing fast that was getting bought on price for lack of a system.
Sector
Sovereign edge datacenters
Size
Around 90 people
Selling
Complex, multi-stakeholder, RFPs
Team
Sales, young
The problem
Three pains, one single cause.
Drift toward price
For lack of tooling around value, the conversation systematically slid toward price.
Dependence on individuals
Key knowledge lived in a few heads, never formalised.
Permanent reinvention
Every complex deal, every RFP started from a blank page.
What we installed
Register by register.
Five registers, showable artefacts, not a promise.
01The narrative
Corporate rebuildPitch
02The weapons
Sourced battlecardsRFP answer
03The tools
Discovery configuratorCompetitive mapKnowledge base
04The method
MEDDICSales stagesForecastPresence in business reviews
05The rituals
Win/lossCapitalisation loop
The result
The transformation, and the client asked for more.
A shared narrative, sourced battlecards, a configurator that shifts the rep into advisor mode, a qualification method taking hold. The sign that it works: the client expanded the engagement.