Case: Convins - Xebia

Xebia IT Consulting

Xebia is an IT consulting and software development company that has been advising and supporting digital leaders worldwide since 2001. With offices on every continent, we help companies embrace innovations, adopt the latest technologies and implement the most successful business models. To meet every digital demand, Xebia has teams with vast knowledge and experience in Agile, DevOps, Data & AI, Cloud, Software Development, Security, Quality Assurance, Low Code and Microsoft Solutions. In addition to high-quality consulting and state-of-the-art software, Xebia Academy offers the training modern companies need to work better, smarter and faster.

Challenge:

Since 2021, Convins has partnered with Xebia to assist in generating new business through qualified engagements with AWS users. This project is specifically aimed at approaching decision makers at organizations looking for a partner to assist them on Amazon Web Services (AWS) within the next 12 months. At Convins, we constantly monitor market trends and use outbound marketing to identify suitable stakeholders within organizations that meet the predetermined criteria for this project. On a daily basis, we conduct interviews with various stakeholders, each with their own specific challenges related to AWS.

Below, we talk with Marketing & Sales Specialist Thomas Wijntjes:

What was your rationale for collaborating with Convins?

"I didn't initiate that myself, but speaking on behalf of my colleagues, it's mainly that we needed help with getting to the table with new parties and winning new contracts with customers. So we would like to expand in customer offerings and get to the table with parties that are very directly interested in moving to AWS or want to make an optimization move on their existing environment."

How do you experience the extent to which you are relieved in this area and how useful are the leads you receive?

"We find that after sharing a wish list, we get to the table with companies incredibly quickly. Your team knows how to find the right people in a very targeted way. They are almost always people who are responsible for or closely involved in the cloud strategy. This is also one of the reasons why we have been successful. The right segments are explored and we are almost always very satisfied with them. Should that not be the case, there is also always room for dialogue".

How do you experience the communication with Convins and to what extent are you relieved by our back office?

"We are very satisfied with the back office. They are always easily accessible, both by email and by phone. If I have questions about the status of a project or appointment, it is always handled very quickly and well. We don't have to worry about rescheduling appointments either. The way they communicate is always clear and neat. It is nice that you work as an extension of our organization and that the back office handles the correspondence with the prospects on behalf of Xebia".

How do you experience working with a no cure-no pay concept?

"That actually always works very well. Basically, the appointments almost always meet the criteria we set in advance. We had a kick-off beforehand in which we clearly discussed expectations. The moment we conclude after running an appointment that an appointment does not meet the criteria, the appointment can be submitted as a qualification in the Convins portal. Then, upon approval of that qualification, the lead is not included in the invoice. We experience working with a no cure-no pay concept as very nice".

If we look at the last success you were able to achieve through a lead from Convins. How exactly did this come about?

"We worked with Convins to determine what type of service we wanted to market, and we outlined some customer profiles to match. You managed to make initial contact with some great companies there. We did an introduction there. From there the ball actually started rolling pretty quickly. We were able to prove within a short period of time that we could really make a difference and with that the first contract actually fell. After we successfully completed the first project, we were asked for all kinds of other projects as well. So that lead really created recurring business. In the process, several contracts also closed from the campaign with Convins."

How do you experience the documents we send before you visit a new business appointment and to what extent does this ensure that you are well prepared for the table?

"Very good, usually it really paints a full picture of the conversation you had with the prospect. We always get a good introduction of the person: who they are, what they are struggling with and therefore know very well what to expect. The problem statement is almost always clear enough to be well prepared to go to the table."

There is a clear success story in the collaboration between Convins and Xebia. Xebia, a leading IT consulting and software development company, has opened the door to new customers through Convins and realized recurring business thanks to qualified leads.

The rationale for this partnership was to seek to expand new customers and engage with organizations interested in AWS or optimizing their existing cloud environment. Xebia found that Convins was able to quickly and purposefully find the right interlocutors and set appointments with organizations where that topic was on the roadmap within 12 months, leading to significant successes.

The latest success story, stemming from a lead from Convins, was made possible by a joint determination of the type of service to be marketed and the associated customer profiles. Convins made initial contact with potential customers, which resulted in a fruitful launch and has provided recurring revenue.

The documents provided by Convins prior to new business appointments are considered very valuable. They provide a full picture of conversations with prospects, including information about the interlocutors and their challenges, allowing Xebia to appear at the table well prepared.

This case study illustrates not only the effective collaboration between Convins and Xebia, but also the ability to generate new business opportunities and achieve recurring business in a highly competitive market. Convins continues to be a trusted partner for Xebia in achieving growth and success.