Troldtekt

• A solution designed for scalability.
• System integration with external providers in the construction industry in Europe.

Troldtekt is a leading Danish manufacturer of acoustic panels, specializing in innovative solutions for superior sound environments. Known for their commitment to sustainability and design excellence, they cater to construction, architecture, and interior design industries worldwide. 

Troldtekt had an ambitious growth strategy focused on increasing project sizes and overall sales, both on the home market and internationally. To support this strategy, Troldtekt partnered with DYNACAP to conduct a Commercial Excellence exercise, identifying key opportunities for optimizing sales processes before moving into actual implementation. The outcome laid the foundation allowing us to define a vision for sales excellence at a global level which was tailored to the construction industry’s project-driven nature.

• Transitioning from traditional to project-based selling.
• Achieving greater transparency across teams and markets.
• Aligning sales users on a standardized, global process.
• Introducing data-driven decision-making and improving reporting.
• Facilitating cross-departmental collaboration with consistent workflows.

Our team implemented the Salesforce Sales Cloud to serve as the foundation for Troldtekt's sales transformation. In Denmark, we mapped and digitized the sales processes, creating a flexible and scalable framework tailored to Troldtekt’s global needs. This involved the design of the Troldtekt model, standardizing workflows, and laying the groundwork for transparent and data-driven sales operations. The scalable setup enabled swift expansion to current and new international markets, while providing tools like opportunity management, pipeline visibility, and white-spot analysis for all markets.

The project delivered measurable results for Troldtekt, including:

• Identification of key commercial opportunities through the Commercial Excellence exercise, providing a roadmap for strategic growth.
• Facilitation and design of the international and commercial model.
• Implementation and roll out of the international and commercial model
• Enhanced transparency across all sales departments and regions.
• A successful transition to project-based selling, increasing focus and efficiency.
• Alignment of sales teams with a unified, global process framework based on the commercial excellence vision.
• Improved reporting and insights, enabling data-driven decisions based on input from top level management.
• Effective white-spot analysis, uncovering untapped opportunities and driving growth.