Primarily focused on telecommunications, Luxfield Technology Solutions helps organisations facilitate change and achieve their vision while optimising performance and productivity. Working with organisations both large and small, the company has built deep expertise from more than 30 years in business.
Looking to grow and scale its IT business, the company began its Investible Partner™ journey. We sat down with Jon-Erik Orr from Luxfield to talk about the journey so far, the company’s growth, and the impact it has had on its relationship with Microsoft.
Our biggest challenge was selling our products and solutions to our target customer.
We were finding it hard to build the right approach that would give us the best chance of success in our conversations. Coming from a sales background myself, I think there is nothing more difficult than taking a cold-calling approach, so we needed a process that would help us be bold and confident in those calls.
We also needed help with putting together a go-to-market offer that we could actually sell!
For Luxfield, it started with building a clearer sales process, a stronger go-to-market offer, and more confidence in real customer conversations.
When I first looked into the program and saw that it would be a 10-week commitment, I thought that it would be more than I could handle with my existing workload.
But once we got started, I quickly realised that you could move through at your own pace, and the time commitment per week easily fit into my schedule. It ended up being just a couple of hours per week to accommodate everything I needed to do, which I felt was very reasonable.
Well, as I mentioned, I first thought it was going to be a lot of work. We didn’t have a proper solution in place that we could use in the program, so I thought we would need to spend a lot of time refining that before using it as our GTM offer within the program.
But once we got started and were working through the program, it got easier when the modules were broken down. It all came together when we started to focus on things like industry verticals and targeting only one or two customers in that vertical rather than everyone.
The way we moved through the units made it very simple for us to take what we had learned and pinpoint where we needed to focus our solution, and who we were chasing after.
Luxfield’s experience shows that narrowing the focus to one or two customers in a vertical can make the offer clearer and easier to sell.
I was surprised when we pivoted into different industries, outside of what we were expecting.
When we were developing the go-to-market offer for healthcare, we realised that the solution was relevant in other industries, too. When customers outside of healthcare came to us with the same pain points, we realised that our solution could be diversified – opening up a lot more opportunity for us.
Luxfield found that the same solution could work outside healthcare when other industries shared the same pain points.
In relation to the struggles we had with selling solutions and products to customers previously, the program has helped us to grow those skills and handle objections in a way we weren’t able to before.
It has also shown us the best way to get our sales offers out to clients in the most effective way. So that has been our biggest result.
The program has also helped us take the relevant Microsoft products and solutions and get them into go-to-market offers that we can actually use directly in market or through our distributors, too.
During the sales process we are also less inclined to ask particular presales questions to Microsoft directly or our distributor, because we now know how to handle those better – which is a big win in the efficiency of our sales process.
For Luxfield, better offer clarity and stronger sales confidence improved objection handling and reduced dependence on presales support.
I just wanted to finally say thank you to Des and team for putting together such an amazing program.
I have learned so much and the team has been extremely helpful during the program and especially in the momentum sessions, to make sure we were all on track and getting the most from the program as possible.
So, to any Microsoft Partner who is looking to grow and scale their business, I encourage you to reach out to Partner Elevate so you can learn more about what your path to Investible Partner looks like.