MULTI-COMPANY RESEARCH AND ROUND-TABLE DISCUSSIONS

Learn from Your Peers and Get Smarter

Get VIP-Access to Best-Practices and Cutting Edge Knowledge

Join Dr. Paul Viio to learn from your peers and research

MULTI-COMPANY RESEARCH AND ROUND-TABLE DISCUSSIONS

Get Priority Access to Cutting-Edge Knowledge and Research to Improve Your Sales

Do you want to know how your peers solve problems you are wrestling with? Do you want to learn best-practices that others follow? Do you want to get access to cutting-edge knowledge (before your competitors learn about them)? Then let me help you, contact me for a non-binding discussion.

Your Challenge and How I can Help

If you want to become the leader in your industry, you need to stay ahead of the competition. Reading industry reports or using traditional business consultants isn't enough. You need to get ahead of the curve!

This is where our exclusive multi-company research programs and round-table discussions become invaluable for you. You can learn about key topics and solutions before your competitors do. Both the multi-company programs and round-table discussions focus on topics related to B2B sales, marketing and pricing. Our programs and round-table discussions are designed to generate cutting-edge knowledge and new insights, which is invaluable for your strategy-making processes and implementation

If you want to get VIP-access to cutting-edge knowledge and best practices, contact me.

Contact Paul!


What are Multi-Company Research Programs and Round-Table Discussions

Multi-company research programs and round-table discussions are exclusive research programs and discussion forums that combine the best elements from academic and business research, without being academic exercises or traditional (and often overly priced) consulting projects. 

Both our multi-company research programs and round-table discussions are high-trust collaborations between you, the other participating companies and us (the research team). Confidential information is often shared between the participants to enable learning from each other (benchmarking) how others have solved similar problems / challenges that you might be facing. As the programs are managed and moderated by us, they do not require much of your time or resources.

There are some key differences between differences between multi-company research programs and round-table discussions. Multi-company research programs are more in-depth, longer in duration and research plays a more significant role in them (i.e. there is a clear research focus). Round-table discussions refer to, as the name reveals, that a company representatives gather around the same table to discuss a topic. Round-table discussions can be once-off events or there can be a series of them. From a research standpoint, round-table discussions are great to shed light on or gather first-hand information of a specific topic.

 

The topic areas that our multi-company programs and round-table discussions help you gain a deeper understanding of include:

  • Personal selling
  • Online selling
  • Sales management
  • Customer relationship management
  • Customer experience management
  • Marketing and sales coordination
  • Sales and customer support
  • Pricing
  • Incentive systems and reward programs
  • Service development
  • Service innovation
  • Service infusion and servitization
  • Market making and market shaping

Each multi-company research program and round-table discussion focuses on a specific question or phenomenon that is being studied, analyzed and eventually solved.


Why Participate in Multi-Company Research Programs and Round-Table Discussions

Both the multi-company development programs and round-table discussions usually generate findings and knowledge that you are unlikely to uncover by yourself or with the help of traditional business consultants. The outcomes and findings provide important input for your strategy making processes and helps you plan ahead.

To become or remain best in-class requires you to stay ahead of your competition. In addition to studying your own markets and customer segments, you can learn from other companies that are successful in their industries and niches. Our multi-company programs and round-table discussions offer you just that. They help you for example in that they:

  • Reveal how other companies have solved problems that you might be facing (benchmarking)
  • Provide you a platform to see your business from outside-in and challenge yourself
  • Give new insights to help you uncover what needs to be improved or changed
  • Enable priority VIP-access to cutting-edge knowledge on new phenomena

By studying your business and those of others through our methods that combine scientific and business research, you get priority VIP-access to cutting-edge knowledge that is likely to become accessible to your competitors much later.


What Type of Questions do the Programs and Discussions Focus on

As we are dealing with cutting-edge knowledge and want to ensure that our members get a head-start on their markets, we normally work in stealth mode. Thus, we cannot reveal the exact questions that we are dealing with in our ongoing or upcoming projects. To give you a feeling for what we are dealing with, however, here is what we can reveal.

Our exclusive multi-company programs and round-table discussions might focus on sales and marketing-related topics and research questions such as:

  • “How to develop a successful sales and sales support organization?”
  • “What is the role of personal selling (in this day and age)?”
  • “How to improve the collaboration between sales, marketing and other functions?”
  • “How to incentivize and reward salespersons and sales supportive staff?”
  • “What do customers expect from their strategic suppliers?”
  • “What are the best practices for developing powerful value propositions?”
  • “How to design, plan and structure effective customer support?”
  • “How to price products and services correctly?”
  • “What is the role of digitalization (including social media) and how this can help improve business?”
  • “Whom to involve in service innovation and how to manage the process?”
  • “How to make (or shape) new markets and outlets for the competences that we already have?”

As said, the above are only examples of some of the questions that we study. If you have a topic that you want us to study together, let us know. We are always open to study new interesting topics or phenomena in the areas of sales, marketing and customer relationship management that you want to gain a deeper understanding of.


Example Multi-Company Research Program or Round-Table Discussion

Examples of topics or phenomena – and how they relate to or affect B2B sales – that we study include social media (SoMe), value-based pricing and service offerings. Here are three sample multi-company research questions / round-table discussion topics:

  • “How should B2B companies incorporate social media in their marketing and sales strategies?”
  • “How is value-based pricing done in practice?”
  • “How are need-based value offerings developed in a service business?”

The questions seem simple, but answering them properly requires in-depth knowledge of the topic areas or phenomena. Thus, they are good examples of what we study through our multi-company programs or round-table discussions. Consultants traditionally try to give you a solution (cookie cutter?) to a problem. We go further – we help you unveil the questions that matter, and we help you find the correct answers to those questions.

If you want to participate in one of our exclusive multi-company programs or round-table discussions, apply now by contacting me. I will then get back to you for the necessary company and other information. Let me and my team of experts help you.

Contact Paul!


Who Should Participate in the Multi-Company Research Programs and Round-Table Discussions

Both the exclusive multi-company research programs and round-table discussions are for you who are keen on learning new things, looking beyond the horizon, developing new knowledge, and figuring out how to apply that knowledge. It's about learning how to do things better, smarter and faster. The multi-company research programs and round-table discussions are for you who want to be a leader in your industry, not for those who are merely doing what others are doing.

If you are prepared to dive deep to get new insights that can help you to propel your business into a new trajectory – but perhaps don’t have the time or resources to do this on your own – then participating in our multi-company research programs and/or round-table discussions will prove valuable for you.


About Me – Your Multi-Company Research Project Director and Round-Table Discussion Host

Managing and leading multi-company research projects successfully requires experience and skill. Having first-hand experience in sales and business development as well as research expertise is crucial. Likewise, hosting round-table discussions with a clear connection to practice and science are better left to those with knowledge and experience in both areas.

Here is a brief description about me.

Areas of expertise and core competence:

  • Professional selling
  • Sales management
  • B2B relationship management
  • Internationalization and new market entry

Sales and business management experience:

In brief, I have over twenty years of international sales and business experience under my belt, and have held various sales positions in different companies internationally. The positions have included: Director of sales for Europe, Middle-East and Asia; Sales director, Regional sales manager; and interim CEO.

I have done green-field sales and have won, grown and managed highly demanding and difficult-to-enter customer accounts in the IT and telecoms industries. I have helped a large number of companies grow and drive their business internationally and manage their sales force and customer base.

Approach to knowledge development:

To be able to help others, I strongly believe in continuously developing one's own knowledge. Regarding my formal education in the area of selling & sales management, I have a PhD degree in sales management.

To learn more about the latest best-practices and to develop new ways of operating, I actively conduct scientific research in the areas of selling and sales management. In my research, which I often do together with experts from other countries, I study how the best sales organizations operate and what makes them great.

Inspiring others to improve their sales performance:

To inspire organizations to focus on the importance of sales, I regularly give keynote speeches and presentations in business events. To help put things into practice, I teach executive MBAs and regular MBAs at top business schools. Additionally, I train business executives and sales staff in companies and organizations globally. In sum, by combining best-practices and scientifically proven models with hands-on experience, I help you and others improve their sales performance.

Communication and languages:

As for communication, I prefer clear, direct and honest communication. It's the best way to keep things on track and avoid unnecessary mistakes.

The languages that I am fluent in are: English, Swedish, Finnish and German.


Fees for Multi-Company Research Programs and Round-Table Discussons

Participating in a multi-company research program or round-table discussion is a cost-effective way to increase your knowledge and get answers on things you need to develop your sales and business in general.

The fee for participating in a multi-company research program or round-table discussion varies between programs or round-table discussions and even between participants. Generally, however, the fees for participating (per company) are as follows:

Multi-company research programs: €5000 to €25000 p.a., plus possible costs and expenses

Round-table discussions: €0 (complimentary) to €950 per round-table discussion and participant.

All prices in Euro and excluding VAT.

The exact fees for participating in a multi-company research program or round-table discussion depends on various factors, such as these:

  • Total budget for the program or event (normally divided between participants)
  • Number of participants (companies and persons)
  • External funding (e.g. funding from the European Union or governmental agencies)
  • Additional company-specific research that participating companies can order (additional fees apply)

Additionally, your fee can vary depending on what stage your company is at or the size of your company (startup, young, established, global). The intention of some programs is to help small companies grow and improve their sales, while other programs may be more focused on generating knowledge that is more relevant for large companies. 

Im sum, the fees vary case-by-case, but they are well founded and fair.

Contact me and let's discuss what you are interested in, possible options and what works best for you.

Contact Paul!


Contact Me for a Free Non-Binding Discussion

Contact me for a free non-binding discussion so we can talk about what you need. This discussion is non-binding and free of charge! 

Use the contact form below! I will get back to you asap so we can discuss your needs more in detail. Note: If you prefer, you can of course also email, chat or call me directly.

Looking forward to hearing from you.

First and last name (required)

E-mail (required)

Subject

Message


FAQs Regarding Multi-Company Research Programs

Frequently asked questions and our answers:

Q: Can we propose research themes or are they already fixed?

A: You are most welcome to propose themes, topics or phenomena that you want us to jointly study. We take all suggestions from you and other applicants into consideration before we decide which themes / topics / phenomena qualify to be studied (the criteria include that it should be novel and relevant for the participating companies and for science). After this we discuss with all the participants to form a mutual understanding of which ones we will focus on and commit to. We are always open to study interesting topics or phenomena in the areas of sales, marketing and customer relationship management that you, the other participants and we want to gain a deeper understanding of.

Q: Who are usually the project owners and how many people can participate from each company?

A: As our multi-company programs focus on topics related to sales, marketing and product/service management, the project owner / sponsor from a participating company is usually the head of sales, marketing or business development, a member of the strategy planning group or the CEO. These persons are often supported by a person who coordinates the project within the company. As for the number of participants per company: There may be one or several persons per company attending our workshops and round-table discussions, depending on the topic that we are dealing with.

Q: Do I have to be in sales or marketing to benefit from the results of the study?

A: Although the research questions that we focus on are generally strategic ones, anyone who works with customers (directly or indirectly) or manages those doing that benefits from our trainings. Based on previous experience, we can guarantee that everyone who participates in our programs get new insights and tools that prove valuable for them.

Q: Is the confidential information that we (or our customers) provide in safe hands?

A: Yes, it is. We take confidentiality very seriously. During the programs we regularly deal with company- and customer-sensitive information. We follow strict guidelines for ethical behavior in research when acquiring data. Moreover, to protect the companies and respondents in any distribution or dissemination of the data that is gathered, we apply our confidentiality policy. Additionally, we protect the participants in the group, for example by reserving the right to terminate (without notice) the membership of anyone breaching the mutual confidentiality clause(s). We are proud to state that we have never had any issue with loss or misuse of confidential information.

Q: Can any company participate in your multi-company programs?

A: No. Participation in our exclusive multi-company programs is by invitation only. You can contact us and apply for participation in one of our upcoming programs. The topics for our upcoming program can be discussed and planned until we have selected the participants for a program.

Q: How often do you arrange multi-company programs?

A: Normally we run two multi-company programs per year: one in Finland / Northern Europe and one in the USA. However, this is not set in stone. We can run more or fewer, depending on the level or interest by you and other companies and also on our availability.

Q: How are the multi-company programs delivered?

A: All multi-company programs are designed, structured, prepared and done in collaboration with the participating companies to ensure that we focus on the topics that are important for these companies. Once the group of participating companies has been selected and the topic(s) to be studied has been fixed, we kick off the program.

Q: Do we have to allocate a lot of time when we participate in your multi-company project?

A: Rest assure, the time that you need to allocate will be kept to a minimum (days per year). Although the multi-company programs involve a lot of research that work is done in the background by the research team. In other words, the participating companies do not need to allocate resources much more than granting the research team access to certain members of the their personnel, customers or material.

Q: How are the results presented?

A: The results are presented in the form of workshops and round-table discussions, which are normally held once per quarter.

Q: How and when are the results of the study / studies revealed and distributed?

A: Each project is divided into stages or phases. The results and findings are distributed during/after each phase of the project. Additionally, a final report that covers all the phases is distributed at the end of the project. All material is generally delivered in digital format for ease of distribution within the organizations.

Q: What is the price for participating in your multi-company programs?

A: The price per company is based on the resources that we use, i.e. it to a large extent depends on the scope of the program and the number of participating companies.

Q: Do the programs qualify for governmental funding (e.g. from Tekes, Vinnova or similar)?

A: This is case-by-case. Sometimes we apply for external funding, sometimes we don’t. There are several reasons to this, including the urgency of the study, the required budget and in case the topic is interesting enough for a wider audience and science.


H e l s i n k i   –   S t o c k h o l m

Contact: +358 (0)45 847 6337, info(a)paulviio.com, P.O. Box 361, 00151 Helsinki, Finland

Copyright © 1998-2017 Paul Viio. All rights reserved.