Growth Stories from the Field
I've been part of more than a hundred international B2B projects over the past 27 years.
One thing has connected almost every project: the clients have been SMEs that needed to grow against much larger competitors.
On these pages I share the most important growth strategies I've learned in practice. Not trade secrets. Not theory. Just operating models you can apply in your own company.
Why these growth stories are different
These are not ordinary case studies.
Not client interviews
Every story is written from my own perspective — not in the client's voice.
Not marketing cases
I don't tell you what we sold. I tell you which business principle actually drove the growth.
Tested in practice
Each story teaches one concrete business principle you can apply in your own company.
Growth stories
Sales outsourcing in practice — how a partner network can build international sales with almost no fixed sales costs
Most people assume sales outsourcing means an external sales team. In this project we did it differently. We built international sales on a partner network — people who already had the customers’ trust. A model that could grow the network by roughly 1,200 new partners a year, without an in-house international sales organisation.
Sales outsourcing isn’t always an external sales team. It can be an expert network that already has the customer’s trust.
How a premium wooden-house maker beat larger competitors without a bigger marketing budget
Most companies try to beat their competitors by doing more. More advertising. More content. More salespeople. In my experience, an SME rarely wins that way. If a competitor has a bigger budget, a better-known brand and more salespeople, it isn’t worth playing the same game. It’s worth finding a game the competitors aren’t in yet. This is the story of how we did exactly that.
An SME doesn’t beat bigger competitors by doing more — it wins by finding a game the competitors aren’t in yet.
How MenSe grew its international sales without hiring new salespeople
Most companies build international growth by hiring more salespeople. In this project, we decided to do the opposite. We built international growth on visibility. Four years later, revenue had more than doubled, operating profit roughly tripled, and no new salespeople had been needed. This is the story of how.
Most SMEs don’t need more salespeople first — they need visibility at the exact moment a buyer is searching for a solution.
Want to find your company's biggest growth potential?
Let's discuss where your SME can beat larger competitors with a better strategy — not a bigger budget.
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