1. Sales Process

Sales Process

The WillDom sales process follows a structured sequence that guides opportunities from initial market identification to signed client engagements.

1. ICP Definition

The first step is defining the Ideal Customer Profile (ICP) for each branch, vertical, or solution area.

ICP definition helps focus sales efforts on organizations where WillDom’s transformation capabilities create the most value.

Typical ICP criteria include:

• industry sector

• company size

• geographic presence

• digital maturity

• operational complexity

• transformation readiness

Clear ICP definitions ensure that sales efforts focus on high-probability transformation opportunities.

2. Account Targeting

Once the ICP is defined, branches identify specific companies that match the target profile.

Account targeting involves building a list of strategic organizations where the ecosystem can create value.

This step may include:

• identifying decision-makers and stakeholders

• analyzing the company’s strategic priorities

• mapping potential transformation opportunities

The goal is to develop a prioritized list of accounts where proactive engagement can generate opportunities.

3. Outreach

Outreach initiates the first contact with target accounts.

This stage focuses on establishing relevant and meaningful conversations with decision-makers.

Outreach channels may include:

• LinkedIn engagement

• warm introductions

• direct outreach messages

• industry events and conferences

• partner introductions

Effective outreach emphasizes business value and transformation opportunities rather than generic service offerings.

4. Discovery

Discovery is the stage where the sales team works with the client to understand their business challenges and identify transformation opportunities.

Key objectives of discovery include:

• understanding the client’s business model

• identifying operational pain points

• evaluating current technology architecture

• exploring opportunities for AI and automation

The goal is to determine whether there is a meaningful transformation initiative that the ecosystem can address.

5. Solution Design

Once a relevant opportunity is identified, the ecosystem collaborates to design a solution tailored to the client’s needs.

This stage typically involves:

• technical experts

• solution architects

• vertical leaders

• ecosystem partners

Solution design defines:

• the transformation approach

• the technology architecture

• the delivery structure

• the expected business outcomes

This step ensures that the proposal is grounded in both technical feasibility and business impact.

6. Proposal

The proposal formalizes the transformation initiative and defines the scope of engagement.

Typical proposal elements include:

• business objectives and transformation goals

• solution architecture

• delivery roadmap

• team structure

• commercial terms

Proposals should clearly communicate the value the client will receive and the outcomes the solution will enable.

7. Closing

Closing involves finalizing commercial agreements and preparing for delivery.

This stage includes:

• contract negotiation

• scope confirmation

• project kickoff preparation

Once the agreement is signed, the opportunity transitions into the delivery phase of the ecosystem transaction model.

Sales & Delivery Collaboration (RACI Model)

Within the WillDom ecosystem, the commercial lifecycle of a client engagement follows a clear collaboration model between Sales and Delivery.

Sales is primarily responsible for opening accounts and generating new client opportunities. This includes identifying target accounts, initiating relationships, leading the discovery process, and structuring the initial transformation engagement.

Once an engagement is signed and the delivery phase begins, Delivery plays a central role in expanding the relationship. Through close interaction with the client, Delivery teams identify opportunities for:

• solution expansion

• additional transformation initiatives

• upselling and cross-selling ecosystem capabilities

This collaboration model ensures that Sales focuses on opening new strategic opportunities, while Delivery drives long-term account growth and client value creation.

Together, this structure enables the ecosystem to build multi-year relationships with clients and continuously expand the scope of transformation programs.

RACI Sales / Delivery

Sales Frameworks

The Sales Engine incorporates several structured frameworks to ensure consistent opportunity qualification and development.

MEDDIC

MEDDIC is used to qualify complex enterprise opportunities.

It evaluates:

• Metrics — measurable business impact

• Economic Buyer — decision-maker responsible for the investment

• Decision Criteria — how the client evaluates solutions

• Decision Process — how purchasing decisions are made

• Identify Pain — core business problems

• Champion — internal advocate supporting the initiative

This framework helps ensure that opportunities are strategically qualified before investing significant effort in solution development.

BANT

BANT is used to assess early-stage opportunities.

It focuses on:

• Budget — availability of financial resources

• Authority — access to decision-makers

• Need — relevance of the proposed solution

• Timeline — expected timeframe for decision and implementation

This framework helps quickly determine whether an opportunity should move forward in the sales process.

Account Planning

Account planning is used for strategic clients and long-term relationships.

It involves:

• mapping the client’s organizational structure

• identifying multiple stakeholders

• analyzing strategic priorities

• defining a long-term engagement strategy

Account planning helps the ecosystem develop multi-year transformation relationships with key clients.

Account Planning Example

ABM (Account-Based Marketing)

Account-Based Marketing focuses marketing and sales efforts on specific high-value target accounts.

ABM initiatives may include:

• personalized outreach campaigns

• targeted content and insights

• executive-level engagement

• coordinated ecosystem participation

ABM ensures that the ecosystem approaches strategic clients with highly relevant and coordinated engagement strategies.

Templates

To support the Sales Engine, the platform provides standardized templates that help branches and ecosystem participants execute the sales process effectively.

Outreach Messages

Templates designed for:

• LinkedIn introductions

• follow-up messages

• meeting requests

• partner introductions

These templates help maintain consistent messaging and positioning across the ecosystem.

Discovery Questions

Structured question frameworks used during client conversations to uncover:

• business priorities

• operational challenges

• transformation opportunities

• technology gaps

Discovery templates ensure that conversations focus on understanding the client’s business rather than simply selling services.

Summary

The WillDom Sales Engine provides a structured and repeatable process for identifying opportunities, designing solutions, and converting them into transformation engagements.

By combining disciplined sales frameworks with collaborative solution design, the ecosystem can scale its ability to generate revenue and enterprise clients.