From a referral-dependent to a structured, client-focused approach achieving steady, sustainable growth.
Levarne – Native Cloud Applications
Levarne, is a software as a service (or SaaS) development company established in late 2017 in Bilthoven. It builds cloud-native digital products to help companies implement and securely manage their back office and customer flows with a unified digital experience.
Richard Budding, CEO, wanted to solve two problems. They were heavily relying on personal connections and referrals, so they weren’t creating the right high valuable opportunities, and they were struggling to demonstrate a strong value proposition that was easily understood by these organisations. This impacted the process of establishing predictable and sustainable growth.
As a result of the business coming through personal connections, Levarne was engaged with customers that did not fully appreciate their expertise and capabilities. This often led to discussions on value or even cancellations while wasting time and money trying to delight the wrong customers. As a result, employees were losing motivation, stress was taking over, and meeting clients’ needs, and expectations was impossible.
Leveraging leading research insights, Chasm helped identify Levarne’s unique capabilities and re-define their target market and ideal customer profile. We developed a laser-focused content inbound strategy and an outbound sales approach and pivoted their messaging, positioning, sales, and marketing to get in front of the right customer at the right time.
With the newly defined unique value proposition and laser-focused approach, the company’s productivity drastically improved. Levarne understands who their ideal customer is and how to get in front of them. Customer centric conversations and messaging helped to increase conversion and boost sales. The foundation now is in place to hire two additional sales employees that will help to reduce dependency on the CEO in scaling the business. Attracting the right customers who understand, at a glance, how their lives will be better by using their services. Growth is now predictable and sustainable.
Richard, CEO “I am now totally aware that how the product or service works is not relevant. We find all the features and services very relevant and cool, but in fact we were not able to translate the uniqueness to create value and answer their questions. . What people do understand and care about is that we can rebuild a complete application in a corporate environment within 20 weeks. When we started communicating that, it was a game changer!”.
more meetings with ideal customers
increase in avg. deal size