Client€5B Global Mining Technology Company
SprintAn 8-10 week sprint
Fieldwork17 stakeholder interviews · 3 customer segments
“SprintlyWorks gave us clarity on how to approach new customer segments, enabling us to make decisions faster and with more confidence”
Strategy and Commercial Excellence
Unlocking Growth via Distributor Sales Strategy
The client sought to expand its reach beyond large miners by developing a scalable sales model for junior miners and contractors. However, commercial and regional sales teams were already at near-full capacity with existing operations, leaving limited bandwidth to systematically assess new growth opportunities.
10+
Distributor networks identified. Distributors and their regional reach evaluated with 10+ sales managers, building visibility on installed equipment and underserved segments.
€30m
New opportunities mapped. Opportunity quantified across junior miners and contractors, segments previously carrying under 20% portfolio visibility.
4
Priority sales channels recommended. Prioritised go-to-market routes with 3–5 key customers mapped per region and competitor strategies reviewed.
A note on sourcing. Every figure here comes from a SprintlyWorks client engagement. Clients are described, never named. Where a figure is identified or modelled rather than banked, the line says so.
01
The problem
Knowledge on customer potential and distributor effectiveness was fragmented across regions, with no unified framework to compare opportunities or align go-to-market approaches. Visibility outside the core large-miner segment remained limited, constraining the ability to prioritize high-potential targets.
Without structured intervention, the client risked missing emerging opportunities in growth regions, duplicating distributor efforts, and losing share to lower-cost competitors with faster market entry.
02
What the sprint set out to do
Map customer opportunities, identifying 3–5 high-potential junior miners and contractors per focus region.
Evaluate sales channels, benchmarking distributor reach, performance, and competitor approaches.
Deliver go-to-market recommendations, outlining priority segments, channel strategies, and actions to accelerate customer acquisition.
Download the full case study
Have a similar requirement?
Contact us today to learn more about on-demand workforce and accelerate development on your most pivotal projects!
Quick Reads for Big Impact
Featured Case Studies
Quick Reads for Big Impact
Accelerating Success for Enterprises in 20+ Geographies
Launch Your Sprint with
Define your project, connect with top-tier consultants, and start making progress fast.