R+O InterGmbH
Selected engagements

Commercial work in practice.

Three anonymised historical cases, three different barriers to growth.

01 · UCC software provider · Installed-base expansionHistorical R+O case record · client anonymised

Expand established enterprise accounts.

Starting situation

Renewals continued, but usage was concentrated in IT and enterprise-account expansion had stalled. Account priorities followed historical revenue and renewals; competitive bundles increased pressure on price.

R+O intervention
  1. 01Reprioritised the account base by expansion potential.
  2. 02Broadened engagement to finance and operations alongside IT.
  3. 03Structured tiered offers around wider departmental adoption rather than blanket discounts.
Development described in the original case

The original case describes wider departmental adoption, expanded contract value and longer-term enterprise commitments.

Scope

Account prioritisation, executive engagement and commercial offer structuring.

Source

Earlier R+O publication, archived July 2026. Quantitative results from the original record have not been carried over.

Original publication (historical reference, no longer a navigation destination):https://www.ro-inter.com/case-studies/ucc-software-provider/
02 · Data-management provider · Enterprise market entryHistorical R+O case record · client anonymised

Build enterprise business through pilots and staged rollouts.

Starting situation

A data-management provider with a mid-market presence faced entrenched competitors and executive hesitation in Central and Eastern European enterprise accounts. Lengthy sales cycles and discount-led positioning obstructed entry.

R+O intervention
  1. 01Prioritised accounts and sector-specific business propositions; aligned sales, marketing and technical teams.
  2. 02Introduced pilot engagements and phased rollouts so buyers could test the business case before wider commitment.
  3. 03Moved the conversation from features and discounts to business use and investment stages.
Development described in the original case

The original case describes stronger enterprise-account engagement, wider adoption and less dependence on discount-led sales.

Scope

Account development, executive engagement and commercial staging of adoption.

Source

Earlier R+O publication, archived July 2026. Quantitative results from the original record have not been carried over.

Original publication (historical reference, no longer a navigation destination):https://www.ro-inter.com/case-studies/data-management-provider/
03 · All-flash storage manufacturer · Regional commercial expansionHistorical R+O case record · client anonymised

Broaden the customer base across regional markets.

Starting situation

A storage manufacturer depended on a narrow customer base and struggled to expand acquisition across DACH and Central and Eastern Europe. Sales messaging did not sufficiently address regional and sector needs.

R+O intervention
  1. 01Ran parallel work on existing-account development and targeted new-account acquisition.
  2. 02Prioritised verticals and adapted the sales playbook to regional buying needs.
  3. 03Maintained account reviews and facilitated relationships with integrators and regional cloud providers.
Development described in the original case

The original case describes new enterprise relationships, wider regional access and development of existing accounts.

Scope

Account development, regional commercial execution and partner activation.

Source

Earlier R+O publication, archived July 2026. Quantitative results from the original record have not been carried over.

Original publication (historical reference, no longer a navigation destination):https://www.ro-inter.com/case-studies/all-flash-storage-manufacturer/