In the fast-paced and dynamic world of business development of IT solutions, one professional stands out with his wealth of experience and innovative strategies.Tomasz Jakubczyk, a seasoned business development expert, has navigated the complex landscape of the IT sector, supporting tech companies in their growth and expansion.
In an exclusive conversation with Isha Taneja, Tomasz shared his journey, valuable insights, and practical tips for success in commercializing innovative solutions.
Tomasz’s approach centers around understanding, mapping, and addressing the pain points of potential clients. This is often not a straightforward task, even for industry experts, as these pain points are not always immediately apparent. Additionally, he emphasizes that, especially in the B2B space, clients are more interested in how the proposed solution can quickly and effectively meet their pressing needs rather than being overwhelmed by technical details. This user-centric perspective ensures that the tech solutions he promotes align seamlessly with the clients’ business growth goals and the perspectives of decision-makers.
Tomasz’s daily routine is dedicated to converting leads into sales opportunities. He combines online and offline strategies, leveraging digital channels to engage potential clients while recognizing the power of in-person interactions. He emphasizes the importance of identifying as quickly as possible prospects’ perspective, by gauging their genuine interest in solving the issue, and assessing whether the product aligns with their business profile. Tomasz’s approach humanizes the sales and business development process, making it a dynamic, yet truly personalized experience.
Among his many insights, Tomasz places high importance on maintaining sustainable business growth for IT products and services – trying to eliminate obsession with performance culture (that emphasizes only short terms gains) which impedes sales team ability to correct errors in the sales process. And prefer focusing on growth approach where failure is an actual opportunity to learn and recalibrate the process.
He highlights six key elements that business development professionals should prioritize in their daily routine:
1. Rigorous understanding of the targeted market.Get away from your laptops as often as possible and experience the world as your potential customers see it. (this may sound as an old cliché by it is indeed a highly effective tactic)
2. Pricing Optimization: Conduct thorough pricing analysis, considering competitor’s offerings and the balance between profitability and market competitiveness. For example, value-based pricing, which focuses on perceived customer value, can be a powerful strategy to start with.
3. ‘Client-driven’ cross and upselling: Analyze your customers’ purchase history and how they have been growing organically in the last 12 months to promote complementary products or services, increasing your share of wallet and boosting customer satisfaction alongside.
4. Customer Retention: Focus on nurturing existing accounts and enhancing customer satisfaction through regular interaction, special offers, and product delighters, or offer them early access to new features.
5. Strategic Partnerships:Identify potential partners or industry communities to work on joint initiatives, such as co-develop marketing and social media campaigns, or share distribution channels. It would build a collaborative resource pool that eventually allows you to better understand different market possibilities.
6. Effective opportunity management:Equip the sales team with the necessary skills, tools, and incentives aligned with revenue growth objectives. Drive improvements in sales behavior and outcomes, such as avoiding large gaps of time between touchpoints.
As Tomasz prepares to embark on a new venture with Polish tech company Ascron, an intelligent document processing project, he looks forward to expanding into new market segments and streamlining business development processes. Ascron currently specializes in implementing intelligent classification, extraction, and automation in document processing to minimizes repetitive, mundane tasks and generate considerable savings, with a focus on the largest buyers of debt accounts. Tomasz’s role will involve leveraging his expertise to help Ascron extend its current reach, and solidify its presence in the industry.
In conclusion, Tomasz Jackubczyk’s journey and insights serve as a guiding light for business development professionals in the IT sector. His emphasis on user-centric approaches, personalized interactions, and sustainable growth strategies helped him to pave the way for the successful commercialization of many innovative solutions. Tomasz’s story reminds us that unexpected paths can lead to remarkable achievements in the world of business and technology.
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Editor Bio
I’m Isha Taneja, serving as the Editor-in-Chief at "The Executive Outlook." Here, I interview industry leaders to share their personal opinions and provide valuable insights to the industry. Additionally, I am the CEO of Complere Infosystem, where I work with data to help businesses make smart decisions. Based in India, I leverage the latest technology to transform complex data into simple and actionable insights, ensuring companies utilize their data effectively.
In my free time, I enjoy writing blog posts to share my knowledge, aiming to make complex topics easy to understand for everyone.
