Sales and Marketing

Market Outlook 2021 part 1

We have entered the last month of the first quarter of 2021.

In this blog we would like to share what we are seeing in the market and what we predict for 2021. Prediction is always difficult and depends on where you are getting your data from, but we are looking at what we are hearing within the market, from customers, potential customers, and of course market analysis.

In the Swedish market since 2007 there has been a shift of IT-spend moving from central IT to business IT, and this year we see a reversal where business IT spend is moving back to central IT. We usually see this during a recession but now we are seeing this from the effect of Covid and the impact it has had on the market.

What happens when moving from Business IT to Central IT is that we are going from decentralized to centralized IT-Spend. The challenges that this creates is that the organizations have data across the business which increases the risks of security breaches, GDPR implications etc.

The question this raises is, what need will this generate in the market? And what we are seeing is a large uprise of needs for integration and security. Now when the trend is to centralize we need to of course enable control of the data and know where it is and most importantly that it’s secure.

At TIQQE we are amongst the market leaders within integration and work closely with many of our customers within this area. We develop our integrations which technically are state of the art but not dependent on expensive hardware, licenses, upgrade projects and most importantly you can get started straight away.

We call this service “Serverless Integration As A Service”. Please see blog for further details: Serverless Integration

So if you are facing integration challenges ahead, make sure to reach out!     


What is a soap bubble organization?

I had the pleasure to participate in a podcast hosted by our friends at Zervicepoint a few weeks ago. I shared some of the thoughts we have at TIQQE around sales and marketing but also revealed the concept of a soap bubble organization.

Expedition Zervicepoint is a podcast series about the life of Zervicepoint and you can read more about Zervicepoint and their journey in a previous blog post we published in June. In the blog post, I promised to share when the podcast went live on Spotify and now it is!

What is a Soap Bubble Organization, really? And what happens if the bubble bursts? 🤔

In this episode, we are visited by none other than Anders Eriksson from TIQQE. Anders is a dedicated person with long experience in both sales and marketing. He has a very interesting view on how these areas should be run and how, in today’s digital world we live in, we reach out in the best possible way to simultaneously create value and confidence.

Join us in a 63-minute session where we promise mind-blowing ideas on how to take your organization to the next level! 

Expedition Zervicepoint on Spotify

Want to find out more about Zervicepoint? Here are a few sources of information:

Zervicepoint webpage

Follow Zervicepoint on LinkedIn


Expedition Zervicepoint

Last week I was invited to participate in a podcast by our friends at Zervicepoint. The podcast was about sales and marketing which is my favorite subject but we also touched upon culture and other interesting subjects.

Zervicepoint is a self service and automation portal for companies who wants to provide their employees with an easy to use interface for consuming various internal services. The Zervicepoint team has operated within Enfo for 10+ years but are now managing their business on their own. They are documenting their journey in a podcast called Expedition Zervicepoint which is available on Spotify. It’s a relaxed format with interesting discussions around topics I think is important when building a company. Rickard Lööf is the CEO and Anna Claesson is the CMO of Zervicepoint, both close friends and partners to us at TIQQE.

Rickard Lööf, CEO, and Anna Claesson, CMO, at Zervicepoint in the making of yet another podcast.

Last week I was invited to share some thoughts of what we do at TIQQE in regards to sales and marketing. Rickard asked what I believe is the most important thing to succeed in sales. I believe that we too often complicate sales and marketing and forget about the basic concept – to help customers improve their business. Selling implies a push oriented approach where the seller tries to convince the buyer to buy something with various selling techniques. I’ve never seen that approach work in the long term. Yes, you might make the quota that quarter but in my view, sales is about building relationships and trust for the long term. If you manage to establish trust, where the customer feel that you actually care, you will not only grow faster than average but also improve your profitability. In the podcast, I shared some of my believes around building a customer oriented culture and sales organization.

We also discussed the concept of structure and systematic approaches within sales and marketing which both Anna and myself believe is a cornerstone in successful sales and marketing. The opposite to structure and systematics is ad-hoc and activity based which both of us believe is devastating as it promotes individuals and dismantle team efforts. Systematic approaches is not the same as to be process driven. Process driven sales organizations tend to be more focused on the sales process than to adapt to the actual customer situation. A systematic approach can still be customer centric, agile, flexible and fast but relies on a structured and systematic way of performing tasks which can be measured and improved over time.

We have a lot in common with Zervicepoint, operating in eco systems is one of them. The traditional “do everything yourself” is old school and doesn’t work in this new connected world. We believe in co-creation with partners and even competitors for the customers best interest and we have a couple of ideas of how we can co-create value for our respective customers. Stay tuned! We also share the same ideas around how to build an autonomous business based on strong cultural values. Maybe that’s a subject for a future podcast, who knows.

We wish Rickard, Anna, Johan and the whole team Zervicepoint all the best in your future endeavors, you’re awesome!

If you’re interested in providing your employees with a great user experience around ordering different internal services, have a look at Zervicepoint. If you’re interested in listening to the podcast you have to wait a few weeks but relax, we will post it here as soon as it’s available.