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ATLAYS | Business Management
Atlays accompagne les PME de croissance dans leur développement en proposant la direction à temps partagé des fonctions clés : Finance, Marketing, Ressources Humaines et Smart Data.
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Business Management

This is a crucial function in any organization, which is represented by several key experts: the business manager, the e-commerce manager, the partnership manager, the sales manager, etc. The Business Manager plays a strategic role in organizations.

In order to structure or optimize a business organization suited to the ambitions of its manager and to the performance stakes of the shareholders, a company can never have too much high-level expertise to help it accelerate its growth.

Whether this means structuring a team or defining a business strategy, developing new sales channels or accessing new markets, Atlays support its clients to operationally implement an efficient businesss organization.


More than 100 managers and sales representatives already supported









Diagnostics and recommendations for business strategies

Although defining a business strategy is crucial, the challenge for a company lies in its ability to implement it. In order control its growth and meet its revenue objectives, defining a clear, shared and planned strategy is necessary to give the company a level of performance that is both sustainable, and reproducible.

Atlays supports the manager to implement a business strategy in line with his strategic vision.

  • Defining a client-focused business strategy to improve the efficiency of business activities and transformation rates;
  • Identifying market access channels and defining the direct and indirect sales strategy;
  • Creating distribution networks specific to the markets and products;
  • Defining types of partners and setting up programs for partnerships and certification;
  • In close collaboration with the Marketing Department, creating sales assist tools for every phase of business management.
Identification of the business model and definition of the pricing strategy

Although a company’s business model is not always firm and is most often observed after the fact, it nonetheless defines the company’s logic, operating methods and value creation in order to ensure its sustainability.  In some ways, it is the backbone of the company’s business organization.

Atlays helps companies to determine their business model based on three components (as defined by L. Ortega Lehmann and J.M. Schoettl): value proposition, value architecture and profit equation.

  • Defining the value proposition by relying on the company’s mixed-marketing plan;
  • Structuring the value architecture to explain and define how the company will actually carry out its value proposition;
  • Puting the value created by the company into concrete financial perspective in order to measure and validate profit equation.

Since the revenue generated is an essential challenge of a growing company, the pricing policy should be examined from a strategic angle.

  • Formalizing a pricing policy for products or product lines depending on market targets;
  • Defining the pricing strategy according to the market access challenges defined by the business strategy: penetration price, skimming prices, economical prices, etc…
Lead generation and management strategy and implementation of the CRM

Generating leads should provide fuel to your business teams. Defining the Lead Management strategy should consider the full process from the awareness phase to the decision phase of the potential client.

  • Defining the main phases of Lead Management (attraction, nurturing, qualification, etc.) and formalizing the action plan to follow up on lead maturation;
  • Sharing the rules of transforming a lead marketing (MQL) into business opportunities (SQL);
  • Sharing SLAs (Service Level Agreements) between the Marketing and Business teams: language, definition, roles, KPIs, etc;
  • Setting up (or adapting) the CRM with an agile and pragmatic approach to ensure that the tool will contribute to business productivity, and not the other way around !
Managing business teams

An effective business organization is defined by the suitability of the resources that constitute it, the relevance of its actions, its agility and the fluidity of its interactions on the market, but also with other departments of the company.

Atlays’s shared-time Business Manager can help you activate the simple levers of business management and apply a sales method that is both proven and integrated with your organization’s steering tools.

  • Coaching teams and/or the Business Manager with strong operational proximity;
  • Defining sales objectives and commission plans;
  • Motivating teams and developing their creativity in business activities;
  • Defining the sales method and integration to the management and business steering tools;
  • Operational steering of activities with teams (weekly business reviews and monthly commercial meetings, etc.);
  • Supporting salespeople on the field with clients and partners;
  • Setting up key performance indicators for real-time monitoring of business attainment of objectives.

Intervention Example:

  • Setting up a European Business Management team (8 people) for a French publisher;
  • Aligning the US Business Team (6 people) to the sales methods, processes and reporting tools for a European publisher;
  • Hiring Business Directors/Managers and Account Managers of all levels for Europe and the US (12 in 2015);
  • Coaching sales representatives (3 people) for a French publisher.
Auditing and team assessment

To ensure the efficiency of your business organization, Atlays’s shared-time Business Manager assesses and validates the skills of the business team in place using a “flash audit” approach in order to quickly formalize an overview of your business strengths.

  • Assessing the level of business skill of the sales representatives: prospecting, presentation, opportunity management, negotiation, reporting, etc.;
  • Identifying the strong points and room for improvement of the the sales representatives;
  • Validating the suitability of the profile/position/team for each member of the sales teams with regard to the addressed market targets, distribution channels and the business organization;