About KeyRoad Enterprises

With in-depth experience in sales performance and business management—and a network of top-flight partners that specialize in each phase of the sales cycle—KeyRoad is a trusted resource for optimizing growth activities for companies of all sizes.

Our programming is designed to radically change mindsets and ignite action. Through a diverse array of tailored, customer-focused solutions, we help set the stage for continuous improvement in the sales pipeline while providing knowledge and tools that energize sales teams to reach maximum performance.

KeyRoad was founded by Philippe Lavie, a veteran senior sales executive with extensive experience in business development, marketing negotiations, and channel distribution for companies such as Daisy Systems, a pioneer in the electronic design automation industry, as well as Sun Microsystems and several successful startups, including Onlink Technologies. Focused largely on technology, Philippe’s career has spanned Asia, Europe, and North America. He has also worked with the Portland Trail Blazers.

Philippe holds an MBA from L’Institut Superieur de Gestion, one of France’s leading business schools, and is fluent in English and French. When he’s not evangelizing about customer-focused sales techniques, Philippe enjoys spending time with his family—his wife Carol, a learning specialist, and twins, Margot and Benjamin.

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KeyRoad Success

ABI wanted to bring baseline sales training to the business development team. “The challenge in China is not only winning a competitive sales opportunity, but developing an opportunity,” said Division Director Matt Levy. ABI has now integrated the Keyroad methodology. The results?

ABI

Applied Biosystems is a technology leader and driving force in the changing dynamics of the life science marketplace. With an installed base of some 180,000 instrument systems in nearly 100 countries, the company is focused on the following markets: basic research, commercial research (pharmaceutical and biotechnology) and standardized testing, including forensic human identification, paternity testing and food testing.

When ABI and its Proteomics and Small Molecule (PSM) division for its Asian operations approached KeyRoad Enterprises’ Philippe Lavie, a CustomerCentric Selling® affiliate, the group wanted to bring baseline sales training to the business development team to ensure the group would meet their revenue targets while differentiating themselves from the competition through their sales process.

In its then current situation, Server Technology felt it had some obstacles to overcome if it wanted to achieve its revenue goals. Some of the expressed concerns were:

Additionally, Division Director Matt Levy felt that the China operations:

Were underperforming against expectations
Needed to align to a common sales engagement roadmap that would help them in prospecting, determining if an opportunity exists, qualifying opportunities, and having intelligent conversations with prospects’ senior executives.
Weren’t effectively diagnosing the buyers’ current situation prior to prescribing any solution
Needed a flexible sales training program that could fit in their existing training initiatives.

“The challenge in China is not only winning a competitive sales opportunity, but developing an opportunity,” said Levy. “Quite frankly, many customers in our market are not familiar with our technology, so we need to augment our sales approach by discussing real business and research goals with our customers and not just relying on our superior technology”.

“Working with Philippe Lavie has been very beneficial to me and our organization”, says Matt Levy. Levy continues: “By helping us implement CustomerCentric Selling® capabilities, KeyRoad has helped ABI Asian territories overcome these challenges”.

With the blessing of our Asian Operations HR group, ABI has integrated the methodology for its sales and business development team for the Asian territories (Republic of China, Taiwan, Korea, Hong Kong, and Singapore). And, the company is already seeing results. To date, ABI’s Asian division:

Has implemented a common vocabulary for sales and pipeline management and forecasting
Has standardized its templates and tools for more effective prospecting
A roadmap to manage the buying process without controlling individuals
Is sharing a common sales engagement roadmap for early determination and qualification of opportunities
Is on track to exceed revenue targets within the region

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KeyRoad Success