Bunes & Ferenczi

At Bunes & Ferenczi we believe in today’s uncertain and ever-changing environment there is a smarter and faster way for B2B Tech companies to acquire new customers than only by increasing sales capacity​.

We work with early-stage companies, companies looking to geographically expand, or someone looking to expand their solution portfolio to:
* Co-create their Ideal Customer Profiles (ICPs) in which their value creation is the highest
* Build a Serviceable Addressable Market (SAM) which is prioritized order of all the ICPs
* Audit and recommend data/analytics tools for sales and marketing to support the acquisition of customers
* Provide interim CMO/CRO support for expansion

| Co-founder |  B2B Tech Growth Strategist | 

GrowthMentor

I am grateful for the opportunity to support NEXT GEN entrepreneurs with some of my experience through specific conversations about their challenges. The best part of this? I learn so much myself every time,

Growth Mentor

GlobalGrowth Consulting (GG Consulting AB)

Experienced hands-on business executive with strong focus on teamwork and managing multi-cultural teams thrives at driving global or local growth or profitability-focused change initiatives

AREAS OF EXPERTISE
* Development and advice on Sales and Marking programmes, Business Strategy and Planning
* Design and implementation of organisational change including providing interim management  
* Deep industrial knowledge of IT and telecoms, both B2B and B2C
* Set up and management of new international businesses including creation of company structures

| Principal Consultant | Business Owner |

Bisnode

Advising Bisnode B2B Marketing Steering council with GTM plans for new offers.

B2B Sales and Marketing GTM Advisor

Vendemore

Enabling global companies to implement Account Based Marketing as a part of their marketing mix.

Developing internal sales and marketing strategies at Vendemore.

Global Account Director

GlobalGrowth Consulting & Investment LLC

Vision: 
Grow local small businesses to International medium-sized businesses

We are: 
Senior practicioners with experience from both small businesses to  Fortune 20, including experience in sales, marketing, business development, business management, and Management Consulting.  Proven track record of developing international businesses

Our approach: 
Focus on technology firms (Internet, SW, and HW) with base in Scandinavia looking for international expansion or businesses looking to expand to Scandinavia. We look for 1-4 year exclusive partnerships focusing on profitable new business. Our model can be tailored to each engagement. In some cases, we may make a significant investment in the business. However, we exclusively engage in businesses with a buy-out plan

Founder, Majority Partner, and Chairman

Libendo Education

Member of Board for holding company in Luxemburg (Avaros SA)

Member of Board

Managing the Libendo Group business across all markets

Managing Director

Member of Board Libendo Norway AS

Member of Board Libendo UK&I Ltd (Dormant)

Member of Board Libendo Sweden AB

Driving the expansion of Libendo from Sweden to UK and Norway.  In charge of all expansion work in addition to hosting the management structure, business planning, and overall sales results for the business

Global Sales Director

SPConsulting

Consultant in Change Management Practise at SPConsulting: Boutique global consulting firm based in Stockholm, Sweden

Consultant

Build HP's Direct Online sales in EMEA; employee number 1

Our team took an existing business from $35m to $105m over two years.

Consumer Online Business Development Manager EMEA

Managed a product line E2E, turning around $5m loss to $3m in profit in two years and order book grew by 30%.

Member of management board, and numerous project steering committee chairman roles as well as sponsor.

Business Line Manager EMEA

Provided country representation to EMEA based organisation for support experience and delivery models. Included business development of support services (fee based). Also included deployment of retail channel support programmes.

Consumer Support Country Manager Nordics

European Product Manager for the HP ScanJet line of products. Core focus on all 4 Ps

Product Manager EMEA

Provided final level support for WW contact centres for HP ScanJet products. Would drive current engineering for updates of current products and ensure fixes were transferred to the development of next generation products.

Escalation Manager

I help B2B Tech companies to grow by focusing on the right customers.

I am passionate about B2B tech, but more passionate about the customer value deriving from deploying the right technology. 

It’s always about the customer, and it’s always about the value they get from technology.

The rest are just means to an end.

I am your international businessman of mystery! 

I have lived and worked in Norway, US, Germany, Switzerland, and Sweden.

I am like the business equivalent of the Swiss Army knife, a utility you can use to solve many a challenge. 

I have done sales, marketing, financial management, management consulting, P&L ownership, product management, customer support/operations, escalation management, Account Based Marketing, EdTech, AdTech, MarTech, B2B, B2C, B2B2C. You name it, I have done it!

I have worked for myself, in an organization with four people, in an organization with +300,000 employees and anything in between.

Hans Bunes

Christopher Engman

Megadeals

Deal Orchestration on top SaaS. Stakeholder maps and the world's most advanced media targeting platform for complex selling B2B companies with finite target markets. Customers in 4 continents.

Founder

Qurator.com - Sustainability Tech Ecosystem

Qurator Sustainability Tech Scouting
Less time researching, more time implementing

In just a few days, we help you shortlist potential technology providers or partners for your sustainability projects, helping your organization progress swiftly towards its sustainability goals.

Days instead of months
Higher accuracy
Bigger depth

Outperforms humans. Highly AI enabled.

Co-Founder and Chairman

Forestcarb

Better climate and better business with your forest. Work with us to create a sustainable future through our unique ForestCarb method. Make a monthly cashflow on your forest.

Forestcarb is switching forestry to a more sustainable "thinning" based model incl production of biochar of the residue.

Engrate

The energy tech space has exploded with lots of new hardwares and softwares. These need to send and receive data back and forth to each other. For each energy tech company the need for the big volume of integrations is slowing down time to market and is taking very valuable time from each energy tech company's tech team. Engrate takes care of the "data plumbing and piping" between all energy tech companies so these companies can focus on building the great applications (houses) and not the integrations (plumbing and piping). See www.engrate.io.

MINE STORAGE

Electrification of our society puts new demands on the electric system – mainly large-scale energy storage. Mine Storage is a company founded by people with a vision and commitment to enable this change by using underground mines to store energy and to balance the grid

We use the cleanest means of storage – WATER
We use the most basic law of nature - GRAVITY

Co-Founder

InZynk

InZynk is a Nordic Account-Based Marketing (ABM) company with a great software for very advanced IP-targeting. InZynk helps B2B clients to grow on and win strategically-selected customers e.g. through targeted digital advertising – aimed exclusively at specific, prioritised companies.

Venizum Marketing Technology

REALTIME TRANSLATION FOR ALL SALESFORCE'S CLOUDS: Localize and translate text content for all your sales and marketing communication directly in Salesforce’s sales, service, marketing and collaboration tools. Choose from over 120 languages and 40 voices! Roll-out takes a few hours for global companies. Fastest deployment of an enterprise solution I have ever seen.

LEX247

Investor

Proof Analytics

Chief Revenue Officer (CRO)

Climeon AB

Power plants, Geothermal (oil and gas wells and others), Ship engines, Steel plants, Chemical plants etc all release extensive volumes of waste heat. Most of the waste heat is at lower temperatures. Climeon is the world leader in converting low temperature waste heat into electricity. 

1. Highest conversion % in the world in temperatures ranging between 50 and 120 degrees Celsius.
2. Small, Climeon has a 4 m² footprint for the smallest unit. To build the same capacity with solar panels would require a footprint up to 300 m². Planning permission is not usually a concern when using Climeon as it does not visually impact the horizon in the same manner as a wind farm.
3. Low service and maintenance. Climeon contains only three moving parts per module, one turbine and two pumps. By limiting the number of moving parts, we can reduce the service requirements thus lowering service and maintenance costs.
4. Environmental footprint . Every device manufactured creates a carbon footprint which is equivalent to the CO₂ payback time. For Climeon, the CO₂ payback time is less than 3 weeks in comparison to wind power which is approximately 6 months and solar which is approximately 18 months.

During my two years we made the go-to-market direct sales focused as opposed to partner driven, made the company marketing driven, launched heatpower.com, increased the order intake from 3 to 90 MUSD, had a Nasdaq listing 10 times over subscribed, launched Baseload capital for project financing and more.

Chief Revenue Officer and Chief Marketing Officer

💢 Author Megadeals, investor and large deal advisor in sustainability scale-ups

A typical Megadeals client has complexities in the deal making such as…
Cross hierarchical decision making on the customer side (often higher up than most people realise)
Cross functional decision making
A complex offering that takes a long time for new people to handle on their own
The environment on the customer side is a blend of processes and interfacing technologies

These 4 complexities lead to another key trait of our clients, which is a very high dependency on key people in the deal making. Often a CEO, a CTO and a Head of sales. We call it the rainmaker dependency. Hiring more and more sales people only makes the matter worse as your rainmakers have to hold the new sales peoples’ hands, which they don't have time for. We often see companies making the mistake of recruiting too many new sales people and then ending up in the calendar problem. They find themselves having to support everyone else and then experiencing lower sales as a consequence.

Most of our clients aim at becoming the leader in their category and in their core customer segment. It is also quite common that a Megadeals client is trying to establish or grow a new solution category which has its own list of challenges and special moves.

Looking forward to talking more about your exciting potential to dominate your finite market and category.

Author co-founder managing partner

Many of the most successful B2B companies in the world have a high concentration of revenue coming from a few top accounts. Often less than 50 accounts represent 80% of the total revenue even though the entire customer base can consist of many thousand accounts. 

Often the biggest accounts have very extensive contracts and big amounts associated. Very often each top client of the biggest companies in the world can have individual revenues beyond one billion USD per year each. In the world of Megadeals, the literature is very weak. There is a long list of books about B2B complex selling but the difference between a 100.000 USD deal and a multi BUSD deal is substantial. 
The book is a mix of theories and models blended with interviews with 60 of the top Megadeal sales people in the world. 

Megadeals advisory is assisting scaleups and Fortune 500 companies doing more and bigger Megadeals

taplio

The Battle

Hans Bunes

Christopher Engman

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