“Building Sustainable Customer Relationships with Barry on the Line"
Companies struggling with manual processes, Excel sheets, and other elusive data: Max Steg and his partner Zhenja Gnezdilov solve it for them. With FRISCON, they help modern wholesalers and construction companies automate their processes and leverage their data.
"Our dream customer is someone open to change," says Max. "Not stuck in methods, but ready to grow." Not only FRISCON's customers are growing, the company itself is making great strides. FRISCON has evolved from a startup at the kitchen table to a team of six. But with growth comes a new challenge: a consistently filled pipeline.
The Peaks and Valleys of Acquisition
"We are good at what we do. We build dashboards, reports, AI applications – digital copies of business processes that provide insights and take work off hands. Customers save time and gain peace, and improve their margins," says Max. "But sales is a whole different ball game."
Although Max enjoys the sales side, consistent attention remains a challenge. "That consistency – that was difficult. We had periods where big projects consumed all attention. Then acquisition took a back seat. While those conversations with new parties are simply necessary."
Barry as an Extension of the Team
Through an existing connection, Max came across Barry. "What I like about Barry: you pay for a fixed number of appointments per month. And they keep that promise: that builds trust."
The first few months were a bit of a search: which customer fits FRISCON and vice versa. "Not all conversations were immediately successful, so we worked together to refine the target audience. Now we are sitting with the right people at the table."
With Cornelis as the dedicated Barry, Max is more than satisfied. "He makes calls for us, everyone on our team knows him by now and he feels like a half colleague. He recently spotted an opportunity for us on LinkedIn, and he immediately lets us know. It's great that he really thinks outside the box of his assignment. We have regular contact with him, texting, calling, sometimes a beer and a burger at Barry's office."
Growing with a Sustainable Foundation
The collaboration with Barry started in February and the first customer through Barry has already been acquired. The goal is clear: eight appointments and one customer per month from the conversations. "We are very happy that the first real customer is already through Barry. We often have long sales processes, sometimes it takes a year before the contract is signed."
With the boost of new customers, ambitions reach further. "We are looking for a new office and want to grow to a team of twenty. And we want to be even more of a sustainable data partner for customers – long-term collaboration instead of passing project-based."
"If you are looking for a party that makes a clear promise – and keeps it – then Barry is the right choice. The lines are short, the contact is personal, and you can always discuss what works and what doesn't."
And calling? "That remains the fastest way for me. Our processes are long and complex. It's better to speak to someone directly than wait for a click on an ad. Barry understands that."
