The Client
NewStore is a software business offering a modern solution – a mobile-first, omnichannel platform including a mobile POS that allows store retailers to do away with the “fixed till”. Moreover, this technology that allows stores to transact using just an iPhone in the store associate’s hand also enables “endless aisle”, loyalty apps and an order management system… in other words - True Omnichannel.
The Challenge
In 2021 Newstore needed local sales and marketing support as the company expanded internationally. The business had established a clear “ideal customer profile” or ICP, which meant that the target dataset needed real rigour. At the time there was only one local salesperson, but NewStore had referenceability in EMEA and APAC – and an appetite for ABM at scale.
Equally, the NewStore solution doesn’t fit neatly into an existing category such as eCommerce or CMS. Therefore all marketing and sales efforts needed to gain the attention of any target customer long enough to be properly digested so that the business problems solved could be truly understood.
It is worth mentioning that the founder of NewStore is Stephan Schambach who previously founded both Intershop and Demandware. This merely demonstrates the high expectations for growth and success within the business, and the pressure to get it right first time. ☺