Breaking Down Silos: How ABB Expanded Market Reach Through Nexus Power’s Cross-Vertical Expertise

ABB, a global leader in industrial technology, traditionally segmented its sales efforts into distinct vertical markets. While this focused approach has its merits, it inadvertently created silos that limited cross-market collaboration and hinders the discovery of synergistic opportunities.

The Challenge: Maintaining Brand Consistency Across Diverse Vertical Markets

• Duplicated Efforts: Independent sales team engagement across vertical teams risks significant customer frustration due to redundant contact.
• Missed Synergies: The opportunity cost of insufficient cross-market communication is substantial, as it has limited strategic alignment across vertical teams and prevented the full capitalization on a collaborative approach to shared insights and best practices.
• Inconsistent Customer Experience: Multiple teams contacting the same customer for cross-selling initiatives and customer relationship management can lead to confusion and diminished customer experience, in addition to increasing costs.

The Solution: A Unified Approach with Nexus Power

Nexus Power partnered with ABB to break down these silos and drive growth. Our integrated approach leverages specialized expertise within each vertical market while fostering seamless collaboration across divisions.

• Cross-Functional Teams: Nexus Power established cross-functional teams to share knowledge and best practices.
• Advanced Analytics: Nexus Power employs advanced analytics to identify cross-selling and upselling opportunities.
• Optimizing engagement throughout the sales cycle: Nexus Power employs a strategically integrated engagement model, capitalizing on the distinct touchpoints of each division throughout the sales cycle. This approach enables the company to leverage early-cycle project insights, such as market intelligence regarding long-lead-time transformers and switchgear, to effectively secure both stock and flow business

The Results: A Measurable Impact

Nexus Power’s approach has yielded significant benefits, including a 3X revenue growth increase for ABB through cross-selling compared to companies without this strategy, and enhanced customer satisfaction due to a streamlined, single-point-of-contact experience.

• Commercial Division wins for Stock & Flow: Nexus Power secured the ABB gear contract for a water treatment plant, enabling subsequent engagement with the contractor and the successful acquisition of the T&B OCAL contract.
• Industrial for OEM: Our deep understanding of Industrial products and market dynamics has enabled us to successfully introduce traditionally Industrial -exclusive products to the OEM sector (examples include Medium Voltage components as well as complete Medium Voltage line-ups) , generating new revenue streams for ABB.

The partnership with Nexus Power delivers significant value to ABB by breaking down vertical silos and expanding its market reach. Nexus Power’s integrated cross-vertical strategy allows ABB to leverage diverse insights, provide comprehensive solutions, and deliver exceptional customer value.