Case Study: ANDES
Software manufacturer Andes is headquartered in Eindhoven, the Netherlands. The company is the market leader in the Netherlands and offers cities and regional governments software for process automation in the area of permits and notifications. Since the market share in the Netherlands at one point offered little growth potential and Germany was lagging behind the Netherlands in terms of digitalization, the move to the German market was obvious.
The big challenge was to win German governments as customers as a foreign software producer. Given the relative unfamiliarity at the time with SaaS solutions, personal data protection rules and other legal issues, it was an absolute challenge to convince the, regarded as rather conservative, target group of a “pioneering cooperation” with a Dutch supplier.
Cooperation with INDIPA
Partner on the German market
Right from the beginning, INDIPA was Andes’ partner for the German market. INDIPA identified customers and contact persons and arranged personal appointments with them.
INDIPA director Christoph Schulte soon became Andes’ German representative. Christoph supervised the personal appointments of Andes employees and also carried them out partly on his own responsibility. This did not stop there; Christoph Schulte supervised the market entry process for several years until cooperation with the first government agencies began. Until then, various meetings such as sales presentations, coordination meetings and negotiations with potential customers were required. The wishes and requirements of the governments regarding the digitization and automation of their work processes had to be understood and mapped, which INDIPA also successfully supervised.
Subsequently, INDIPA supported Andes in the establishment of a German GmbH and has since served as the registered office for the technology company.
In addition, INDIPA also advised Andes in the area of data protection and assisted in finding a German hosting partner.
Andes’ growth in Germany necessitated the establishment of a special sales team. Christoph Schulte is closely involved in the process of selecting and hiring Andes’ sales staff. He also closely supervises the onboarding of sales employees and provides individual sales training as part of this.
In addition, the INDIPA team has been providing customer support to Andes customers for many years.
Foundation of a GmbH, first German customers, fantastic!
Andes managed to successfully set up its business in Germany and is now growing rapidly. INDIPA and its Managing Director Christoph Schulte have played an important role in this. From the beginning, INDIPA has been very successful on many levels in supporting the market entry and growth of Andes in Germany.
smooth establishment of a GmbH
first customers in Germany quickly won
solid growth of Andes in Germany
“It was a pleasure to work with the team from INDIPA. Together we set up our German company and acquired our first German customers. Fantastic!”
Managing director Andes, Marc van Brakel