How Klanik structured and accelerated its growth with Boond

A growth stage to be crossed

In 2020, the French IT company Klanik, which had been experiencing strong growth for several years, was caught up by a major challenge: its tools were no longer adapted to its business. With 130 employees and a multi-site organization, the need for more effective management of commercial and HR activities is becoming a priority issue.

The Lyon agency, launched by Thomas JAUBERT, illustrates this dynamic well. While developing rapidly, internal organization shows its limits: a homemade tool completely abandoned by salespeople, an overload of HR and ADV teams, and fragmented collaboration. This situation is causing a lot of tensions within teams, and the company must rethink its approach in order to continue to grow.

When Thomas was appointed Group Operations Director, Boond was quickly chosen. This partnership then marked a turning point in the management of Klanik's business. Its deployment will transform the way teams collaborate, with tangible results on several strategic axes.

Growth: a leverage effect on business

Sales teams worked mainly on Excel, via scattered files, with day-to-day business management, due to a lack of global visibility. With very little history, the teams encountered difficulties in preparing for their appointments, as well as in analysing an account as a whole. The commercial and candidate pipe was materialized via post-it notes on the premises. Key account opportunities were little exploited, because managers lacked visibility on the activity of their teams (appointments, reports, etc.): they could not help them prioritize their actions. And every time a salesperson left the company, Klanik suffered a huge loss of information due to a lack of centralized history.

Accelerated business and better performance

• Creating qualified contacts has never been easier with the Linkedin extension: a base multiplied by 2.5 in one year following the deployment of Boond.
• A unique CRM offering all salespeople a 360 vision of the customer base and needs. Sales representatives have a centralized history and are becoming more effective in preparing their appointments.
• Managers who now have access to the details of their teams' activity (dates of appointments, contacts, reports) and who can help them better prioritize their prospecting actions. A better analysis of the successes and failures following the presentation of profiles to customers thanks to easier access to data (candidates, resources and needs).

Sales representatives who pool their efforts and work together on major accounts

• A global vision of major accounts has emerged: sales representatives from various agencies work on common customers, which is generating a very strong acceleration in the development of major accounts.
• A collaboration that contributes to the improvement of Klanik's referencing among major accounts: the IT services company has increased to 10 referrals per year since the launch of Boond (compared to one per year before Boond).

Finally, sales representatives leaving much less of an impact for Klanik

• All the history is centralized in Boond (past appointments, contacts, reports...).
• CRM files can quickly be reassigned to other sales representatives to ensure business continuity.

Recruiting that accelerates

HR teams spent a lot of time creating new candidates before they could share them with salespeople. Despite careful qualification, the talent base was difficult to question. This sometimes forced teams to start sourcing again, because they did not identify the right profiles available. The sharing of candidates between agencies was very unstructured, making it difficult to recruit on a profile basis.

Better exploitation of the talent base, making recruitment more effective

• Approximately half a day per week saved on the creation of candidates thanks to the Linkedin extension.
• A candidate database that is much easier to interview with finer and faster searches.
• A better categorization of profiles that allows better monitoring of top profiles: teams can now program reminders on each candidate to ensure personalized follow-up. They can also switch candidates en masse from one stage to another and save time in their recruitment cycle.
• A gain in responsiveness with the possibility for HR teams to position profiles directly on needs. Sales representatives can track and manage each proposal thanks to positioning states.
• Better visibility on the history of each consultant (availability, current and past missions...). Optimized intercontracts thanks to better forecasting the end of projects.
• Finally, a candidate base shared across all Klanik Group agencies.

A collaboration reinvented

Each department worked in silos, and salespeople were constantly reaching out to HR and ADV for information, as they weren't using their internal solution themselves. The company's general meetings illustrated this situation well: their effectiveness was compromised by highly operational exchanges of information between the teams. Without a common tool to work on a daily basis, this monthly meeting became the main way for salespeople to share their current HR needs, at the expense of the official announcements scheduled on the agenda.

All employees have access to a unified database, avoiding redundancies and information losses

• A centralized and unique view of data.
• Card sharing and discussion threads to communicate better.

Sales representatives have been made responsible for extending services, a role previously devolved to sales representatives.

• Change management led by management to reason the load between teams
• Teams that quickly adopted the tool and praised the intuitiveness of the solution

Tensions between teams have significantly reduced, thanks to optimized information sharing and better alignment of objectives.

• No need to work on current needs during extended meetings, all data is accessible and activated in Boond: via the forms directly, via common dashboards, via saved searches.
• An ability to work together synchronously and asynchronously, with, for example, HR teams that can directly position talent on current needs and notify the sales representative in charge of the need.

A catalyst for growth

The deployment of Boond at Klanik was a real driver of transformation. By repositioning salespeople at the center of collaboration, the company has streamlined its processes, strengthened its key account approach and maximized its operational efficiency.

For what result? Renewed growth, better talent management and a more agile organization, ready to take on new challenges.