Taking a European industry leader to the next digital level

To support the growth of EXHAUSTO there was a profound need to implement a new scalable commercial digital platform supporting brand awareness, lead generation, sales and support to clients across Europe.

The Story

Pivotal to its corporate growth strategy EXHAUSTO was shifting from being a well-known indoor climate solution provider to also become known as a highly capable technical partner for its clients, HVAC consultants and developers..

This required redesigning customer journeys and competitive experiences at all touch points based on a new scalable commercial digital platform catering for sales growth in multiple markets.
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Over the past decade, our market and customer expectations have evolved, creating a growing need for in-depth technical guidance—particularly on navigating ESG requirements and making it easy to compete within new climate change agendas.

How we helped

We started by answering the most important question: What do customers expect from EXHAUSTO and how do we turn this into savvy customer journeys and experiences at all digital and human touch points? Driven by this highly customer-centric approach we developed a road map for success for the following 24 months captured in three pillars.
  • Establishing a cross functional project team anchored in top management. Co-creating a scalable digital platform incorporating PIM, integrations and APIs, multilingual websites, and apps—while also supporting internal functions at EXHAUSTO, particularly marketing, sales, sales support, and product management.
  • Incremental implementation allowing for solid anchoring at local business units while introducing a novel series of indoor climate EXHAUSTO solutions. Tracking of performance regarding conversions throughout pipeline management.
  • Maintaining close collaboration with the customer to provide hands-on support and execute a range of project-related tasks—such as defining USPs for new products, migrating data to new markets, and delivering marketing content for social media channels.
  • Listening to customers and stakeholders and defining segments aligned to EXHAUSTOs offerings was pivotal for the growth strategy and its implementation. Much data was collected and revealed new perspectives for the growth trajectory.

Feedback

Results—and what’s next

KPI reached
60%
CX is not Implemented
120%
CX is Implemented

Working with the client for more than two years we now are at the point where the project has gone from project to operational mode. Now we are planning to take the next logic step incorporating AI and novel solutions to further support sales and marketing.

About the client  

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EXHAUSTO is part of the French Aldes Group – a family-owned group founded in 1925. Aldes Group is a design and manufacturing company specializing in indoor climate solutions. The solutions are targeted at homes, offices, hotels, schools and businesses. With the acquisition of EXHAUSTO in 2016, the Group is one of the largest European companies specializing in innovative ventilation solutions.

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If I had to sum up what the collaboration with Fellow has meant for me, it’s that they took the initiative to get to know Ibexa – a CMS that no one in Denmark was familiar with at the time. They have also supported us in our wish for our own expression – in very practical ways as well – and they are our ‘go-to’ consultants whom we can ask about almost anything. And if they don’t know right away, they always get back to us.

Get in Touch

René Tristan Lydiksen

Founding Partner.
Board member at DK Websales. Former champion at PwC, managing director LEGO Education, chairman at Sima Innovation, and partner at Oxygen.
linkedin linkrtl@fellow.dk+45 53 57 57 58

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Taking a European industry leader to the next digital level