Case Study: KPN boosts glass fiber sales with Briggs + Walker’s door-to-door platform

How KPN drastically increased sales of a complex product through a door-to-door approach

KPN, the largest internet and telecom provider in the Netherlands, faced the challenge of establishing a new door-to-door sales channel for its complex fiber glass product. The goal was to succeed in rural areas while managing internal expectations for results and avoiding an aggressive sales approach that could alienate consumers. They partnered with vendor Briggs+Walker to find a solution.

Briggs+Walker provided its platform, including the Location Manager and Field app, to help KPN supervise external sales teams and monitor performance in real-time. This enabled meticulous management, lead capture, and data-driven collaboration. The solution was highly successful, resulting in a significant contribution to KPN's sales channel mix with little to no consumer complaints and helping to increase shift conversions to a highly profitable state.

KPN

Frank Koevoets

Thema Lead