Case Study: Leybold North America boosts sales and trusted advisor status with Challenger

Pressure to Reduce Costs is Leading to Under-appreciated Risks

Leybold North America, an Atlas Copco company in the vacuum technology industry, needed to move beyond product-and-price conversations and help its sales, application, and service teams better communicate the value of its expertise across complex industrial, food and beverage, and R&D applications. The challenge was how to scale insight-led conversations that could address customer focus on cost and highlight the risks of relying on outdated vacuum technologies.

Challenger implemented a 9-month Challenger Development Programme that combined leadership alignment, pre-work, a 2-day “Challenge Yourself” workshop, and 90 days of reinforcement. Using Challenger’s Teach, Tailor, Take Control, and Constructive Tension framework, Leybold North America reported $12.5 million in closed and potential contract value tied to the new skills, and about 80% of participants said customer conversations improved and reactions were positive.

Leybold North America

Carl Brockmeyer

General Manager