This particular challenge focuses on helping Wenco create a sales execution strategy to capture new mining customers

The company has a well established strategic plan that will be shared in detail, but needs to focus its efforts to win new "customer logos". Traditionally Wenco has sold to individual mine sites, rather than focus on executive level relationships across corporate enterprise customers. We need to capture new customers across the globe. In addition, we need to develop C-level relationships at the corporate level for customers we already have, but only at a mine site level. For example, Wenco has replaced its competition at one of the world's largest copper mine sites in Africa, but that customer has its headquarters in Vancouver, the home location for Wenco, yet no executive level relationship exists. Wenco needs to both increase the number of new customers, as well as develop enterprise-wide deals with existing customers.

To help us develop our sales strategy, students are expected to:

• Research our current strategy, through a detailed case study and confidential strategic plans that will be provided
• Research the top mining customers worldwide, determining key decision makers and important initiatives (via secondary or primary research)
• Prioritize potential customers, and help develop strategic action plan
• Prepare a plan and presentation delivered to executives of the company