Case Study
Ignite Procurement
Building the human capacity behind commercial performance in a new market
A focused engagement with Ignite Procurement's Swedish sales team, strengthening the human capabilities needed for consistent execution in complex sales to larger companies.
Commercial Performance
4.6×
Revenue in the Ignite Procurement case
Human Performance
67
eNPS in the Ignite Procurement case
Client quote
“We've made a huge quality journey.”
Remi Morken, CCO, Ignite Procurement
Situation
Ignite was building the Swedish market from the ground up. The strategy and commercial architecture were already strong. The challenge was execution: could the team apply them consistently through long sales cycles with larger companies, while handling uncertainty, setbacks and the pressure of building a new market?
Philip’s contribution
The engagement focused on the human execution layer: focus, confidence, ownership, emotional regulation and resilience — developed in the context of real commercial work: discovery, stakeholder management, business cases and deal prioritisation.
Human Performance
- Focus
- Confidence
- Ownership
- Resilience
- Emotional regulation
Execution
- Decisions
- Conversations
- Priorities
- Consistency
Commercial Performance
- Pipeline
- Conversion
- Revenue
- Growth
Observed change
The case reports 4.6× revenue and an eNPS of 67. These results reflect a shared effort by Ignite’s leadership and sales team, with Philip’s coaching and support.
Philip helped the sales team strengthen the focus, confidence and ownership needed to put the commercial strategy into practice, working on business cases, stakeholder management and deal prioritisation in real sales situations.
What changed
1. Stronger business-case quality — reps became better at translating customer pain into a commercial case for change.
2. Better navigation of complex enterprise deals — improved stakeholder management and ability to distinguish genuine buying signals from activity.
3. Greater self-management under pressure — stronger focus, ownership and emotional regulation when deals stalled.
“It's night and day. I've gained much better self-awareness and can understand my own patterns in a completely different way.”
What could better performance look like in your team?
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