Unified Global Sales — How FOSS Uses Prezentor to Align Teams and Win More Deals

‍About FOSS

FOSS is a global leader in analytical solutions for the food and agricultural industries.  

Founded in 1956 in Hillerød, Denmark, FOSS develops and manufactures advanced instruments and data-driven analytics solutions — used worldwide for testing and quality-controlling dairy, grain, meat, feed, wine, and other agricultural products.  

Today, FOSS operates globally with roughly 1,700 employees and supports customers in dozens of countries.

The Challenge — Complex Products, Global Sales Teams & Inconsistent Sales Messages

Before using your platform, FOSS faced a set of challenges common to companies with advanced technology, global presence, and a broad portfolio:

• Their offering comprised many highly technical solutions (instruments, analytical services, data analytics) for different segments (dairy, grain, feed, wine, etc.) — making their sales message complex and difficult to communicate consistently across markets.
• With sales and service operations spread over many countries and teams, ensuring brand consistency, up-to-date materials, and that all salespeople — including new or less experienced ones — delivered the same message was difficult.
• Preparing for client meetings was time-consuming: sales staff had to gather relevant brochures, specs, and presentations manually; and customizing proposals per customer often meant significant admin overhead.
• Because the content was technical and diverse, training salespeople effectively — and ensuring they were equipped to discuss all solutions professionally — was challenging, particularly when rolling out new products.

In short: FOSS needed a way to unify, streamline and standardize their sales process globally — while making it easier for all reps, regardless of experience, to present complex offerings clearly and professionally.

The Solution — Prezentor Provides a Unified, Dynamic Sales Platform

By implementing Prezentor, FOSS transformed how they present, train, and sell — achieving alignment across teams, better communication, and more efficient workflows. Key elements of the solution:

• Prezentor became the single source of truth for all sales content — presentations, product information, technical specs and marketing material are centrally stored, maintained, and pushed out globally. This ensures that every salesperson uses the same, up-to-date material, preserving brand integrity and message consistency.  
• Sales teams gained the ability to build dynamic, customer-tailored presentations on-the-fly: depending on the client’s needs, the rep can select relevant solutions (e.g. dairy analysis, grain testing, feed quality) and quickly assemble a professional, targeted pitch. This flexibility makes meetings much more effective.  
• Prezentor supports training and onboarding: new or less experienced salespeople get the same quality of content as veterans, enabling them to speak knowledgeably and confidently about all offerings — technical and otherwise. As FOSS’ SVP of Global Sales and Marketing put it: “We are supporting the salespeople – especially with very little experience much better than earlier, because they have all they need.”  
• The platform ensures offline access: because FOSS’ salespeople often work remotely or at customer sites, it’s critical that sales material is accessible without internet. Prezentor’s offline capability lets them present professionally regardless of connectivity.  

Together, these capabilities turned a previously fragmented, manual, and inconsistent sales approach into a unified, efficient, and scalable global system.

Results & Impact — Aligned Teams, More Sales, Stronger Brand

Since adopting Prezentor, FOSS has been able to reap several concrete benefits:

• Aligned Sales & Marketing Teams — marketing and sales now share the same content, language, and value propositions; this alignment ensures that every customer hears a unified message regardless of region.  
• Improved Win Rate — with better sales presentations, more consistent messaging, and easier access to relevant material, FOSS reports an increased win rate.  
• Faster Onboarding and Better Training — new or less experienced salespeople get up to speed faster and are more effective during client meetings thanks to well-prepared, comprehensive content.  
• Professional & Consistent Customer Experience Worldwide — clients — no matter their location or what product segment they’re exploring — receive a consistent, high-quality pitch, reinforcing FOSS’ reputation for expertise and reliability.
• More Efficient Sales Process — reducing manual preparation, enabling dynamic presentations, and offering offline access have all improved productivity and reduced friction in the sales cycle.

As FOSS themselves put it: Prezentor helped them become “much stronger in our brand recognition because the customer sees the same message from FOSS.”

FOSS’ Own Words — Why Prezentor Worked for Them

“FOSS is a digital company; we make digital solutions and of course we wanted to present ourselves in that way.”  

“We are supporting the salespeople — especially with very little experience much better than earlier, because they have all they need.”  

This feedback underlines that Prezentor not only delivered a tool — but enabled a mindset shift: from fragmented, manual selling to unified, digital-first selling, fully aligned with FOSS’ identity as a high-tech analytical company.

Why This Case Matters — What FOSS Teaches Other Tech & Analytical Companies

The FOSS story illustrates how a company with:

• Complex, technical products
• A broad portfolio spanning multiple segments (food, agriculture, lab, analytics)
• A global sales and service footprint
• Need for consistent brand and message worldwide

can — by using a modern sales enablement platform — achieve:

• Global alignment between marketing and sales
• Consistent, high-quality customer-facing communication
• More scalable and efficient onboarding and training
• Higher win rates and a stronger brand presence
• Flexibility to tailor communication per client without compromising consistency or compliance

For any technology or analytical company facing similar complexity and scale, FOSS is a strong proof point: digital, centralized sales & content tools can transform the business — not just marginally, but structurally.