Company Description

WeWork is a global real estate company offering coworking spaces, shared office spaces, and workspace solutions to a community of entrepreneurs and businesses of all sizes. WeWork provides beautiful and flexible workspaces, with an emphasis on design, featuring private offices for teams of all sizes, with glass walls preserving privacy but without compromising transparency and natural light.

Localized common spaces are designed with a unique aesthetic and vibe to inspire teams and guests. Spaces boast scalable business services, aimed at inspiring growth and innovation within its community of users, ranging from individuals, startups to established enterprises.

WeWork operates on a global scale with locations in several foreign countries including Canada, China, India, Israel, and certain countries in Latin America, Europe, the Middle East, and Africa. It generated approximately $862.3 million of revenue from these foreign operations, contributing to about 34% of companywide revenue.

Whatever your business needs may be, whether a global scale or a local office space, WeWork offers flexible terms and hybrid solutions. Its services also extend to enterprises by offering specialized solutions. Key offerings of WeWork include coworking spaces, community creation, collaborative spaces, connections between businesses, shared office spaces, and enterprise solutions for bigger firms.

WeWork also hosts a certain number of venues and event spaces reflecting their commitment to the community by providing opportunities for networking and collaborative events.

WeWork continues to redefine the workplace of tomorrow, bringing innovative, practical, and collaborative workspace solutions to the modern entrepreneur and corporations across the globe.

I. Objective

The main goal of this sales strategy is to identify potential opportunities to sell a business-to-business Software as a Service (SaaS) product to WeWork. Our objective is to align our product with WeWork's main pain points, which are effective scaling and adaption of services, optimizing operations across global locations, maintaining a cohesive community culture, maximizing office space utilization and enhancing their digital experience.

II. Customer Analysis

Company Profile

• Name: WeWork
• Industry: Real Estate
• Size: About 6100 employees
• URL: wework.com
• Keywords: coworking, community, collaboration, connecting, shared office space, entrepreneur, office space, enterprise solutions, event planning & services, real estate, real estate services, shared office spaces, venues & event spaces

Pain Points

• Global operations: WeWork operates in multiple countries, which presents a challenge in effectively managing and optimizing operations across these locations.
• Service scaling and adaption: The company serves a diverse clientele and hence, needs to continuously rethink and adapt their workspace strategies based on changing customer needs.
• Community culture: WeWork aims to foster a community-facing culture across its numerous locations worldwide, and needs to maintain the consistency of this experience.
• Office space utilization: With fluctuating business needs and the emergence of remote work, WeWork struggles in ensuring optimal use of its facilities.
• Digital experience: WeWork aims to provide a user-friendly digital platform for its potential customers and existing members, and any complication in their digital transactions can negatively impact user experience.

III. Opportunities

Based on WeWork’s pain points, potential opportunities may include:

1. Selling an Enterprise Resource Planning software that streamlines global operations.
2. Offering a customer data and analytics software that facilitates understanding customer needs and solution development.
3. Providing a community engagement software that can help maintain and strengthen community culture.
4. Introducing an intelligent space utilization and demand prediction software that can help optimize office space usage.
5. Enhancing WeWork's digital experience through a SaaS platform that can speed up digital transactions and improve the overall user experience.

IV. Strategy

• Align with pain points: Demonstrate how our software can address each of WeWork's key pain points.
• Emphasize flexibility and scalability: Our software solutions will need to adapt and scale with WeWork's evolving needs.
• Highlight operational efficiency: Showcase how our product can help streamline operations across different locations.
• Promote enhanced digital experience: Our software can simplify and expedite WeWork's digital transactions, thereby enhancing customer satisfaction.

V. Action plan

• Prospect Identification: Identify key decision-makers within WeWork.
• Outreach: Initiate contact via email or direct phone calls.
• Presentation: Host virtual or in-person demonstrations of our product.
• Follow-up: Regular follow-ups to keep the company engaged and address any queries or doubts.
• Closure: Discuss contracts and finalize the deal with the desirable terms and conditions.

VI. Potential Barriers and Solutions

• Barrier: Resistance to change existing systems and processes.
• Solution: Highlight incremental benefits and ease of transition to our software.
• Barrier: Concerns about costs associated with implementing a new software system.
• Solution: Demonstrate long-term savings and efficiencies gained from the software.

VII. Metrics for Success

• Number of successful pitches to WeWork management
• Number of software demos conducted
• Number of follow-ups needed before closure
• Total time taken from initial contact to deal closure
• Feedback from WeWork post implementation, to measure customer satisfaction

VIII. Review

After the implementation of the sales plan, regular reviews must be conducted to analyze the efficiency of the operations and to measure the overall success of the plan.