Five questions for Michael Kraft and Christiane Schott at TOPdesk Deutschland GmbH
Michael Kraft is the account manager at TOPdesk Deutschland and Christiane Schott is responsible for planning and presales. Together they do their best to make TOPdesk a lucrative company in Germany.
TOPdesk Deutschland in Kaiserslautern turned one in September. How’s it going now?
Michael: In the first year you continue to come across new milestones. The company was set up in August 2004. I was convinced that if you wanted to succeed in Germany it was a good idea to also establish yourself there and begin working with German people.
Christiane: That’s why ‘Learning by doing’ is our motto. I began working for TOPdesk in December and since then we have taken over increasingly more business aspects from TOPdesk in the Netherlands, including all the financial elements.
Michael: It’s becoming a real company now that we have Björn and Arndt, and hopefully another new consultant shortly.
How’s working together with TOPdesk in Delft going?
Michael: At the beginning we had frequent contact. I went to the Netherlands on a regular basis to get everything organised and to get to know everyone. We’re now becoming increasingly independent. It is our intention to build up an organisation structure similar to TOPdesk in the Netherlands. The development department will however, remain in Delft.
Christiane: In addition, all new German employees will complete an internship in the Netherlands, in order to get to know both the company and the product better.
Has your view of the Netherlands changed?
Christiane: What I’ve noticed up until now is that the Dutch are very direct. Germans are more reserved. This also means that Dutch people, at least at TOPdesk, are very involved. They’re really interested in us and are very helpful; and that’s important.
Michael: The only thing that strikes me is that the Dutch have a different driving style. But I don’t wish to generalise any further!
Christiane: I know the Netherlands a little, mostly from holidays I went on as a child. I find it odd that most houses never close their curtains. In the evening you can always look inside. This certainly gives a welcoming feeling and shows a sense of trust, or something similar.
Michael: What I always notice when I’m in the Netherlands is, in particular, the unique TOPdesk culture, which we certainly wish to take across with us to Germany.
What do you think distinguishes TOPdesk culture?
Michael: How will I describe it? Young people, innovation and technology, doing your best for the client, learning and daring to try things out.
How favourable is the German market for TOPdesk?
Michael: Very little use is made of Service management applications in Germany. So where there is little demand, there is also little on offer. ITIL is now beginning to break through and that has had a positive effect on the demand side of the market. TOPdesk Deutschland is therefore delivering at the right moment.
Christiane: What’s really nice and important for us is that the German clients, and potential clients, are very honest and open about what they think about TOPdesk software. As a result we are much better able to help them. We are also able to better indicate what is important for certain target groups in the sales trajectory.
Where will TOPdesk Deutschland GmbH be at in two years time?
Michael: We want to grow big enough so that we no longer fit into our current office!
Michael and Christiane: We are now noticing that more pieces of the puzzle are falling into place. In the future we want to become even more independent, so that we have a Sales department and a Consultancy department, just like in Delft.
Michael: The German market is for TOPdesk a green, grassy meadow. We’re very optimistic about the future.
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