Case studies / Wertwandler
How Wertwandler got out of its bubble.
Lean and agile transformation consultancy, Bern, Switzerland
Wertwandler grew through its own network until the network ran dry. We helped Markus build Strategiewerkstatt, a strategy podcast where he talks with IT and Pharma leaders across DACH. Every episode builds his brand, and every guest becomes a relationship. Within two weeks he was talking to leaders outside his network. In the first 10 months, 282 meetings were booked.
282
Meetings booked
In the first 10 months.
98
Episodes recorded
In the first year of the podcast.
2 weeks
To new relationships
With leaders outside the network.
2
Partners on the podcast
A second partner joined for healthcare.
Where they started
Great work, and the same people every time.
Wertwandler is a small boutique consultancy in Bern. They help IT and Pharma organizations through lean and agile transformation. New work came through the partners’ own network, and in a small, slow market the network was running out.
- “There’s no new leads popping up. It’s always the same people we talk to. It’s always the same offers we send out.”
- “I think we felt stuck in our own bubble, and especially the agile coaching bubble is a bubble.”
- “I do marketing. I do sales. I do also the work at the client.”
Dr. Markus Schmotz, partner, Wertwandler.
What was in the way
Two constraints.
- Nobody outside the network knew the name. Wertwandler’s work was strong, but there was nothing that put Markus in front of leaders who had never heard of him.
- One person doing everything. Markus sells, markets and delivers. Anything new had to fit around client work.
What we built
A podcast that builds the brand and the relationships.
- The podcast
- Strategiewerkstatt: real conversations on strategy with IT and Pharma leaders across DACH.
- Invitations
- Personal invitations in German to the leaders Markus wanted to learn from.
- Production
- We edit and publish every episode, with clips, so Markus only has to show up and talk.
- Brand presence
- A YouTube channel, clips and a podcast website, so every conversation keeps working after it airs.
- Relationships
- Every guest gets a written report built from their episode. It keeps the conversation going long after the recording.
- Entry offer
- Iteration Zero: a fixed 2 to 4 day sprint that gives a new client a fast, low risk first step.
Results
From the same few people to a full calendar.
| Metric | Before | After |
|---|---|---|
| Where relationships came from | Own network | IT and Pharma leaders across DACH |
| Meetings booked | Referrals only | 282 in 10 months |
| Best month | None | 55 meetings |
| Episodes recorded | None | 98 in the first year |
| Brand presence | Word of mouth | Podcast, YouTube, clips and website |
“If you would see my calendar now, it looks like a mess. It’s like a positive mess.”
What comes next
Every guest is a relationship.
The podcast now runs for a second partner, focused on hospitals and healthcare. Each new episode adds to a library of conversations that keeps Wertwandler top of mind across DACH.
Timeline
Start
Kickoff. Markus picks the podcast.
Month 2
First invitations go out. New relationships within two weeks.
Month 3
Best month: 55 meetings booked, 32 episodes recorded.
Months 4 to 5
First new clients signed.
Year 2
Podcast website live. A second partner joins. Iteration Zero launched.
Now
Every guest gets a personal report. Engagement continues.
In their words
“So the first major change really happened that, let’s say, within two weeks, I had contact to people outside of my bubble.”
“Everyone gets big eyes when I tell them roughly what I do in terms of marketing. Say, Wow, that’s working? I haven’t thought of that.”