The Challenge
While Horizon Legacy possessed cutting-edge robotic technology and proven development capabilities—having built over 7 million square feet since 1952—scaling its disruptive construction automation business model required a highly structured, modern B2B sales operating strategy.
To accelerate commercial growth and validate market opportunities, Horizon Legacy needed to:
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Evaluate End-to-End Sales Operations: Gain full visibility across the enterprise revenue chain (from market strategy to customer retention).
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Bridge Operational Gaps: Assess existing sales and marketing practices against B2B enterprise best practices.
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Standardize Complex Sales Processes: Define Ideal Customer Profiles (ICPs), Total Addressable Market (TAM) parameters, buyer personas, and decision-making account maps.
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Align Systems & Automation: Create seamless operational cohesion between CRM workflows (Zoho) and enterprise resource planning (Sage).
Horizon Legacy, a pioneer in construction automation and 3D-printed housing, partnered with SalesChoice to evaluate and optimize its end-to-end Sales Operating Process. Through a capability gap analysis, Ideal Customer Profile (ICP) mapping, and a structured execution roadmap, SalesChoice provided the strategic and execution insights needed to modernize Horizon Legacy’s revenue chain, streamline CRM and automation workflows, and position the company for rapid market expansion.
”SalesChoice was engaged to help our robotics construction company look at our Sales Operating Process end-to-end, and guide us to optimize our process so we can accelerate our growth. They developed a sales capability model and evaluated our current operating practices against best practices and helped us develop a roadmap with accountabilities. They provided strategic and execution knowledge in CRM and automation processes, but also were value-centric in solutioning and delivery.
Nhung NguyenCEO
The Solution
SalesChoice executed an agile, three-phase consulting engagement to evaluate Horizon Legacy’s end-to-end sales operations and establish a scalable roadmap for growth.
Key initiatives included:
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Current-State Gap Analysis: Conducted collaborative working sessions and digital audits to map existing sales practices against B2B best practices, identifying key operational bottlenecks.
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Capability & Process Assessment: Delivered a customized Excel Sales Process Capability Assessment Scoring Worksheet and Gap Analysis report to evaluate and benchmark internal practices.
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ICP & Account Strategy Framework: Defined Ideal Customer Profiles (ICPs), buyer personas, customer segmentation, and account prioritization strategies to improve win rates across target sectors.
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Sales Enablement & Training: Facilitated executive workshops on complex sales lifecycle management, aligning marketing, sales, and CRM workflows (Zoho and Sage).
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Actionable Execution Roadmap: Developed a clear Sales Operating Plan Roadmap with explicit governance, role accountabilities, and growth milestones to guide scaling execution.
”Horizon Legacy is now on a path where we have upgraded knowledge in sales and marketing. We highly recommend SalesChoice and see us continuing to build a relationship over the long-term. What I really enjoyed about working with them is they deeply care about their customers' well-being and their strong innovation and AI orientation to enable digital transformation.
Nhung NguyenCEO
The Results
The engagement equipped Horizon Legacy with the operational blueprint needed to transition from emerging technology innovator to scalable industry leader:
- Upgraded Organizational Capability: Enhanced knowledge across internal sales and marketing teams, establishing standardized routines for complex sales cycles.
- Clear Accountabilities & Execution Roadmap: Established an actionable growth plan with defined targets, metrics, and operational steps.
- Optimized CRM & Process Architecture: Laid the foundation for optimized Zoho CRM processes and value-centric automation workflows.
- Long-Term Strategic Foundation: Positioned Horizon Legacy to achieve its target quarter growth goals with clear direction on resource allocation.
