Securitas — Digital Transformation Driving 37% Sales Productivity Improvement
Securitas, a Large Enterprise Security Services company, achieved measurable value creation through Sales Efficiency. - **Sales productivity (IMD-sourced)**: According to an IMD Business School client impact study on the Securitas digital transformation program, sales per employee increased by more than 37% over the five-year strategy period (2018-2023).
| Company | Securitas |
| Industry | Security Services |
| Company Size | Large Enterprise |
| Primary Lever | Sales Efficiency |
| Key Result | - **Sales productivity (IMD-sourced)**: According to an IMD Business School client impact study on the Securitas digital transformation program, sales per employee increased by more than 37% over the five-year strategy period (2018-2023) |
Securitas AB, the Sweden-headquartered global security services company, generated approximately SEK 101.5 billion (~$9.9 billion) in annual revenue in FY2018 with over 370,000 employees across 58 countries. The company's sales process was heavily manual and relationship-driven: branch managers doubled as salespeople, client data lived in disconnected local systems, and there was no standardized sales methodology across markets. Technology and solutions — higher-margin electronic security, monitoring, and integrated security systems — represented only 20% of total revenue, with the remaining 80% coming from lower-margin guarding services. The sales force lacked the tools and data to effectively cross-sell technology solutions to existing guarding clients, leaving significant revenue on the table.
Between 2018 and 2023, Securitas executed a comprehensive digital transformation of its sales operations as part of its five-year strategy:
- **Sales productivity (IMD-sourced)**: According to an IMD Business School client impact study on the Securitas digital transformation program, sales per employee increased by more than 37% over the five-year strategy period (2018-2023)