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Challenges
- KELIO is a leading international provider of HR and access control software.
- In 2023, the company decided to strengthen its presence in the German market, recognizing that reaching a key milestone in its development required significant local investment to continue ensuring the satisfaction of its key account customers.
- Having already been working with a long-standing local distributor, KELIO chose to build on this partnership, which was growing rapidly, and form a strategic alliance. This required the creation of a new legal entity and the structuring of a local team to meet the needs of German customers.
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Solutions
- Creation of Kelio GmbH: The merger between Kelio and its historical distributor resulted in the creation of a new entity. ALTIOS supported KELIO’s teams in both France and Germany throughout the project (from drafting the articles of association, establishing the entity, to implementing various processes, including accounting, social, and tax). “ALTIOS also assisted us in finding the best support for setting up a subsidiary,” says Mickael BOMARD, Export Manager.
- Recruiting the local team: The merger required support in Human Resources. ALTIOS assisted KELIO in recruiting, including defining a recruitment strategy for the German job market and a salary package aligned with local market dynamics. The company also helped identify the right candidates in a very competitive job market. In addition, KELIO worked on integrating key people from the distributor into the new structure through assessments. To build an effective team of consultants and business developers, ALTIOS took into account several key factors: KELIO’s corporate culture and values, the ambitious nature of the project, the soft skills of existing and new staff, and an understanding of the German recruitment culture.
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Results
- Integration and support of employees from the former entity, with 7 new hires. Ongoing post-integration monitoring to ensure the cohesion of the Kelio GmbH team.
- KELIO is now focusing on expanding in the German market (structuring the company, developing the customer portfolio, etc.).
- Benefits of this support: time saved on all administrative procedures, access to expert advice on legal matters, and recruitment of well-suited candidates who align with KELIO’s needs, improving retention.
- Lessons learned from Mickael BOMARD: “It’s important to remain humble and take your time. You also need to listen carefully and avoid assuming you can apply a German development model from neighboring countries like the Netherlands or Poland. The approach is different in each country, and it requires a fresh perspective.”
Would you like to find out more about the KELIO Group’s experience and international development, particularly in Germany?
Anne Audrain, International Business Manager at ALTIOS France, recently spoke with Mickael BOMARD, Export Manager at KELIO France, about their development strategy and the key factors that have contributed to their success. Click on the button below!
