With a background in commercial leadership and years of experience working with manufacturing and B2B organizations, Martijn Potman, our new Teritory Manager, brings a pragmatic perspective on how Salesforce should support real business processes. Today, he focuses on building Enehano’s presence in the Netherlands, following the company’s recent expansion into the market.
From commercial roles to the Salesforce ecosystem
Martijn, looking back, what first brought you into the Salesforce ecosystem, and which experiences shaped how you work with customers today?
I didn’t start in tech. I started in commercial roles where I was responsible for growth, pipeline, and results. What consistently frustrated me was seeing organizations with capable people struggle because customer information and processes lacked structure.
From the first moment I have started with Salesforce, I didn’t see it as software. I saw it as a way to bring clarity, alignment, and scalability into commercial teams.
Martijn Potman
Sales Lead Netherlands
Over the years, especially while working with manufacturing and B2B organizations, I have learned that technology creates real value when it reflects real-life processes. That experience shapes how I work with customers today. I always start by understanding how sales, service, and operations truly function, and then translate that reality into a system. Never the other way around.
Choosing to build, not just sell
What made you join Enehano at this stage of your career?
At this stage of my career, I wasn’t looking for another sales role. I was looking for the opportunity to build something meaningful.
I wanted to work in an environment where market development, positioning, and delivery quality are closely connected. Over time, I reached a point where I wanted to combine my market knowledge, network, and experience with a partner that operates with strong delivery capabilities and an international perspective.
That combination allows me to focus on building a sustainable presence in the Dutch market. Not just closing projects, but establishing long-term credibility and relationships. I work closely with Enehano´s CSO Michal Mravinač to ensure that market development and delivery remain aligned from the start.
What Dutch customers expect from Salesforce partner
From your experience, what do Dutch customers expect from a Salesforce partner today?
Dutch customers are direct and practical. They expect clear communication, transparency around cost and scope, and solutions that avoid unnecessary complexity.
Most importantly, they expect a partner who understands their business context. Not just the technology, but how their commercial and operational processes actually work.
They are not looking for a PowerPoint partner. They value partners who ask critical questions, challenge assumptions, and help them make realistic, step-by-step improvements. In manufacturing and B2B environments, this often means understanding the full flow from sales through delivery, service, and after-sales support.
I always start by understanding how sales, service, and operations truly function, and then translate that reality into a system. Never the other way around.
Martijn Potman
Sales Lead Netherlands
Trust, credibility, and long-term mindset
When customers choose a partner, what builds trust fastest?
Trust is built through credibility and behavior.
Credibility comes from relevant customer cases, a clear understanding of the industry, and the ability to speak the customer’s language. Not only technical, but also commercial and operational.
Behavior is just as important. Being honest about what is possible, following up on commitments, and being well prepared in meetings. Dutch customers quickly sense whether someone is thinking long term or focusing only on the next deal. Acting as a partner instead of a vendor makes a real difference.
Differentiation and defining success in a mature market
What do you see as the biggest challenge when growing sales in the Dutch Salesforce ecosystem?
Differentiation is the main challenge. The Salesforce ecosystem in the Netherlands is mature and competitive, and many partners sound similar.
At the same time, customers are cautious with investments. They look for clear ROI, phased approaches, and early value. That means positioning Salesforce as a practical platform that delivers results step by step.
In this context, strong alignment between sales and delivery becomes essential. Promises need to match execution.
Dutch customers quickly sense whether you are thinking long term or focusing only on the next deal.
Martijn Potman
Sales Lead Netherlands
After one year, what would make you say this was the right move?
If, after one year, we have a solid Dutch pipeline built on our own positioning, strong relationships with Salesforce teams and customers, and several successful projects we can confidently reference, then I would consider it a success.
For me, success is not measured only by revenue. It is about building a foundation that continues to grow over time. Establishing trust, delivering consistently, and creating long-term value in the Dutch market would confirm that this was the right decision.
