Case Study |
| Customer Description: |
| • $2M Application Security Service Provider |
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| Industry: |
| • Software/Internet Security Software |
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| Business Need: |
| • Sales Force startup and acceleration |
| • Catalyze an existing business |
| • Help identify and close marquee customers |
| • Develop and implement new processes for a sustainable sales operation |
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| Key Challenges: |
| • Unknown brand in a new market |
| • Sales messaging inconsistent and ineffective |
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| Strategies/Solution: |
| • Assessment of existing sales organization |
| • Build a new sales team |
| • Implement proven processes for demand generation, prospecting, and overall sales process |
| • Evaluated market attractiveness and contributed to strategic planning of spin-out technology |
| • Implement large account strategy |