Case Study |
| Customer Description: |
| • $50M Offshore Software Development Outsourcer |
| |
| Industry: |
| • Software/Custom Development |
| |
| Business Need: |
| • Build Sales organization, processes, instill discipline |
| • Develop a sales strategy & approach to the desired market segments |
| |
| Key Challenges: |
| • Offshore management team |
| • Decentralized decision-making |
| • Lack of messaging and positioning |
| • Aggressive financial targets |
| |
| Strategies/Solution: |
| • Identify the company's specific strengths in the context of their market |
| • Develop & deploy demand generation programs |
| • Develop & deploy the tools required to sell to appropriate segments, including sales messaging and collateral |
| • Attract, identify, and hire salespeople, marketing, and sales operations personnel |
| • Build an enterprise-quality sales team to sell to the VP Engineering level |
| •
Grow the company's business in existing, large accounts
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