Case Study |
| Customer Description: |
| • $25M enterprise software provider |
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| Industry: |
| • Software/Enterprise applications |
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| Business Need: |
| • Restart/Turnaround: Transform and revitalize an existing business |
| • Raise the level of visibility in the eyes of analysts and market makers, as well as potential customers |
| • Create sustainable revenue stream |
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| Key Challenges: |
| • Relatively unknown brand |
| • Unprofitable model and target customer base |
| • Poor messaging and differentiation |
| • Offshore development team |
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| Strategies/Solution: |
| • Identify the market space that the company should operate in |
| • Position both company and product to compete there |
| • Identify appropriate target market(s) and deploy programs to create brand identity and generate sales leads |
| • Build an enterprise-level sales team with experience and expertise to sell the product line at C-level |
| • Implement major account sales strategy and activities, and leverage existing accounts for expansion |