Case Study |
| Customer Description: |
| • Small privately held VC backed European company |
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| Industry: |
| • Software |
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| Business Need: |
| • Build the US operations for this European based company |
| • Build alliances with leading ISVs and SIs in the US |
| • Make the company and it's technology 'relevant' in the US market |
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| Key Challenges: |
| • Unknown brand in the US |
| • Very strong technology; small deal sizes |
| • Fast moving market space, partially commoditized by open source |
| • Company is awash in data/reports/analysis |
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| Strategies/Solution: |
| • Assigned a five-person ‘interim management’ team in the US, including EVP North America, VP Sales, VP Marketing, VP Product Management and Director Demand Generation |
| • Rebranded, repositioned and renamed the company, initiated press and analyst relationships in the US |
| • Established strategic partnerships with Microsoft, IBM and others |
| • Partnered with a US based investment bank for sell side M&A advisory |