Summary 4

We’ve now completed two assignments for this $500M software company.  The initial project was a very detailed Precision Segmentation analysis that pointed out additional sales opportunities and laid out how the company should position itself competitively against both larger and smaller players, and developed a set of associated value propositions.  These findings were based on detailed competitive and statistical analyses derived from live interviews with almost 140 actual and potential customers.  The second project we collaborated with the company’s internal research team, and compiled a correspondingly in depth analysis of their sales organization, analyzing the root causes of past sales successes as well as shortfalls.  This analysis resulted in recommendations on how to organize the sales force for greater effectiveness and efficiency.