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Sales & Marketing Acceleration - High Tech - Mid-Sized Company
The Challenge:
Mid-size software company couldn't achieve sustainable growth across different product lines. "Bread and butter" businesses slowed over six consecutive quarters, requiring a new approach to their higher end product lines.
Road Map:
Reevaluated investment strategies to leverage cash cows to invest in new growth markets;
Created product bundles that crossed traditional product lines
Ignition:
Identified emerging market opportunity with no clear market leader;
Leveraged most recognizable brand identity and framed the problem to match offering;
Marketing programs, collateral, corporate branding reinforced new go-to-market approach
Acceleration:
Closed first order within six weeks of relaunch;
Pooled budgets and sales organizations across product lines to extend reach;
Retooled service offering from software training to service delivery in problem domain
Cruise Control:
Grew total revenue (license, service, maintenance) by more than 10 times;
Became a true solution provider to customers |
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