Case Study 1: Software Company

Situation: Company’s growth business, building and promoting a web presence for small and midsize businesses was quickly losing share to extremely well-funded competitors. Revenue was falling and marketplace differentiation was eroding quickly.

Action: A full marketplace analysis was conducted to establish competitive strengths and weaknesses and determine the unique positioning for Company’s offering. The offerings were revised and a new, more focused Unique Selling Proposition was established, positioning the company as the back-end white label technology provider. Products, sales packages and pricing structures were also rebuilt from scratch.

Results: In the 15 months since the changes were implemented, the company more than doubled its client list, landing some of the most prominent independent publishers in the country as well as a few internationally. The revenue forecast for this new product line is up almost 300%, and the company has established itself as the premier solution in the marketplace.

Case Study 2: Business Services Company

Situation: This marketing and services company had grown profitably for over 30 years, but increasing competition from new entrants, new technologies, and off-shoring had reduced margins by 80%.

Action: We were brought in to address the sales talent and incentives in order to bring the company back to profitability as quickly as possible.

Results: An intensive program was implemented to focus rep sales efforts against profitable sales, cull sub-par performers, and reinforce the company’s premier position in the marketplace. As a result, the company quickly sold more high-margin comprehensive services, allowing it to move into a more profitable and sustainable market position for the long term.

Case Study 3: Media Company

Situation: After the executing a roll-up backed by a consortium of VC firms, the Company was looking to quickly ramp up their sales effort.

Action: An intensive 4-week project delivered a comprehensive action plan to get the new sales team off the ground. This plan addressed every major aspect of the sales process, including hiring strategy, territory plans, compensation structure, pipeline management, sales metrics, and the role of management in the process.

Result: The new sales strategic sales approach resulted in revenue growth of over 150% in less than 2 years, improved rep retention, and higher customer satisfaction across the board.