case studies

Engagement #3

Pipeline Assessment and Market focus Assessment

Mature software company faced need to stimulate growth of Software Revenue was faced with a shift in paradigm in terms of their market after an unsuccessful takeover. Normal channels for leads was blocked and a strong competitor entered the market place. The existing pipeline seemed in doubt as sales had all but dried up.

Over a short period of time worked with client to rethink and refresh their web presence working with management and the web development team. In parallel initiated a review of their existing pipeline looking at their top 20 accounts reviewing their sales process. Initiated work on changing their market messages and testing them through a focused telemarketing program.

Result is the pipeline is improving with improved traffic to web site and the sales force is reenergized and the pipeline is again growing. Revenue picture has improved for license sales considering the protracted sales cycle of this ICT segment.

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