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Customer Description:
• $50M Offshore Software Development Outsourcer
Industry:
• Software/Custom Development
Business Need:
• Build Sales organization, processes, instill discipline
• Develop a sales strategy & approach to the desired market segments
Key Challenges:
• Offshore management team
• Decentralized decision-making
• Lack of messaging and positioning
• Aggressive financial targets
Strategies/Solution:
• Identify the company's specific strengths in the context of their market
• Develop & deploy demand generation programs
• Develop & deploy the tools required to sell to appropriate segments, including sales messaging and collateral
• Attract, identify, and hire salespeople, marketing, and sales operations personnel
• Build an enterprise-quality sales team to sell to the VP Engineering level
• Grow the company's business in existing, large accounts
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