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Customer Description:
• $25M enterprise software provider
Industry:
• Software/Enterprise applications
Business Need:
• Restart/Turnaround: Transform and revitalize an existing business
• Raise the level of visibility in the eyes of analysts and market makers,as well as potential customers
• Create sustainable revenue stream
Key Challenges:
• Relatively unknown brand
• Unprofitable model and target customer base
• Poor messaging and differentiation
• Offshore development team
Strategies/Solution:
• Identify the market space that the company should operate in
• Position both company and product to compete there
• Identify appropriate target market(s) and deploy programs to create brand identity and generate sales leads
• Build an enterprise-level sales team with experience and expertise to sell the product line at C-level
• Implement major account sales strategy and activities, and leverage existing accounts for expansion
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