SoftwareCase Study

Problem: Stalled Software Company with saturated growth in a space with no clear market leaders. No sales strategies and prospects always had excuses not to buy.

Business Strategy:
1. Move from technical niche to becoming a marketing company
2. Increase direct marketing efforts including scripted relationship selling

Solutions: Senior management was coached and trained to become brand marketers. In parallel, entire organization had to undergo significant marketing make-over from handling calls to delivering messages. Narrowed down to few niche areas, increased market penetration using ‘referral’ system and closed more leads.

Increase sales, profitability and gain sustainable competitive advantage.

Established direct marketing campaigns, created awareness and greater ROI.

In 18 months, company has nearly doubled its revenue; profit margins gone up from 18% to 35% and sales cycle have become predictable.

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