CHALLENGE: An enterprise software vendor found sales win rates were declining – and they “kept coming second" in key deals		CHALLENGE: A VC-backed ISV had great technology vision but was failing to get short-listed - or even to play - in key projects		CHALLENGE: A leading systems integrator was struggling to build their sales pipelines - and kept uncovering deals "too late"
CAUSE: We diagnosed that their sales people were leading with the product, rather than focusing on the urgent business issue		CHALLENGE: A VC-backed ISV had great technology vision but was failing to get short-listed - or even to play - in key projects		CAUSE: We concluded that their product/ platform-driven approach made it hard for them to differentiate themselves in the market
SOLUTION: We developed a programme that enhanced the consultative conversational capabilities of their customer-facing staff		SOLUTION: We helped them develop a reputation building programme that highlighted their ability to execute		SOLUTION: We helped them implement an issue-driven approach that showcased their problem-solving ability
OUTCOME: The decline was reversed, and sales win rates once they have been short-listed are running at better than 3-in-4		OUTCOME: In 6 months they had achieved a "visionary" rating - and found themselves involved in the biggest deals in the market		OUTCOME: The quantity of their inbound enquiries has been transformed - as has the quality of their pipeline
OUR CONTRIBUTION - Win-Loss Lessons - Get Chosen		OUR CONTRIBUTION - Get Connected - Get Considered		OUR CONTRIBUTION - Trigger Events - The Buyer's Journey
CHALLENGE: A leading ISV found themselves “stuck in the midmarket”, facing increasing competition and declining margins		CHALLENGE: Despite initial success, a promising new ISV found their growth stalling - and every deal felt like "hand to hand combat!"		Are you concerned that you may not getting considered in enough deals, or discovering them too late?
CAUSE: In a rapidly commoditising market, they were failing to differentiate themselves and defend their value		CAUSE: We found that their initial success had been with early adopters - but they were failing to engage with mainstream buyers		Do you find yourself losing out at the last hurdle, or that a growing number of deals are ending in "no decision"?
SOLUTION: We helped them identify new high-growth markets and build out their product and partner ecosystem		SOLUTION: We helped them to better identify with the key business issues facing mainstream buyers in their target markets		Are you frustrated that your partner recruiting and channel building efforts seem to be generating inadequate returns?
OUTCOME: Within one year, the company was being talked about as the emerging leader in the new markets		OUTCOME: The vendor was able to build a repeatable sales and marketing process and restore their revenue momentum		Are you trying to bring all your sales people up to the standards of your best ones - but not yet seeing the results you hoped for?
OUR CONTRIBUTION - Plan to Succeed - Get Connected		OUR CONTRIBUTION - The Buyer's Journey - Get Chosen		Are sales complaining they don't get enough leads - and the ones they do get show little urgency?