 |
 |
|
 |
| Client
Project #1 – Integration Software |
|
| |
| Industries: |
Data Transport: VAN, AS2,
e-mail
Data Translation: EDI, XML, text
Data Integration: Accounting systems
Business Applications: B2B, Supply Chain |
| Objective: |
To develop a channel selling strategy
to penetrate the U.S. market more effectively. |
| Deliverables: |
 |
Developed the Business
Development strategy for data transport,
translation and integration markets.
(Business Development Plan) |
|
Developed a channel program for companies
to become Reseller and OEM partners.
(Channel Partner Program, Company and
Product Literature, Web Site Content,
Measurements) |
|
Carried out the channel program.
(Interim
Channel Management) |
|
Designed a sales training course
encompassing the market, product knowledge,
competitors and selling tips.
(Channel
Sales Training) |
|
Created selling tools for external
sales teams.
(Channel Sales Tools) |
|
| Results: |
|
Formal strategy and partnering
program is now in place. |
|
A consistent message and thorough
understanding of the offering for partners. |
|
Twelve new companies signed agreements
in the first year of the program. |
|
External sales teams became self-reliant
at selling the company’s software. |
|
| Client
Project #2 - Web Storefront Software
|
|
|
| Industries: |
Web Applications: Web Storefronts |
| Objective: |
To lead and manage new marketing initiatives
for a web storefront software company. |
| Deliverables: |
|
Designed a customer
service course and trained 16 employees.
(Sales / Customer Service Training) |
|
Carried out a comprehensive survey
to collect product needs from customers.
(Product
Management) |
|
Created marketing communications
package for software and services.
(Company
and Product Literature, Web Site
Content) |
|
Met regularly with marketing and
sales staff to discuss projects. (Coaching) |
|
| Results: |
|
Employees gained many
new customer service and personal
development skills. Course rating
was 8.5 out of 10. |
|
Survey analysis lead to product
improvements in the next software
release. |
|
Marketing communications became
more focused on benefits for customers. |
|
External sales teams became self-reliant
at selling the company’s software. |
|
| Client
Project #3 - Internet Payment System |
|
|
| Industries: |
Business Applications: Financial |
| Objective: |
To develop the business plan and strategies
for a start-up company. |
| Deliverables: |
|
Revamped the business
plan into a comprehensive 60-page
analysis of the business opportunity,
market analysis and financial projections.
(New Plan, Investor Plan, Competitor
Analysis) |
|
Conducted a marketing and sales
assessment to identify key strategies.
(Marketing Assessment, Sales Assessment) |
|
Developed a marketing plan for
the pilot project.
(Marketing Plan) |
|
| Results: |
|
A deal for $10M in
funding is expected to close in 2003. |
|
Ten key strategies were identified
and five were implemented immediately. |
|
Five remaining strategies will
be implemented after the product
is launched. |
|
|
|
|
|
