Case in Point
A lower market company, with a Software-as-a-Solution (SaaS) offering and a strong underlying value proposition, had a negative outlook with stalled revenue growth.
While the Company had a very strong value proposition, it was experiencing long sales cycles in the corporate market and had a relatively small sales funnel of corporate prospects.
- The Company had not experienced scaling of its business
- Multiple areas of focus limited resources for product development
- Focused on three distinct markets with limited success in each area
- Limited internal infrastructure for corporate customer support
- Fatigued investor base
- Determined the best market and target customers for success in alignment to the competitive position of the company
- Eliminated two of the three market segment areas, where competitive position was relatively weak
- Focused on aligning the company’s competitive position with the leaders in the corporate market
- Secured C-level meetings with several major corporate account who would align well with the company’s value proposition and competitive position
- Within one year, the company secured the top two corporate accounts within its target market, outcompeting major billion-dollar companies solution offerings
- The company’s sales funnel dramatically increased as a result of the top two corporate wins
- Receive an all cash offer from a strategic acquirer
- Investors went from a planned write-down of its investment to a major success