Restructure Tech Sales and Service - Hi-Tech | CASE BRIEF
CHALLENGE
Mid-size IT solution provider with aging product line, preparing to launch new business solution, needs to maintain sales of current products and services while new product gains market acceptance.
SOLUTION
- Identify and assess at-risk legacy clients.
- Define client retention program to visit and reevaluate near and intermediate needs of legacy clients
- Cross-train sales and service teams to enhance legacy service value while introducing new product benefits as forward-looking value extension.
- Work with product team to develop scaled-down test-system making it easy for customers to test new product in existing sites with minimum disruption, and maximum benefit.
- Revise sales incentive plan to drive new product test-site installations.
- Enhance customer satisfaction using test-sites to further develop product capabilities and customer service requirements.
RESULTS
Stabilized legacy account revenues and increased profits by reversing erosion of legacy systems and maintenance agreements.
Developed new product test sites, leading to product performance improvements and successful new product launch, and positioning company for strategic acquisition by larger marketing partner.
The challenges and opportunities are before us… The time to act is NOW... Seize the Day.