CASE STUDY

CHALLENGE

Mid-size IT solution provider with dual problems of: aging product line, and launching new business solution... needs to maintain sales of current products and services while new product gains market acceptance.

SOLUTION

• Collaborate with new product development team on customer needs, technical requirements, and price sensitivity.

• Identify and connect with customers for new product beta-sites.

• Assess and Identify at-risk legacy clients, and develop retention program addressing needs of legacy clients.

• Develop modular proposal system for data solutions and maintenance services, reducing proposal response time while insuring accuracy and relevance.

• Cross-train sales and service teams to enhance legacy service value while introducing new product benefits as forward-looking value extension.

• Work with development team developing 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 high-margin legacy systems and maintenance agreements.

Developed new product test sites, leading to product performance improvements and successful new product launch.

Success of new product positioned the company for strategic $multi-million acquisition by larger marketing partner. 

The challenges and opportunities are before us… The time to act is NOW... Seize the Day.