CASE STUDY

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CHALLENGE

Mid-size IT solution provider with dual problems of an aging product line and launching a new business solution needed to maintain sales of current products and services while the 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.

• Write presentation materials and case studies for demonstration system sale and testing

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

• Develop content for modular proposal system for data solutions and maintenance services, reducing proposal response time while ensuring 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 the development team on a scaled-down test system to make it easier for customers to test the 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 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.