Shifting Market for Greater Profit A promising software startup wasn’t enough for this aggressive software start-up in construction project collaboration. They struggled in a large, but idiosyncratic market that was full of competitors looking to make a quick buck. The underpinning technology offered significantly more advantage than the construction market was capable of exploiting. Was [...]

Sales and Marketing Makeover A promising Software as a Service (SaaS) provider was struggling with sales and profitability. They have superb intellectual property (with patents no less) and some good success stories to tell but no profits to speak of. Why weren’t they growing? We analyzed their business from top to bottom. Selling features and [...]

Getting in the Tradeshow FAST A growing regional packaging systems manufacturer wanted to push their brand at a major trade show. They needed to make a splash on a tiny budget. With a couple of new product lines acquired, the old booth materials were both inadequate and not at all representative of their broader array [...]

Increasing Margin on Services An international software division of Lockheed-Martin was looking to fix the relationship with one of their largest European customers and improve the profitability of their professional services contracts. A $10 million contract was in jeopardy and the systems integration team was disorganized at best. The customer was ready to walk. What [...]

Business Growth on the Web A medium size credit union was looking for ways to extend beyond their physical branches and grow the business over the web (reach out, find and touch more members). Of course, looking to the web without the right IT infrastructure is a recipe for disaster. Oh by the way, they [...]

Not Selling Enough Software A large international manufacturer was just not selling enough enterprise software. Their well-deserved reputation in manufacturing was not helping them move product. Furthermore, the number of dedicated software sales reps was dwindling. A quick analysis of their marcom and sales approach revealed their hardware “speeds and feeds” orientation. Lost amongst all [...]