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 functions wasn’t happening. All you can eat pricing did just that. Eat at any profit potential. Furthermore, as a startup, they weren’t in a position to field a significant direct sales force.
What we did!
We rebuilt the business plan from the ground up. We developed rational pricing and packaging that provided healthy margins while remaining competitive with the other players in the market. We added complementary professional services which further sweetened the pot. We crafted a “go to market” plan that included a channel program that worked WITH direct sales. In the end, they had a cogent, viable business plan that they were shopping for second round investment.
