Success Stories

Here are some examples of successes we have accomplished:

1. Jump-Start Sales in Asia for $200+ million Enterprise Trading and Risk Management (ETRM) Software Vendor

• Business Issue
  

  A leading developer of enterprise trading and risk management software (ETRM), with profitable and growing operations in the U.S. and Western Europe, was seeking to launch sales operations in Asia. Management disagreements were inhibiting action, including: (1) determining which office location could serve multiple Asian geographies (2) a process for leveraging best practices for sales office expansion to guide the effort in Asia without creating management distraction (3) recruiting and training a sales and support staff of 10 professionals

• Benefits & Outcomes
  1. An accelerated market presence in Southeast Asia – Our client had a fully functional sales and support office in Singapore within 2½ months, starting with a staff of 6. The Singapore staff and office was fully aligned and integrated with the U.K. and home office operations.
  2. Accelerated revenue generation – First “trophy deal“ closed 10 months after office opened—US $10+ million deal to the largest energy company in Southeast Asia. This was well ahead of 24 – 36 month target
  3. On-going progress – The sales operation continues to succeed and has expanded into Kuala Lumpur, Malaysia with more than 25 staff on board in Southeast Asia

Download full success story here: case study 1, final (ETRM vendor).

2. International Sales Start-Up and Channel Development for $60 million SaaS Vendor

• Business Issue
  

  A fast-moving U.S.-based SaaS vendor in the electronic signature space wanted to initiate international sales for their 3 distinct product lines simultaneously. Successful service deployment required technical integration with select enterprise and technology partners in addition to a well-aligned global channel strategy. Management was not in agreement with regards to expansion methodology, goals and risks, nor did they have a clear vision for execution. As a result, international expansion was delayed and frustrations were mounting.

• Benefits & Outcomes
  1. Better Planning and Lower Risk – Our client launched internationally in a structured manner that adhered to the well thought-out strategy that maximized revenue opportunities while minimizing risks
  2. Little Distraction – International launch did not distract US management
  3. Accelerated International Sales – International revenues started sooner by strategically integrating and partnering with an global SaaS CRM vendor resulting in significantly reduced customer acquisition costs
  4. International Business Plan – Client benefited from a scalable international launch, channel partner development plans and international operations organization that will grow alongside revenue generation

Download full success story here: case study 2, final (SaaS vendor)