THE CLIENT: Software Business

THE CHALLENGE

Sales cycle too long as the founder was both the primary sales-person and lead programmer. Both the product price and annual maintenance contracts were too low relative to development costs and proven client value.

THE APPROACH

Provide interim- marketing support to objectively assess the issues and identify a distribution and sales channel that would be more effective and less expensive.

THE RESULT

· Client visits with the CEO substantiated the fact that pricing relative to value for both the product and maintenance was far too low.

· Building a professional sales force was too expensive and time consuming so alternatives were researched.
Preliminary negotiations were initiated with two companies.

· An agreement was signed with a major European company wanting to add value to its product offerings in Ontario.

· The increased sales allowed the company to add a permanent sales manager and an in-house team to compliment the outside contractor and ensure consistent sales support.