Semiconductor and component manufacturers, software developers, equipment and peripheral makers and technology service providers must act quicker than ever. Innovation yields new architectures, products, and services. New markets and customers emerge and customer behaviors morph to new sets of values. Products and services mature rapidly, bringing commoditization and a proliferation of low-cost competition. One-time suppliers can develop into competitors contributing further disruption and uncertainty.
Protecting and growing profitable revenues in this environment requires an exceptional awareness of the external market, a willingness to continually examine and modify go-to-market strategies and an agile internal structure responsive to the modifications needed in sales and marketing practices.
We help clients address these issues to establish and maintain profitable revenue growth. We have broad and deep experience in analyzing current performance, “listening to the market,” garnering market intelligence and insights that provide guidance for analyzing, implementing or modifying strategies as the market changes. Our proprietary tools and methodologies provide frameworks for rapidly identifying and implementing needed changes to organizations, programs and practices.
We helped justify a 60% buyout valuation by overcoming declining revenue from mainstream service offerings through a refocused sales model.
We restarted stalled growth at a communications services provider through new channel and go-to-market strategies to penetrate larger, more profitable deals and to expand into other similar vertical markets
We reversed declining market share through a new top-down sales model that addressed changing decision makers in enterprise-level software buying decisions.