* Large, publicly-traded software company sells products and services to analysts and researchers
* Has achieved initial success in licensing its core technologies to other developers
* Wants to leverage intellectual property without burdening R&D staff with sales and support
Goals:
* Standardize service offerings to leverage experience and increase margins
* Make sales process faster and more repeatable with less time from billable staff
SpringSmart role:
* Identify market opportunity
* Determine what constitutes a product
* Articulate clear differentiation, key messages and support
* Define the sales strategy and process
* Support development of internal and customer materials
* Train sales team
Results:
* Increased revenue from component licensing
* More effective use of resources in selling process
* Repeatable business expands company’s market presence and builds brand equity
