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Revenue Growth
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Prospect Meetings
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Sales Automation
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Sales Tools
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Web Integration
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Results and Case Studies |
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Technology
Focus |
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Vertical
Industry |
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Integrated Sales Resources provides sales execution, resource,
and results to emerging software companies.
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Enterprise
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Development Tools
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On Demand ASP
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OEM / Channel
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Human Resources
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CAD / Manufacturing
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Medical
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Finance
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Study - Software Development Tools |
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Company Profile
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Software development and authoring tools for creating
design, visualization and simulation applications.
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Challenge
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Business unit of a large enterprise software company
was purchased by a venture firm. Goal was to re-launch
the business unit as an independent company while maintaining
profitability and ensuring continued growth.
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Deliverables
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Comprehensive business plan with several different
scenarios outlining required development and distribution
resources
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Complete sales and marketing plan
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Rebranding of sales tools and collateral
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Direct sales resource to develop U.S. territory
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Web development resource to re-design/develop web presence
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Business development resource provided to explore strategic
technology acquisition
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Results
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First year revenue increased by 25% and profitability
increased 15% over the previous year.
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Study - Enterprise HR |
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Company Profile
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Company develops and distributes small and middle market
enterprise human resource and payroll solutions.
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Challenge
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Company had achieved strong historical growth in the
small business market with stand-alone solutions, but
business growth had stalled as it focused on middle
market enterprise solutions. Additionally, the company
had tried to increase short-term revenue by signing
over 200 new reseller relationships, most of which were
not productive.
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Deliverables
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Complete sales and marketing plan, including reseller
strategy, direct sales, and telemarketing
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New value messaging and prospecting guide for enterprise/longer
term/consultative sales cycles
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Restructured reseller approach to be a value-added,
performance and business plan focused reseller strategy
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Re-designed web presence to more effectively communicate
value and generate qualified leads
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Results
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Re-prioritized resellers into a tier 1 group of high-value
partnerships. Focused all channel resource on developing
these partners. Increased channel revenue by 30% first
year. Increased web lead submissions 400%. Increased
the average deal size by 65%.
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Study - On Demand ASP |
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Company Profile
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Company develops and distributes online/ASP and enterprise
export documentation and compliance solutions.
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Challenge
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Company had recently released a mid-range ASP solution
with an enterprise supply chain solution in the development
pipeline. Company needed sales resource to develop the
western U.S. markets including California, Oregon, and
Washington for both products.
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Deliverables
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Value messaging and prospect guide
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Direct sales resource to penetrate focused territory
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Real-time market feedback from sales won and lost
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Results
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Company gained valuable traction with initial sales
successes. Product features, messaging, and prospect
profile were adapted to improve success rates.
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©
Integrated Sales Resources. All rights reserved 2006. 