Technology

Situation

Global publicly traded technology firm wanted to pivot their business from a lucrative “time share” model to “software sales”.

Task

Develop and take to market new products to both existing global 1000 customers and also add new ones.

Action

Leveraged a development project executed for a global Fortune 100 manufacturing company that built a state-of-the-art Enterprise Performance Management system and negotiated to obtain the ownership rights – with price concessions. Developed a marketing and go to market sales plan utilizing the existing Sales force to compete against several entrenched competitors.

Result

Became the global market share leader within 24 months changing the revenue mix from 90% time sharing to 80% software sales which took the companies’ total revenue from $60M to $150M.