Client Success Story No. 3:

Technology Transformation – Multi-Channel Sales in Software

Client Situation

·             Licensing served as the business model

·             Each customer required a bespoke solution: time and resource-intensive

·             Certain product lines only sold in certain jurisdictions – limited growth opportunities

·             RFP-driven business areas required lengthy application process

·             New commercial channels desired to increase revenue streams while leveraging pre-existing technology

Our Strategy:

·             Create streamlined commercial agreement structures that enables the business to increase revenue streams with lower per-project operating costs

Our Problem-Solving:

·             Revamped commercial agreements to fit multi sales and product channel strategy

·             Provided pointed guidance on how to convert to partnership/supplier structure on RFPs

·             Effectively collaborated with sales and operations team to ensure full alignment in achieving increased sales channel access in an unprecedented manner

Our Results:

·             Newly drafted Software-as-a-Service (SaaS) agreements enabled rapid scalability with uniform terms and conditions across all clients

·             Minimized number of RFPs submitted direct and increased partnership/supplier framework, shifting the risk profile away from client while increasing revenue opportunities

·             Dramatically increased the number of projects able to be undertaken using the same resources, improving client’s overall profitability