Projects
Services
Created environment for growth leading to record bookings (professional services). Leadership became concerned about the firm's ability to realize its growth potential in a favorable environment when previously successful business development methods became less effective. We guided the leadership team in rethinking its deeply ingrained business development process to focus on ways to create client value at every step and forge deeper and more numerous relationships. We can't claim all the credit, but last time we checked, bookings were running at record rates. [Read more]
Established foundation to double revenue (industrial services). Well-regarded firm started finishing 2nd or 3rd in competition for multi-million dollar contract awards. We found that customers and partners knew very little about the firm's broader capabilities and vision, so were uncomfortable making referrals beyond a narrow niche. We developed a comprehensive marketing strategy leveraging the firm’s personality, culture and highly personal sales process to establish a differentiated position beyond their historic niche segment. [Read more]
Technology
Expanded into broad market without cannibalizing “extraordinarily healthy” profits from core users (desktop software). Used existing products, insights into user segments, and creative licensing-based solution to drive penetration of price-conscious broader market. The solution was featured by the Professional Pricing Society in The Pricing Advisor. [Read More]
Grew licensing revenue $28M (desktop software). Overly complex licensing scheme was either leaving money on the table (marketing) or limiting unit growth (sales). After talking to customers, we optimized license program tiers for existing products to reduce program complexity while increasing the average selling price 20% without customer backlash or unit sales drop.
Grew corporate profitability (business SaaS software). Aided the CEO in evaluating options for an “orphan” $10M business unit gained via acquisition. Our immersive process identified a customer niche where with modest investment unit revenue and margins outpaced the core business.
Product and market segmentation (business software). Internally-touted product was failing in the market. Sales argued the pricing was already too high. Marketing felt its capabilities were seriously undervalued. We assessed the customer base and uncovered two distinct markets: one competing against low-cost alternatives and another addressing a high-value opportunity. We recommended re-launching as two separate products using a common code base but separate go to market. Each product became successful in its own right.