Launching a New Product
Enterprise Software
Objective
Quickly ramp up sales of a new product that was creating a new market space.
Obstacles
The new product had an unproven value proposition and addressed a previously unsolvable business problem, therefore the product required selling to a visionary early adopter.
Approach
Design and deploy a sales messaging playbook that included buyer profiles and value propositions customized for the industries most likely to benefit from the new solution. It also included development of a sales process that carefully qualified prospects before investing in the resource-intensive sales cycle.
Outcome
Product revenue doubled (107% growth) in 1 year.
