A well-established systems integrator developed a new software platform and was ready to go to market. When the organization attempted to retrain its existing sales and support staff to shift from services to technology sales, the organization stumbled. The existing team lacked the bandwidth, contacts and strategy to both manage the existing systems integration business and stand up a viable business around the new product offering.
Solution:
Blume provided an outsourced sales team consisting of a VP and a Director of Sales. The team implemented a holistic sales strategy to generate product demand, manage active opportunities and reduce sales cycles by 4+ months. We refined the customer deal management process, facilitated product education sessions for commercial real estate technology groups, reengaged “closed-lost” opportunities and managed detailed responses to RFIs and RFPs. Blume also established the framework for a comprehensive channel sales strategy and facilitated its deployment.
Impact:
First-ever deal of this new software closed, valued at $400,000 in ARR within the first 4 months. Blume developed a pipeline of more than $5M, established standard sales practices to successfully cross-sell the technology and facilitated over 25 strategic introductions accompanied by a methodology for qualifying, nurturing and closing the leads.
Today, the client uses the Blume-created framework and has subsequently closed several new deals as a result of Blume engagement.
