Technology Services Provider: Organizing for Growth; Putting a Sales Process in Place

Challenge
A technology services provider lacked an effective sales process. In addition, the company's organizational structure effectively prevented growth, while a few clients dominated the company's energy and time.

Assessment
Opus Partners conducted the following assessments for the company:

• Organizational assessment of company, including structure, value proposition and mission statement, among other items.
• Employee profiling.
• Partnership profiling.
• Gap analysis

Solutions
Opus Partners developed the following tools for growth.

• Implemented partner and prospect profile process.
• Implemented consultative solution selling process with key questions to identify business needs.
• Reviewed and reorganized proposal development and presentation process.
• Implemented sales opportunity management system.
• Created written sales strategies and tactics.
• Reorganized staff responsibilities and established hiring process for additional staff.
• Established metrics to measure success of partnership program, effectiveness of account management and growth potential.

Results
The company achieved the following as a result of the Opus Partners recommendations:

• Revenue is up for the past 2 years on average 82% the first year and over 100% the second year.
• Average deal size increased by 115%.
• Predictable revenue growth has allowed company to double office space and programming staff.
• More effective sales strategies.
• Have 2-3 new business partners.
• Increase in productivity in sales and management by 20%

Customer thoughts:
"Opus really helped us learn when to engage and disengage with the right prospects and clients. The result has been a record growth year in 2005, which exceeded our expectations."
-Alex Smith, Reflexions Data Partner

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