 Case
Studies
These Case Studies
are intended to give you a sense of how our capabilities have
made a significant difference in helping companies build and maintain
profitable customer relationships, and increase their bottom line.
Case
Study #1
Improving Sales Effectiveness
Company:
A manufacturer of
a sophisticated medical diagnostic-imaging system used in hospitals and
diagnostic facilities.
Goals:
- Win more competitive
battles against the dominant competitor in the market.
- Develop a totally
unique approach to the sale and implementation of these systems.
- Restore the confidence
and positive momentum of a completely demoralized, confused sales force.
Business Challenges:
- The dominant competitor
had a substantial advantage due to a product feature (magnet field strength)
that was perceived by decision-makers as decisive.
- The company didn't
have the necessary capital to modify the product, so the competitor's
feature-based advantage could be overcome.
- Having lost numerous
sales because of the feature-based disadvantage, the sales force began
to show demonstrable signs of losing confidence. The sales opportunity
pipeline continued to shrink.
Results:
During the following
three fiscal quarters, using integrated sales and marketing programs
developed and implemented by Systemetrics, the company successfully:
- increased the
sales opportunity pipeline by 500% in the first 30 days,
- took away the
business from the dominant competitor, after customers had signed letters
of intent and completed Certificates of Need (indicating the competitor
as the selected vendor),
- secured nearly
$90,000,000 worth of new equipment orders.
Case
Study #2
Streamlining Sales and Marketing
Company:
National full-service
advertising agency, an INC 500 Company, specializing in complete client
development strategies for the professional services firms.
Goals:
- Restructure the
company's sales and marketing efforts, to restore sales growth to
a fast track.
- Develop the necessary
product delivery structure and sales programs to exploit new markets
with deliverable new products and services.
Business Challenges:
- The company's growth
had stalled because they lacked a cohesive sales and product delivery
program.
- The company's core
service delivery structure was frequently failing to deliver even its
existing services.
- There was a lack
of sales management structure, with no defined lines of accountability.
- The sales force
was losing confidence because they'd lost numerous long-term clients
due to product delivery problems.
Results:
The company hired
Systemetrics to develop integrated sales and marketing programs, a comprehensive
sales management system, and a new product development system. Over the
course of next 12 months, the company successfully launched four new
products into new market segments. These products generated substantial
revenues in the first year, and helped the company return to its historical
growth path. In addition, client renewal rates increased by over 20%
and over $1 million of "lost" clients were won back.
Case
Study # 3
Building New Markets
Company:
Early stage technology
company, delivering value-added wireless information services to mobile
individuals using pagers, PCS phones and PDAs. The company was attempting
to develop a new market segment.
Goals:
- Develop market
awareness for information services delivered wirelessly.
- Establish the company's
services as the market standard.
- Rapidly expand
the company's subscriber and revenue base.
- Develop distribution
channel strategy to expand channel sales opportunities.
- Rapidly expand
services into new categories, to increase revenues and subscriber base.
Business Challenges:
- There were substantial
market development costs associated with educating the market about this
new service category.
- Early efforts to
develop relationships with wireless companies were unsuccessful because
carriers were preoccupied with their own capacity problems.
- There were major
holes in the company's service offerings, so they were unable to deliver
the key services demanded by the customer bases of potential channel
partners. Product development efforts were substantially behind schedule.
- Potential channel
partners didn't see the strategic value of the company's service offerings.
Results:
The company hired
Systemetrics to develop its marketing, channel and product development
programs. During a six month period, the company was able to launch three
new products, initiate its integrated Internet e-commerce sales strategy,
and closed three substantial channel partner relationships
Revenues grew over
200% during this period, and the company's sole dependence on revenues
from a single product was substantially reduced.
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Inc.
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