The ART and SCIENCE of PROFESSIONAL SERVICE MARKETING

CHALLENGE

Mid-size IT solution provider with aging product line, preparing to launch new business solution, needs to maintain sales of current products and services while new product gains market acceptance.

SOLUTION

• Identify at-risk legacy accounts.
• Cross-train sales and service teams to leverage legacy product value while introducing new product benefits as value extension.
• Develop scaled-down beta-system making it easy for customers to test new product in existing sites with minimum disruption, and maximum benefit.
• Revise sales and marketing incentive plan to drive new product Beta-site installations. 
• Enhance customer satisfaction using beta-sites to further develop product capabilities and customer service requirements. 

RESULTS
Stabilized legacy account revenues and increased profits by reversing erosion of legacy systems and maintenance agreements. Developed new product beta sites, leading to successful product launch and positioning company for strategic acquisition by synergy partner. 

The challenges and opportunities are before us… The time to act is NOW... Seize the Day.