Sales “Stuck in IT”: Case Study #4

Sales “Stuck in IT”: Case Study #4

An Atlanta-based technology services company was at a nexus. The sales team was having difficulty engaging with the right level decision-maker and it was hurting results. The EVP of Sales called the problem: “Stuck in IT.”  Both the CMO and the Sales EVP knew that in...
Penetrating a New Market: Case Study #3

Penetrating a New Market: Case Study #3

Sometimes addressing a new market with an established product can be as difficult as launching a new product altogether. Our client, a technology company that was well-established in large foreign markets but almost unheard of with prospects in the United States,...