Study #6: Expand services revenue

The Challenge: A computer reseller sought to move from a product-centric sales focus to a services focus, and wanted to improve lead generation and account planning as part of this initiative.

The Solution: SWOTmg focused on building corporate positioning and integrating the company’s partner mapping. The program created pipeline and partner development strategies to assist this reseller in entering a new marketplace. We assisted with transitioning and repositioning its hardware focus to become a services-centric company, and created a Go-to-Market strategy.

The Results: As a result of our collaborative efforts, this company experienced a 100% year-over-year sales growth. It hired a Business Development specialist and created lead reports to expedite sales. Our client has also established a relationship with a worldwide hardware manufacturer and differentiated its place in today’s marketplace.

SWOTmg Success Stories:
Diversify revenue with existing partners and accelerate growth.
Develop sales opportunities within new end-user accounts.
Increase sales.
Cross-sell products beyond core offering.
Win partner mindshare in a crowded market.
Expand services revenue.