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Transforming the sales process for a global software and services company
Client Profile
A Minneapolis based NASDAQ listed software company
Campaign Requirement
The client addressing mid market companies globally had successfully established a development center in
Bangalore and were looking at expanding the scope of activities in India. It was interested in understanding how
the developing IT enabled services industry in India could be leveraged.
Nirvana Engagement
Nirvana was awarded the contract based on the solution it highlighted to drive the clients sales process.
Nirvana’s solution included:
- An India based team which had the required sales skills, communication skills and poise to open doors for the company’s highly skilled product specialists to take the sales process to the next phase.
- Design of a pilot program
- A team of Nirvana’s internal B2B specialists
- Relevant training for two weeks to make the first level pitch
Results
- The initial pilot was an unqualified success
- The process was extended to other business division and product categories
- The initial market scope (USA) was extended to cover UK, Canada and Anglophone Africa
- The marked increase in productivity of the in-market sales team resulted in an extension of budgets
Client Response
- The client remarked that the deal they got from Nirvana was such that the results from the pilot paid for
Nirvana’s subsequent quarterly service fees!
- The company strategy to differentiate itself from competitors in terms of the quality of staff deployed in its initial customer facing interaction and solution development was a success.
- The client has made it mandatory for its in-market sales team to visit the development center in India and Nirvana’s sales support team to build a team rapport across client and service provider.
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