Cloud Migration and Intelligent Chatbots vendor

Sales Task: Test-marketing for a mid-size software firm

Challenge: Understand the market and get the service offering ready for UK market

Solution:Engage prospects to understand their expectations; Analyse existing vendors

Benefit: Vendor prepared their services and pricing structure to suit UK market

Healthtech Startup

Sales Task:Test Marketing within Greater London

Challenge: Start-up with a new concept; uncharted territory; Not experienced in B2B sales

Solution: Identified B2B sales possibilities in various Industry verticals. Conducted Test Marketing and Selling exercise to understand Market expectations, price points, and gap in the services offered by other vendors.

Benefit:Pricing Strategy creation backed by Market research. Signed up 2 Channel partners.   

MS ERP implementation specialist

Sales Task: Market entry in to UK for a SME from USA

Challenge: No UK references; Correction needed in their delivery model for UK;

Solution: Created brand awareness in key MS events; Acquired 3 new clients for ERP maintenance; Signed up with SI for global ERP roll-outs;

Benefit: Acquired two new logos. Long term Technical support contracts

Insurance ISV

Sales Task: Implement Sales Process and Procedure and create a new Sales & Marketing team

Challenge: Product built on legacy technology. Large maintenance overheads. Not multi-lingual. No Sales

Solution: Identify best practices; Train the sales & marketing teams in standard conventions and tools; Work with the team for compliance and improvement of the process. Advised to build Web/Mobile extensions to improve user interface.

Benefit:Increased clarity on roles & commitment by members of Sales, Presales, Technical teams; Predictable revenue stream established. Revenue Doubled year on year.

Customer Data Platform provider

Sales Task: Lead generation for first level presales pitching

Challenge: High competition; Language issues; high entry barriers 

Solution: ABM campaigns for Retail firms that have huge eShop visitors.  Inside sales for presales pitching calls.

Benefit: Customer got early wins in the UK and North Europe market. Established their own operation in UK.

Cybersecurity Services provider

Sales Task: Sales strategy, Pricing and Planning preparation 

Challenge: Analyse the Asian market and entry barriers; identify service offering and pricing.

Solution: Participate in major events, research market potential and expectations 

Benefit:RVA helped the customer get necessary venture investments based on the ground work and research.

Specialist Digital Transformation Firm

Sales Task: Identify customers using legacy ERPs and offer migration and Digital services

Challenge: Search for installations in need of replacement or maintenance support.Persuade the customer to move to modern ERPs that are cloud-based with multi-device access.

Solution:Account-Based Marketing (ABM) and Content Marketing to attract the attention of top decision makers. Planning, design and hosting of webinars to explain the methodology and process for migration.

Benefit: 3 new clients. 2 Long term off-shore support contracts.

System Integrator

Sales Task: Acquire new logos in Managed services and Analytics

Challenge: Tough competition; No certified professionals; No UK references

Solution: Tools specific centre of excellence created (Azure and Qlik). Played on their strength in ERP and RIM services. Conducted targeted campaign in Retail vertical.

Benefit: Acquired two new logos. Long term Technical support contracts

Field Service ISV

Sales Task: Product launch in UK & Europe

Challenge: Large established players. Evolving solution. Maturing industry. Struggles with new technology adoption and changing user expectations.

Solution: Study competition & identify our product’s key differentiators. Appropriate pricing and solutioning after studying existing players in the market. Assisted in Localisation for Europe. Established Sales Channel for 3 European countries. Conducted Roadshows and exhibited in Industry specific events.

Benefit: New accounts in the UK and 4 European countries. Signed up Product licenses and long running support contracts resulting in steady revenue from UK & EU markets.

Third Party Testing Service Provider

Sales Task: Testing services from a near-shore facility for ISVs in Northern Europe

Challenge: High competition; difficult to cut out the USP; Language issues

Solution: Identified early stage SME ISVs that need quick turn-around in getting their products checked for Quality. Established a process for Product Release management with Quality as its core value.

Benefit: Customer outsourced Quality management and focused in improving the Product functionality and features.