Case Studies

Energy Efficiency Technology-New Market Entry
Enterprise Software- Product Launch
Ground Breaking Cleaning Chemistry- Revenue Acceleration
15 Year Old Chemical Safety Product- Market Share Protection
IT Services Business- Revitalization After Multiple Mergers
Homeland Security Solution- Convert Initial Win Into Market Leadership

Introducing a Green Technology Into a New Market

Company Challenge: Millennial Net, a start-up energy efficiency company, wanted to expand sales of their groundbreaking wireless energy management system into the public sector market

How We Helped:

Refined the value proposition and messaging for the municipal market based on customer research
Identified potential reference customers and drove the creation of videos featuring these customers
Segmented the market to help identify the low hanging fruit
Developed a prospect list, identified the key decision makers, created a sales script and personally contacted prospects
Connected with key state officials who influence purchase decisions
Initiated relationships with important delivery and sales partners

Result:

Built a $1M highly qualified pipeline just within Greater Boston for this $3M company
Attracted angel investors with the qualified pipeline

Launching A New Version of Enterprise Software Product

Company Challenge: Dimensional Insight, a $20M enterprise software company, wanted a successful launch of the next version of their flagship product into the healthcare market

How We Helped:

Met with the senior management team to identify and clarify the goals for the launch
Structured the beta site program so that it would help the company meet its launch goals
Coached the team on how best to execute the beta program quickly
Worked with the marketing team to identify the key themes and messages as a result of customer interviews
Helped identify business benefits and not just describe product features

Results:

Launch was considered the best product launch in the company’s 20 year history
Accelerated $500K in revenues in first month

Accelerating Revenues For A Ground Breaking Cleaning Chemistry

Company Challenge: ATMI’s AutoClean could revolutionize how semiconductor equipment is cleaned but the commercialization effort stalled.

How We Helped

Developed go to market plan and orchestrated commercialization
Executed new beta site strategy
Delivered new training and tools for sales
Involved early users in product launch

Results:

Sold to 15 customers (including some of the world's largest companies) within 90 days
Named one of most significant inventions of 2008 by R&D magazine. Awarded R&D 100 award. “Oscars of Invention”. Previous winners include fax, hybrid auto engine, anti-lock brakes, defibrillator, ATM, HDTV and LCD
Product of the Year award from Semiconductor International

Reenergizing a 15 Year Old Chemical Safety Product

Company Challenge: A leading chemical company had a $100 million business with a 65% share but was losing business to a new low priced competitor

How We Helped

Orchestrated effort to redefine value proposition and justify premium price
Obtained new customer proof points and endorsements from outside influencers
Retrained global distribution channel

Results

Maintained 65% share
Won back business at F100 accounts

Revitalizing an IT Services Business

Company Challenge: Brooks Automation's software support organization was facing rapidly declining revenues.

How We Helped

Redefined value proposition for support
Formalized quoting processes
Created consistent policies and pricing
Retrained sales organization

Results

Reversed revenue decline and grew revenues from $30M to $45M in just 2 years despite the fact that the rest of the organization was flat
Increased customer contract retention from 74% to 95% compared to industry average of 80%
Numerous organizations including Services and Support Professionals Association, Association of Support Professionals, Think Strategies and Service Revenue News wrote best practices case studies on our turnaround or invited Neil to speak.

Launching a Homeland Security Solution

Company Challenge: Sybase Professional Services wanted to develop longer term client relationships and solve critical client business issues in the public sector

How We Helped

Identified opportunity to build criminal justice/ homeland security solution
Validated which solutions should be built based on estimated ROI and market research
Partnered with senior executives at early users to launch new solution
Orchestrated intense PR and analyst relations program
Built a sales pipeline

Results

Grew organization from $100M to $250M in 2 years
Built name recognition as the leading provider of criminal justice and homeland security solutions.