Case Study: Enterprise Software Competitive Research

Situation

A leading IT solutions vendor found several of its software products were not realizing their full sales potential and wanted to conduct research on leading competitors to inform sales strategy and messaging to customers.


Solution

NewGrowth investigated the solution offerings of four competitors as well as their pricing, sales strategies and messaging to customers. NewGrowth benchmarked the client's own offerings and provided the client with positioning recommendations specific to each competitor. NewGrowth further developed and provided training to the client's sales force worldwide in sales messaging and advantages of the client's offerings versus the competition.


Results

The client's sales force increased its sales efforts involving the client's software offerings and reported higher win rates for bids across all geographic regions. The client shortly thereafter acquired one of its competitors, aided by NewGrowth's assessment of the strategic importance of one of the solution areas to the client's business.


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