Valued Clients

RingCentral

New Markets

RingCentral wanted to focus on new vertical markets.  We did a strategic analysis that incorporated internal sales data along with external market research and customer interviews.   We identified key verticals that were likely to be success based on product fit, overall opportunity, and competitive dynamics.  We created a GTM plan and oversaw cross functional teams that implemented the plan. In less than 12 months, Monthly Recurring Revenue in the target verticals increased by 108%

Equinix

Repackaging and Launch

Equinix professional services was in a need of repackaging.  We analyzed the market and created a launch plan for the professional services organization.  We created new messaging, content, and collateral; and identified the exact time in the customer life-cycle that professional services should be pitched.  The attach rate of professional services increased from 8% to 21%, resulting in $2 million in new revenue, in the first 6 months following the repackaging.

Verint

Product Launch

Verint is a leader in the call center industry in every segment.  Their speech analytics product is cutting edge, but not always appropriate for every customer.  We analyzed the historic sales process and worked with product management in the inception of a new speech analytics product with a faster implementation and lower price point.  We oversaw the entire launch process, sales enablement, and positioning of the new product.  Within 6 months of launch, the attach rate of speech analytics increased from 3% to 25%, resulting in $12 Million in new revenue.