The Solution
Before any sales plan could be designed or implemented our client needed to have a clear understanding of who their target markets were along with a sustainable pricing structure. We worked with DevOps to calculate the actual cost of the product, both the production cost and the cost to provide the ongoing service and then designed a tiered subscription based pricing plan that had a profit margin large enough to support commission payments and reinvestment back into the product. Once we had a valid pricing strategy we refined their target markets to only organizations of a certain number of employees and revenue within three specific industries. Now that we knew who we were going to sell to we were able to map out a sales process along with the specific content that is needed to help the prospect make a buying decision. This allowed the founders to get out in the field and start validating our assumptions.
While the founders were out selling we worked with them to design a multi-tiered indirect sales channel that would allow them to leverage the existing relationships of IT professionals active in the market, refined the sales process to account for partner sales, developed a new sales compensation plan, a referral incentive program, and configured and deployed a CRM system.