"Accelerating the
sales cycle for a service quality software vendor in an
ILEC account”
•
Sales
Acceleration
Situation:
A Service Quality
Software Vendor has asked us to help facilitate the sale of their
product to an ILEC.
Action:
Through the
application of our Vendor/Buyer Alignment Process, we are assessing
the potential opportunity with our contacts at the ILEC, identifying
the stakeholders and decision makers, doing a comparative analysis
versus the incumbent product and other suppliers.
Results:
CMP facilitated meetings
with the right people at the ILEC. Products were demonstrated
in order to maximize the probability of sale.
•
Product
Viability Evaluation
Situation:
A telecom
equipment manufacturer was developing a business case for a product
targeted at the ILEC market.Industry
research pointed to one product definition, but more detailed analysis
and customer validation was desired.CMP
was chosen for the analysis because they have been buyers of infrastructure
equipment, have an expert knowledge of the telecom business and
have a vast network of contacts that are active at the carriers.
Action:
CMP analyzed the idea, applied their experience and knowledge
about the technology and the business. They recommended modifications
to the original hypothesis and contacted buyers at prospect
companies to validate the actual business demand for the equipment.
Results:
The
client modified their product specifications and development
plans to match the CMP findings.
