In the summer of 2000, an early-stage, venture-backed start-up specializing in software that makes applications more reliable and efficient approached MacGillivray and Lee with an all too familiar problem. The company had an excellent product ready to launch, but no sales team to generate leads, fill the pipeline and close business. The company contracted ML to collaborate on building a sales process and go-to-market strategy to generate revenue quickly!
The challenge given to ML was to take the company's database of beta testers, who had been collected over several months, interview them to get important market feedback as well as qualify them as prospects. After developing and implementing the survey, ML worked with the company to determine both sales and marketing strategy and logistics. Without having to hire a sales team, the company, along with the help of ML was able to implement its go-to-market plan that enabled them to close their critical first customers, including high profile accounts such as ADP, GMAC, Simon Properties, and American Family Insurance. In addition, when their sales team was eventually hired, they had a pipeline of prospect to focus on closing.
"MacGillivray and Lee helped us to determine our market sales plan, contact management system and detailed telesales plans and processes," the company's President said. "Without ML's strategic thinking and sales expertise, we would not have been able to get our product launched as quickly as we did."
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Training Results:
Collaborative e-biz solutions company