Our customer was the leader in their market, commanding greater than 80% market share. However, in recent years competitive pressures and technological advancements had begun to erode most of their market.
Our customer is one of the world’s largest wholesaler of technology products and services assisting most Fortune 1000 customers. After the launch of a new software solution, salespeople in our client’s organization were struggling to overcome price objections presented by their customers.
Our client is an international management and technology consulting company with revenues more than $5.4 billion and employing more than 22,000 people worldwide. They needed to make sure they secured some major business within very specific accounts. Their plan was predicated on the 80/20 rule – 80% of their revenue was coming from 20% of their opportunities. Lose one of those opportunities, and the impact would be enormous.
A global commercial finance company that focuses on selling complex solutions to major banking institutions throughout the world, acknowledged that its sales team was facing some challenging dynamics in the field. There was significant downward price pressure coming from customers, as well as new technology being launched by a major competitor.