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Case Studies
Industry
Information Technology
Client Description
Nichols Research - A $450M IT firm providing services across the USA. Nichols provided services ranging across Network Security, Infrastructure, Systems Integration and ERP Solutions. |
Customer Requirements
Nichols wanted to develop a commercial business model and generate commercial revenue. Their sales and marketing teams and internal staff were federally focused and needed to evolve to a commercial model. |
SFI Solutions
Sales Focus was contracted to develop a sales and marketing plan, implement process and then manage a commercially focused sales force. Sales Focus performed target market analysis, client acquisition strategy, process implementation, organizational development and placement services for the entire commercial sales force. The sales team consisted of 8 geographic sales professionals and 4 inside and 4 outside professionals in their SAP practice in Atlanta. |
Results
Through a series of marketing campaigns and sales efforts, SFI was able to increase the opportunity pipeline of commercial business from $5M to over $30M in less than six months. Nichols was eventually sold to CSC at a substantially higher value based on commercial revenue generation. |
Industry
Travel Intelligence
Client Description
iJET, Inc. is a provider of travel intelligence targeted at commercial businesses with large volumes of executive international travel. They focus their services around security and health of the individual traveler. |
Customer Requirements
iJET was a startup organization with 4 strong leaders and a very good business plan. They needed SFI to develop, integrate and launch their sales and marketing efforts. |
SFI Solutions
SFI entered into an engagement with iJET to develop their sales and marketing strategies at their beginning stages of corporate development. SFI assisted and supported iJET in their VC funding stage. SFI responsibilities included writing the sales plan, develop sales processes and implementing sales processes. We developed organizational plans, job descriptions, compensation plans, and commission plans. We developed lead generation plans and lead conversion processes. After assisting iJET in raising $10M in VC funding, SFI implemented a hiring process, whereby we recruited and hired over 70 people in less than 5 months. |
Results
iJET has been in business for 2 years, raising more than $18M in capital. They have successfully launched their business and have become profitable. SFI will continue to support iJET with new sales and marketing initiatives. |
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