Client Story: Computer Software

Computer Software Industry Case Study

THE SITUATION

RED BEAR was approached by a global leader in collaborative software facing flat sales performance and stagnant earnings growth. New sales leadership was determined to shift its distribution focus—both direct sales and reseller partners—from selling transactional point products to building strategic relationships characterized by enterprise-wide product and service solutions. Dramatic changes were needed to attain the goals of:

  • More strategic customer relationships (and more million-dollar deals).
  • Improved close ratios and revenue predictability.
  • Greater overall sales force productivity.

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