Si Pursuit

Succe s s Story

O ur clie ntw ante d q ualifie d leads . O ur te am dis cove re d a $9 00M food dis tribution com pany cons ide ring an ER P s olution. Th e y h ad contracte d w ith a s e lection com pany, and ultim ate ly ch os e JD Edw ards for th e ir ER P s olution. Th e com pany w as grow ing fas tand h ad re ce ntly com plete ly ove rh auled both th e bus ine s s -s ide and IT m anage m e nt te am s .

Th e M LA Clie ntEngage m e ntExe cutive w ork e d in conjunction w ith th e clie nt's AccountExe cutive to be gin pos itioning our te am for th e w in.

e xactly

Th e M LA te am e s tablis h e d a re lations h ip w ith th e s e lection com pany principal. W e leve rage d our re lations h ips w ith th e O racle s ales pe rs on, th e com pany com pe ting for financing of th e de al, and th e com pany com pe ting for training, in orde r to ge tne ce s s ary inform ation and s upport. Th is fre e d up our clie nt's AccountExe cutive to focus on building a w inning purs uitte am , and to focus on th e te ch nicalas pe cts of w inning th e de al. By th e e nd ofth e s ales cycle, w e h ad triangulate d on k e y are as , s pe cifically our com pe tition, and h ow th e y w e re be ing re ce ive d. W e obtaine d pricing fe e dback , and a true de te rm ination ofth e k e y is s ue s driving th e s e lection ofan im plem e ntation partne r, and w e coach e d our clie nt th rough outth e proce s s .

M LA h e lps our h igh -te ch clie nts to build s trong pipe line s th rough focus e d lead ge ne ration program s . U nlik e m os toth e r com panie s , w e re m ain e ngage d th rough outth e s ales cycle. As a re s ult, our program s h ave a s ucce s s rate th atis s e cond-to-none . W e de live r h igh ly q ualifie d leads and q ualifie d e xe cutive buye rs .

Th e M LA te am pos itione d our clie ntprom ine ntly w ith th e CIO , w h o in th is cas e w as inde e d th e de cis ion-m ak e r. W e leve rage d our oth e r re lations h ips to w ork th e bus ine s s -s ide e xe cutive s providing "talking points " and "w in th e m e s ", th at re s onate d w ith th e clie ntw e w e re purs uing.

O ur partne r w as aw arde d a $1.3M de al, w ith one ofth e s h orte s ts ales cycles in th e ir h is tory.