How will you ensure you achieve the business plan?

The company that has obtained second round funding has a business plan to execute and needs to be single-minded about achieving it. The most important element is sales, which must make target on a month-on-month basis else funding will be held back. So you cannot afford to spend the first nine months learning by trial and error how best to sell this solution.

SfS have helped several clients get their selling right from the very start; clients that have achieved their growth targets and generated a very good return for their investors. See the case study below to learn how we helped one client. Click on the testimonials in the right hand pane for more examples.

Case study: Wireless solutions manufacturer exceeds targets

Business Situation	A VC-backed spin-off from a major Japanese electronics company Just received second-round funding
Opportunity	Achieve ambitious sales targets and keep on track with second-round funding
Challenges	Need a fast ramp-up of sales, especially in North America Using indirect channels
Needs	A sales enablement programme that would help them to recruit resellers and bring them up to speed fast
Solution	Marketing Workshop analysed the solution set, the market and the target sales channels Partner Sales Guide for channel partners, telling them how to sell the solutions Sales presentation to convey the key business benefits to prospective customers
Result	Within weeks resellers were responding positively The Head of Sales in North America reported: “the channel salespeople are generating more business than we can handle” We think this is positive VC backers got their payback when the company was bought by a large US conglomerate