CLIENT: Venture-backed, early-stage business intelligence software company
CHALLENGE: Complex business intelligence software was developed by company’s tech-trained founders before testing its feasibility in the marketplace. Early marketing collateral and sales materials were laden with tech-speak rather than on benefits for its target customers global pharmaceutical, medical device and bio-tech companies. Suffered from big disconnects its technology team and its sales, marketing and client support teams.
SOLUTION: After working closely with founders, technology team and sales team, we developed robust, but plain language descriptions (and pictures) of the software and its real-world applications that customers , journalists, analysts and the sales team could easily comprehend and communicate.
RESULT: A four-fold increase in sales appointments and demos within six months. Company now has 100+ employees. Installed base increasing at double digit rates, including 12 of 20 largest pharmaceutical and medical device companies.