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Roper Associates
Accelerating Sales for Innovative Companies
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Sample Engagements
Interim VP of Sales & Services for a broadband technology licensing startup
- Separated sales and business development functions
- Identified appropriate sales channels and major target markets
- Initiated licensing discussions with major consumer
electronics companies, and partnership discussions with prominent
Internet service companies
- Interviewed and hired permanent VP of Sales and Director of Business Development with appropriate background and expertise
- Result: Company acquired
Lead Generation for software company in transition to On Demand business model
- Created key positioning and message elements for maximum impact
- Identified top three vertical markets
- Cold-called 400 target companies over six months
- Result: Robust pipeline of more than 40 qualified "On Demand" prospects
Interim VP of Marketing for reporting software startup
- Repositioned company and products to support indirect sales model
- Initiated Web marketing, including revamped Web site, online demos, and search engine and keyword strategies
- Launched company, took PR from zero to 2+ hits/month
- Result: 15% more leads, 25% shorter sales cycle, 8X increase in customers, 10X increase in revenue
Strategic Sales for enterprise software startup
- Initiated sales discussions with 20 $750 M+ enterprises, placed first evaluation unit
- Identified telesales as key lead generation channel
- Created messaging and scripts, pinpointed target titles and industry segments
- Hired telemarketing vendor, brought their agents up to speed
- Result: Signed beta customer, ongoing lead generation program
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