Who We Work With

Case Studies

Case Study #1

THE OPPORTUNITY

Trinean was selling via distribution and OEM relationships, but the growth in the business stalled, restricting the company from recapitalization

Transition

  • Sales and support from distribution to a direct agent structure
  • Built an integrated quoting, order processing and opportunity management system

Refinement

  • Sales and support from distribution to a direct agent structure
  • Built an integrated quoting, order processing and opportunity management system

Growth

  • Sales and support from distribution to a direct agent structure
  • Built an integrated quoting, order processing and opportunity management system

OUTCOME

  • Impacted both revenue and margins substantially in the first 6 months while building a clear and actionable pipeline
  • Reacted to learnings and expanded the organization while doubling revenue in the second 6 months
  • Growth that supported a successful acquisition

Case Study #2

A Clinical Laboratory & Diagnostic Instrument Company

THE OPPORTUNITY

Client wished to leverage their CLIA laboratory focused on chronic disease risk assessment and monitoring by expanding into the more general CRO market.

Internal Capabilities Audit

  • Review to help align senior management
  • Identified potential gaps in capabilities required to support aspects of the greater CRO market

Market Analysis

  • Segmented the CRO market & matched current capabilities against requirements
  • Mapped timeline and cost of entry for each segment

Voice of Customer

  • Combined desk research, phone interviews, and face-to- face visits
  • Defined customer requirements, buying cycles, and capabilities required

Strategic Entry Plan

  • Outlined entry requirements and potential barriers, unique opportunities, and revenue potential for each segment

OUTCOME

  • Comprehensive presentation to the BOD for funding

Case Study #3

THE OPPORTUNITY

Client has struggled to build a sustainable business in the US, investment constraints only allowed for one employee based in Boston.

Launch to Product Influencers

  • Supplied a Director level specialist to replace the Boston Rep at a fraction of the cost
  • Identified high value opportunities and focused on closing using regional support

Tool Development

  • Built a process for client method development to shorten selling cycles

Message Development

  • Worked with the brand to develop content that mirrored customer problems
  • Directed the development of sales collateral and training materials

OUTCOME

  • Arrayjet was able to reinvest in corporate marketing and selling strategy

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