Industry
IT – Business Process Automation, Australasian Company

Background
The company represented a number of high profile North American companies throughout Australasia and had experienced strong growth over a number of years. The company was heavily reliant on existing customer bases and networks of the senior executive to source business and this was no longer supporting their growth requirements. They had reached a traditional growth plateau in business cycles and were looking for new customer acquisition outside their traditional markets. They had attempted new products and services to compliment their traditional market and customer base but the market had no responded.

The Sales Focus International Approach
Our team reviewed the business and identified a number of successes that had been delivered over the years that would provide an entry point into new markets. These markets were reviewed to identify how they source new service providers and understand how the company could be best positioned to those target customers.

A strategy was put in place that focused heavily on marketing and education to the target audience to establish their credibility directly to the decision makers and have them best placed for selection. A marketing person was placed to ensure a consistent drive in the market and on-going management of those relationships established.

Results
-Increased lead flow to the company of quality leads from new target audience
-Increased awareness developing a sustainable pipeline
-Achievement of growth at forecasted levels delivering additional profit to the company.