Case Study - Business Development

Business Development

Problem:
A four-year old security software company was struggling to sell their software and to acquire OEM customers. They wanted to secure a contract deal that would create recurring revenue, validate their solution in the market, and influence their board to pursue a much needed cash infusion.

Solution:

  • The client retained Masterful Inc. to provide strategic marketing, OEM sales and corporate business development
  • Helped the client fine tune their strategic product and sales presentation materials
  • Stimulated lead generation at F500 companies and acted as the point of contact to bring potential OEM prospects to the table
  • Leveraged our relationships with senior executives in the industry to effectively position the client to potential acquirers and initiate discussions

Results:

  • Secured, developed, and closed a 4-year multi-million OEM sales contract for our client within one year. This is the largest deal the company has closed to date
  • Directed and executed a global press announcement of the relationship and prepared executive briefing materials for analyst and press meetings worldwide
  • Marketing and business development efforts served to establish the client as an innovative and viable competitor to watch in the network security market
  • These efforts validated the technology for the company such that they secured additional venture capital