Case study

Productizing Offerings to Sell Through the Channel

The Challenge:

Engagement Type: Restructuring, Operational Turnaround
Industry: Technology-Enabled Services, Software
Sector: Enterprise Cloud Migration
Location: Atlanta, GA

A venture-backed enterprise cloud migration vendor struggling to sell direct to enterprises.

The Solution:

Evaluated industry and competitive data. Provided strategic baseline and recommendations to the Board. Built a tactical road-map to execute on recommendations. Asked by Board to engage in a long-term engagement. Stopped selling direct to the enterprise and instead focused 100% on channel sales.

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The Outcomes:
    Vision and strategy were clear. Culture and team were aligned. Execution was underway; however, a short runway caused operators to recommend a strategic sale. Acquired by DXC.

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