Industry: Internet Marketing
Revenue: $1 million
Location: Los Angeles, CA

The client, a three-year old services company providing website development, web site maintenance and search engine optimization services with a basic business plan and limited investment capital needed to rapidly ramp up sales through defined channels and focused markets. Customer based product generation and value propositions and a scalable and repeatable sales process was the key to create rapid growth.

The Business Situation

Founded in 2001, the market around the internet, hosting/outsourcing, web design, web-site optimization along with the move from product to services was rapidly developing, with few standards. The client desired to build a significant western US presence, associated revenue stream through a defined sales process & a resulting long-term profitable business. Sales were primarily owner-driven augmented by a small regional team with little leadership, structure, or defined metrics.

The OneAccord Solution

OneAccord Corp. delivered our Rapid Revenue services over a four-month period in which we designed, implemented and tested a comprehensive sales process resulting in a sales project pipeline in order to launch a new territory in the Pacific Northwest.

First, the client needed to define their products and customer value propositions. Products were developed, messaging built for the market, collateral materials developed, both web-based and hard copy, and a sales methodology built to complement this new strategy.

OneAccord then defined and developed a company sales strategy and executed on this strategy to provide sales and sales leadership over the project.

Engagement Highlights

• Defined Sales Strategy
• Development of New Products and Value Propositions
• Creation of a unique competitive advantage
• Definition of target markets and decision makers
• Development of a comprehensive Sales Process
• Defined accountability to results
• Tools for measuring critical activity

Results

Over a four-month period, OneAccord developed a sales strategy and process focused on defined web services packages that create a unique customer value proposition over traditional Internet services companies creating competitive advantage. OneAccord developed a scaleable sales process including training, steps of the sale, scripting, recommended sales and marketing materials, selling techniques, and tools for measuring daily sales activity with defined critical success factors. Additionally OneAccord built a pipeline of highly qualified prospects, referral resources, and resellers with significant revenue potential for the Northwest market. Included in the success of the engagement was the hiring of a regional sales leader, which was funded entirely by new revenues driven by through the project.

Quotes from executive sponsor at the client company: “Since first getting started with OneAccord our company has tripled in revenues, and we’ve expanded our coverage of the Western US with offices from Seattle to San Diego.”