Industry: Wireless Technology
Revenue: $15 million
Location: Kirkland, WA

The client of an industry leading provider of software solutions for the development of mission-critical wireless applications and the management of wireless LAN networks and mobile devices needed to increase its sales while building a scalable & repeatable process, increasing its already significant national presence, associated revenue stream, all with the objective of a stronger business valuation. Concern was mounting as the largest channel partner was shifting to become a competitor. Sales were driven by a team of 15-20 channel specialists.

The OneAccord Solution
OneAccord Corp. delivered our Revenue Review service that assess customer needs, organization’s strategy, structure, process, tools, people, and culture as it relates to revenue generation. Specifically, OneAccord examined our client company inside, direct, and channel sales programs and developed a list of findings and recommendations for improving revenue generation at our client. OneAccord presented the findings and recommendations, along with a clear action plan for results, to our client company.

Engagement Highlights

• Rapid and effective assessment of revenue generation
• Identification of clear target markets
• Building of an ideal customer profile
• Description of the needed skill sets for the sales team to capture market share
• Profiles created to hire new sales team for targeted accounts
• Cross-training system put in place to help migrate some of the channel sales to a direct sales force

Results
OneAccord was able to discover areas needing significant improvement in our client company’s sales process and proposed solutions that would provide greater certainty in meeting the sales objectives. This shift in direction from a channel to direct sales was a significant risk & needed to be accomplished without cannibalizing the existing revenue stream. The net result was a team trained to penetrate the “new customer” without any loss to the revenue stream, thus increasing the businesses valuation through owning the customer outright.