FullTilt Solutions

Introduction:

FullTilt Solutions, Wayne, PA., is a leading provider of enterprise Product Information Management (PIM) solutions. FullTilt focuses on providing solutions for the Consumer Packaged Goods, Retail, Electronics, MRO and Life Sciences industries. FullTilt’s flagship product, Perfect Product Suite, automates, manages and optimizes the business processes required for the complete and accurate internal and external data synchronization necessary for perfect Internet enabled commerce. FullTilt provides data synchronization to GDSN certified data sources, including 1SYNC. Founded in 1987, FullTilt has been implementing enterprise PIM solutions since 2001 at leading organizations.

Challenge:

FullTilt had struggled to present their flagship project information management solution, Perfect Product Suite to new potential consumer goods companies. Their sales numbers were flat in the past, as their underperforming sales team struggled to expand visibility in the market and increase sales pipeline. Adding to the challenge was the complexity of selling the concept and value proposition of PIM, as it was a difficult solution for large corporations to adopt and deploy. FullTilt faced difficulty in effectively and efficiently producing high quality opportunities for their solution.

FullTilt needed a solution that would put them in the right position to present their product to key new clients in the Consumer Packaged Goods, Retail, Electronic, and Life Sciences Industries. Capturing major new accounts would solidify FullTilt’s presence in the market and provide a consistent new revenue streams. With limited bandwidth, resources, and support focus, FullTilt needed to effectively and efficiently produce high quality sales opportunities for their solution.

Solution:

FullTilt made the decision to partner with leading sales and business development group VizQuest, who had a proven track record of taking companies engagements from contact to closure. VizQuest immediately employed their expertise to assess and improve sales strategy, execute a new campaign for Perfect Product Suite, and most importantly, capture new major accounts. VizQuest implemented their proprietary Major Account Capture program to deliver new major product information management accounts for FullTilt’s solution. The program identified, engaged, and captured major new accounts in order to capitalize on their specific needs by leveraging VizQuest’s major account action plan (MAAP) and Revenue Factory model. VizQuest employed their market research capabilities, sales tools, and professional referral network to rapidly identify, compel, and qualify target decision makers within companies that had pain and a need for FullTilt’s solution.

VizQuest did this by producing a sustained stream of Validated Sales Opportunities (VSO’s). A VSO is a confirmed prospective buyer, such as a key influencer or decision maker, who has the right situation, problem, or opportunity that a company’s solution addresses. They have serious intent to investigate a solution, and there is a defined action item for advancing the sale after the buyer has seen a sales presentation.

VizQuest created a new value proposition and refocused FullTilt’s sales strategy to target key features unique to their company. They focused on Perfect Product Suite being the only product information management software provider with the capability of managing millions of products in a single instance. VizQuest rapidly conveyed their new offering to the right key players in major companies with a need for a new product information management solution. VizQuest deployed their program in an efficient and effective manner, positioning the Perfect Product Suite at an angle that delivered high quality sales opportunities for FullTilt.

Results:

VizQuest delivered superior results for FullTilt, as they generated 36 VSOs in 3‐months with F500 companies, such as American Greetings, 3M, ConAgra, and Anheuser Busch. Capturing these new major accounts solidified FullTilt’s presence in the market and added to their solutions value. VizQuest was able to establish a business development model to efficiently and effectively create high quality opportunities for PIM. Following the program was an acquisition by QAD, Inc., who realized FullTilt’s value.

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