Stottler Henke

Introduction:

Founded in 1988, Stottler Henke Associates, Inc. creates and applies artificial intelligence and other advanced software technologies to solve problems that defy solutions using traditional approaches. Stottler Henke combines its broad artificial intelligence expertise and technologies with skills in expert knowledge elicitation, requirements analysis, software and database design and implementation, data analysis and visualization, and user interface design to deliver innovative software solutions for education and training, planning and scheduling, knowledge management and discovery, decision support, and computer security and reliability.

Challenge:

Stottler Henke’s software products had always simplified and accelerated the development of unique project and asset management for a number of different clients, including NASA, but sales numbers had still struggled to reach revenue and growth targets. Their solutions were hard to position to a broad customer range, as they were extremely niche‐oriented and not fully “packaged”. In addition, Stottler Henke lacked in internal sales and business development resources that were necessary to increase sales pipeline and capture a number of new major accounts.

In order to improve the productivity of their under‐performing sales team, the company needed to repackage their software solution and target major accounts with similar attributes and requirements as their current customer base. They wanted a consistent stream of high quality opportunities within target markets, in order to rapidly develop better sales opportunities for their team. Without the proper sales and business development resources, support focus, and bandwidth, Stottler Henke needed to increase market share and quality opportunities in order to increase sales pipeline and revenue growth.

Solution:

Stottler Henke made the decision to partner with VizQuest and implement their proprietary Major Account Capture program to target and close deals with new product information management accounts in the Aerospace industry. The program leveraged VizQuest’s proprietary Major Account Action Plan (MAAP) that effectively and efficiently selected and examined major accounts in order to capitalize on their specific needs. It employed VizQuest’s Revenue Factory Model to rapidly identify, engage, and compel target decision makers in order to produce high quality opportunities for Stottler Henke. VizQuest implemented their market research capabilities, sales tools, and professional referral network in order to produce 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 decision maker has seen a sales presentation.

Focusing on major account capture, VizQuest restructured Stottler Henke’s sales and business development program and re‐packaged their solution in order to maximize visibility in the target market and improve sales performance. They helped position their solution from the best angle possible, in order to ensure a steady stream of new quality opportunities and shorten the sales cycle. Leveraging a compelling and proven value proposition, VizQuest focused on capturing new customers and generating new revenue. They acted as an extension to Stottler Henke’s sales and business development team by managing the sales process, which included developing a robust sales pipeline in order to rapidly drive revenue growth. VizQuest delivered high quality opportunities for Stottler Henke to capitalize on, which lead to increased sales pipeline and accelerated revenue growth.

Results:

VizQuest succeeded with efficiently and effectively delivering new accounts and revenues for Stottler Henke. They were extremely successful in closing business with top 50 companies in the Aerospace industry such as GE, Raytheon, Boeing, Pratt and Whitney, and Gulfstream Aerospace. VizQuest helped Stottler Henke package their solution and position it to the right buyers, which lead to a steady stream of high quality opportunities and significant revenue growth.

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