“Pipeline Plus made us look deep and hard at our organization to help us understand what we can sell. It was an intensive six‐ to eight‐week process, but it really opened our eyes to what it takes to market and sell in a tough economy.”
‐Bill Truhe, Vice President of Business Development, Diginexus
Based in Philadelphia, Diginexus, Inc. provides technology strategy and software engineering services to the Financial Services, Government, Manufacturing, and Life Sciences industries. Diginexus’s approach is to leverage traditional and emerging standards‐based software and communication architectures to enable its clients to create increased production efficiency, work productivity, and utility for their stakeholders.
Diginexus needed to find more qualified sales opportunities, close more deals, and improve their pipeline. The company was a young systems integration firm facing a bleak sales outlook, as only one new sales proposal had been generated in the previous quarter, and there were no qualified opportunities in the pipeline. Facing a weak economy and brutal competition, the firm’s three salespeople had not closed any deals since they joined the company six months prior to the 9/11 economic crisis. Their lack of a sales framework and no ongoing opportunity generation program required the team to spend approximately 60% of their time on non-selling activities. Diginexus was struggling to attract top sales talent due to the poor performance of the business.
Lacking a clear market focus, sales model resources, and a weak referral network, Diginexus needed to reposition their solution to a new potential customer base. They needed new quality sales opportunities to capitalize on and a strategic process that would provide these. Without the internal sales and business development resources, support focus, and bandwidth, Diginexus needed to develop a steady stream of new qualified opportunities that would allow them to develop accounts in target industries and increase their sales pipeline.
Diginexus turned to VizQuest to lead a successful campaign that would fulfill these objectives. VizQuest implemented their proprietary methodology, Pipeline Plus to effectively, efficiently, and rapidly build Diginexus’ sales pipeline through the creation of Validated Sales Opportunities (VSO). 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. VSOs create shorter sales cycles and better ROI on business development investments. Pipeline Plus, a comprehensive business development program accelerated revenue growth by creating a consistent, scalable flow of the highest quality sales opportunities; enabling the Diginexus Sales team to be more productive to maximize yield on sales capacity. VizQuest executed their Revenue Factory Model to rapidly identify and engage target decision makers. They created multi‐touch‐point campaigns and leveraged their extensive referral network to develop opportunities and close sales for Diginexus’ solution.
VizQuest developed and packaged a compelling customer value proposition, which enabled Diginexus to focus on its most profitable services and develop two distinct new services. They aggressively penetrate the market in order to attract the attention of key players in target industries. The VizQuest team developed a steady stream of qualified sales opportunities for Diginexus to capitalize on, which lead to increased sales pipeline and market share. The team created a partner strategy and recruited two key partners: Sybase and Intuit. These relationships were leveraged at BAI, the top commercial banking conference, where the team executed guerrilla marketing tactics that drove traffic toward both Diginexus and its partners’ booths to generate additional VSOs.
With a modest budget, during a challenging economic climate, the Pipeline Plus team helped Diginexus close new business and increase sales revenue by 400% in just 180‐days. VizQuest boosted Validated Sales Opportunities from $1M to $15M, and the company is now on track to rebuild its sales and marketing organizations with full‐time permanent staff.