Epicor

Epicor Case Study

Introduction:

Epicor Software Corporation provides industry-specific business software designed around the needs of manufacturing, distribution, retail, and services organizations. 

Today, over 20,000 customers in 150 countries around the world rely on their expertise and solutions to improve performance and profitability. Epicor is driving growth for companies globally with solutions including ERP, HCM, MES, and more.

The Engineering and Construction industry is an ever-shifting industry sector, marked by cycles of growth and decline, and, most recently, acquisition and consolidation. Experts are optimistic and claim that engineering and construction firms will make increasing investments in new technologies for more efficient operations and to compete in the global market. Epicor has the software solutions they need to differentiate their business and meet or exceed market demand.

Challenge:

While Epicor dominated ERP software sales in the Manufacturing space, they experienced difficulty capturing new accounts in the Construction industry. The company struggled to break into new Construction and AEC accounts, as they had a reputation of being primarily focused on Manufacturing and the software would require too much customization to meet the demands of the AEC market. A critical concern was project management integration with materials and resource management.  Epicor wanted to accelerate the growth of the AEC market and did not have the relationships resources, or bandwidth from internal sales and business development resources to effectively and efficiently break into new accounts.

Epicor needed to find a partner to target, penetrate and capture new account in the AEC market, the needed to scale their sales pipeline and generate 20 new AEC customers within a 12-month time frame. Epicor needed to capture major new AEC accounts and solidify a highly qualified sales pipeline, in order to eventually dominate the AEC vertical ERP software sales. They wanted a steady stream of high-quality opportunities to capitalize on in order to increase sales pipeline for ERP software and develop a new customer base.

Solution:

Epicor turned to VizQuest to lead a successful campaign that would fulfill these objectives. VizQuest implemented their proprietary Revenue Factory™ sales model to effectively, efficiently, and rapidly build Epicor’s 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.VizQuest launched a comprehensive business development program to accelerate revenue growth by creating a consistent, scalable flow of VSOs; enabling Epicor’s Sales team to be more productive to maximize yield on sales capacity.

VizQuest worked closely alongside Epicor to launch a new go-to-market strategy, focusing on creating and conveying a new value proposition targeted toward the right companies within the AEC market.  Additionally, VizQuest leveraged their Executive referral network in order to arrange a partnership between Epicor and a leading AEC consulting company. This partnership added even more value to the campaign, as even more VSOs were produced within key AEC firms, allowing Epicor to capture the new customer base.

Results:

VizQuest produced over 70 VSOs in 6-months and drove $11M in pipeline. VizQuest helped Epicor successfully present their ERP software to some of the leading companies in the AEC industry, and developed high-quality opportunities for Epicor’s sales team. These opportunities turned into deals with major new accounts within the AEC industry within the first 12-months, increasing Epicor’s sales pipeline and revenue growth. The program engaged Epicor with major new accounts, including Worley Parsons, ESCO, S&B Engineers, Hoar Construction, Jacobsen Construction and more. Today, Epicor is one of the leading ERP software providers in the AEC market.