Success Snapshots

This mature, communications based company in the New Jersey area engaged The BVM Group, LLC to assist in the transition of its software development organization from what had been a custom job shop. Moving to a leaner and more efficient product line delivery model, the company soon found its products hitting the marketplace quicker, and its overall development cycle accelerating. Meanwhile, The BVM Group continued working with the company on the creation of extensible API’s and detailed specification documents; thereby enabling third parties to independently implement the company’s software while dramatically reducing support costs.
This three year old company called upon the BVM Group to augment already strained resources to analyze, plan and then implement a global channel partner program where none had previously existed. Relying upon relationships and personal experience that extends back decades, BVM analyzed and prioritized a geographical plan and timeline that best fit the needs and capabilities of the company. With the concurrence of management in hand, BVM then went about the process of evaluating candidate channel partners who resonated with and complemented the company’s value proposition; putting into place training and joint registration processes, and implementing a joint go-to-market sales model that continues to drive significant revenues to the company.
This technology oriented company transitioning to a solutions business engaged BVM for an overhaul of its Go-to-Market Direct Sales Model and the recruitment, where necessary, of suitable sales resources around the globe. Starting with a re-tooling of the opportunity qualification process, BVM culled out the most compelling customer value propositions, simplified & standardized the selling process, and instituted formal account planning & monitoring sessions. Management’s visibility into emerging and forecasted deals was greatly enhanced, as was the quality of forecasting and accountability for results. Sales teams and accounts, meanwhile, were aligned in conjunction with a new incentive compensation plan with obvious and expected results. Deal closings were accelerated and there was a significant increase in sales pipeline size and revenue generation.
This early stage company, having spent years in the development and initial deployment of what they felt was market changing software, engaged The BVM Group, LLC to raise an incremental round of financing for international expansion and additional product development. Incumbent with this activity was the development by BVM of detailed due diligence information, assistance in the creation of presentational information and supporting collateral, and strategic buyer / private equity introductions.