Commercial development of BU addressing new PMC.

For Manugistics, US software provider for Supply Chain Management, the traditional license sales approach has been transformed into a value based strategic, consultative, customer dialogue. The success of the approach is reflected annual sales growth from $0M to $11.8M in two years time

Situation: US nasdaq listed software provider experienced increasingly more of their customers and prospects starting to outsource part of their Supply Chain operations. Such having negative impact on (potential) license sales with existing customers and targets. However outsourcing trend provided new market opportunity as well to service these new type of prospects taking on outsourced operations (i.e. distributors, logistics service providers, marketplaces, etc).

Challenge: Engage and sell effectively to this new type of prospects taking on outsourced operations(i.e. distributors, logistics service providers, marketplaces, etc).

Approach: With a value proposition addressing the business value outsourcing brought to them, and adopting a value based sales approach targeting the CXO’s of prospective companies, the new BU grew to a $11.8M annual revenue in two years time.