An information company that provides business intelligence to pharmaceutical and biotech firms, investment banks and consultancies had a weakness. As good as it was at preparing business analyses for others, its sales team in the USA came to recognize it could improve its own research.
In less than three years, the Washington, D.C.-based start-up Frontier Strategy Group saw its annual revenues triple by providing corporations strategic decision support on emerging markets. That early success gained the firm a lot of attention.
With the departure of a sales executive, a big acquisition and relocation on the horizon, the sales team at Granicus faced another humdinger of a hurdle: almost all of its clients and prospects were slashing budgets.
The Executive Director of Sales believed her 10-person account team could bring in more business and called on ValueSelling Associates to show everyone how it's done. She chose ValueSelling based on her previous experience at another organization.
As the longtime incumbent telecommunications service provider in the Bahamas, BTC enjoyed a good run as the main player in town. With no alternative full-service provider, particularly in the mobile space, the need to constantly build and maintain strong relationships was not always a focus.
The Columbus Communications recognized this growth potential in Jamaica when it established Columbus Business Solutions in Kingston to provide a variety of B2B connectivity and cloud-based managed services.