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Case Study #10: Client’s New Vertical Market
Problem
GlobalWare has been providing a leading manufacturer of smart card technology solutions with traditional software manufacturing and fulfillment services. The goal was to help the Company win new business in the financial marketplace, by extending an end-to-end solution to customers that addressed both technology and supply chain needs. The concept was to have the Company bundle GlobalWare’s value-added services into their own “Smart Card” solution sale, thereby expanding their offering, revenue streams and competitive differentiation. This was an area the Company was previously unable to address, and it often presented an obstacle in their sales process.
The key at this point was to be as responsive as possible to all the Company salespeople, so that they felt secure when bringing GlobalWare’s services into the mix with their customers. Clearly, they required a high level of support to sell these new services, and they received it through conference calls with customers, marketing materials, quick-turn proposals, etc. In a matter of weeks, they became reliant on GlobalWare as an integrated part of their sales process for every new sales opportunity.
Solution
The first step was to get the Company’ sales force educated on the benefits of bundling in GlobalWare’s services. The concept of Supply Chain services was quite foreign to them, but after two conference calls they understood that this new offering would separate them from their major competitors and help accelerate their sales cycle. The key at this point was to be as responsive as possible to all the Company salespeople, so that they felt secure when bringing GlobalWare’s services into the mix with their customers. Clearly, they required a high level of support to sell these new services, and they received it through conference calls with customers, marketing materials, quick-turn proposals, etc. In a matter of weeks, they became reliant on GlobalWare as an integrated part of their sales process for every new sales opportunity.
Result
It was extremely beneficial that the Company won the first “bundled” deal, with a major national Bank, which clearly valued the services GlobalWare brought to the table in support of their smart card project. The Bank made it clear that they required a turnkey solution from the Company, because they did not have the internal resources or skills to handle the variety of logistics associated with managing a card / reader launch to their customers. So the timing was perfect and the sales cycle short.
Within a few months, several other major deals were struck, again through a series of conference calls, facility tours and comprehensive proposals. By partnering with a major solution provider within a specific industry, over time GlobalWare has become “specialists” within this industry. In fact, at this stage GWS is viewed as the defacto company to support smart card launches for any new card issuer, independent of the smart card manufacturer.
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