A well-funded start up needed to move from its initial open source offering to a revenue-generating enterprise version of its software using a channel partner sales model.
Customers were confused about the differences between the open source and licensed product, and a dominant competitor was perceived as offering more value.
Market Builders determined that prospective customers were downloading the new product but not using it and failing in their evaluations because of poor technical support. At the same time, channel partners were not receiving timely updates on customer inquiries and therefore were not following up with prospects.
We established processes and protocols for customer qualification, download tracking and follow up, and evaluation and testing criteria to ensure adoption of the enterprise product. We further helped the client establish a sales tracking mechanism for hand-off to channel partners.
Enterprise product downloads and evaluations increased by 48%. Channel revenue grew 37% in the first 6 months.