Adding Large Fish to the Pond

Background

A six year old company was focused on the education and training of mortgage professionals. Their charter was to train new loan originators, processors and closers, and keep experienced professionals up-to-date on new rules and regulations driving their industry. Producing a library of software products to sell, and conducting training sessions generated revenue. The company found itself struggling to complete the product, penetrate the market place and stay abreast of the industry changes with limited resources.

Objective

A SGS partner was commissioned by the training company to assess their situation and was asked to determine the following:

1. Does the organization have a close to market ready product allowing the company to start aggressive sales campaigns?
2. Does the existing sales staff have the ability and know-how to sell product?
3. Can the product be sold using other methods that may generate higher returns for time and investment?

Although the system was not fully completed, short term, sales had to increase to allow for critical product enhancements and system maintenance.

Key Results

• Marketing materials were perfected using newly discovered market intelligence
• A Master License Agreement was designed and implemented
• The target market was redefined to now include substantially larger prospects
  

Commentary

Once the first Master License Agreement had been sold, the company had proven their ability to close and service not only small clients, but very substantial customers as well. The additional income supported product enhancements and allowed the company to pursue outside financing.

References:

The founder and CEO as well as other executive team members are available for comment upon request.

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