The enterprise software supplier’s product positioning and product development strategy was inconsistent with prevailing market dynamics. Prospects and partners were confused and losing confidence in the supplier’s future viability. The sales cycle was extending as prospects dug deeper into reviews of the supplier and their competitors. Most regions missed their sales goals. A new product roll-out was pending and needed changes.

The analyst worked well with the functional teams and brought out clear, unbiased evaluations. A final review of the key points with the CEO gained his acceptance and support. The company is now on a path that includes compatibility with industry standards and, at the same time, provides clear product differentiation. Specific functions, target market segments, and a positive sales strategy are identified. The recommendations were accepted and used to modify elements of the new product roll-out. All parties are aligned and working towards a clear strategy that has raised confidence in the future success of the business.

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