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Results
and payback
Financial,
strategic, and human results
Results;
startup to World market dominance in 18 months,
with no capital and no sales force!
|
|
|
before
|
after
18 months |
| market share |
<10 % |
>80% |
| annual sales |
negligible |
$ multi-million |
| product price |
higher |
doubled |
| positioning |
unknown |
dominant |
| # sales people |
1 |
zero |
competitor,
Data–I/O
|
|
|
| positioning |
dominant |
non–viable, withdrew |
| # sales people |
> 50 |
> 50 |
|
Understanding
the structure of large-ticket selling, Acugen Software employed
"Automated Sequences of Touches™" using a software analog of the steps a human
sales force would take. The President/entrepreneur achieved his financial and
strategic goals without raising capital for a sales force, and freed his time to manage
the rest of the business.
| |
Speedy
results: business objectives achieved |
| Appraisal |
"You
engineered my secret weapon!" said Acugen's founder,
Peter de Bruyn Kops. |
| Jump-start |
From startup
to market dominance in eighteen months - with no sales force. |
| The
entrepreneur |
Achieved his
strategic and financial objectives, retained control, and freed his time |
| Profit margin |
Acugen
doubled the
product price at my recommendation - and made it stick. |
| Image |
An image of
a company ten to thirty times as large. |
| Sales
technology |
"Automated
Sequences of Touches™" institutionalized good selling and orchestrated the sale. |
| Sales
management |
Simplified
selling motion into a process management task for Acugen's
administration. |
| Their
competition |
Data - I/O
withdrew from the market. Acugen possessed a
sustainable competitive advantage. |
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