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PolyDyne Software
PolyDyne is a strategic sourcing software vendor with dominant market share in the high tech electronics manufacturing industry. ThisQuarter worked with PolyDyne's CEO and VP of Sales and Marketing over the course of several years to improve sales performance and expand market share. PolyDyne adopted the Dashboard Selling methodology and integrated it within its sales processes and CRM system. ThisQuarter provided ongoing training and coaching on Dashboard Selling as well as its presenting and negotiating methodologies. ThisQuarter assisted the management team in migrating from an enterprise/perpetual license model to SaaS license model. In addition, ThisQuarter revamped its sales presentations and developed a suite of sales tools to better equip the sales team.
During this time, PolyDyne's revenue more than doubled which ultimately lead to an acquisition that provided an attractive exit for the Founder and CEO. |
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Hart InterCivic
Hart InterCivic has been providing hardware and software solutions to state and local government for decades. ThisQuarter was initially hired to train Hart's sales team through its integrated salesforce development program that included sales strategy, presentation skills, prospecting, negotiating, and communication skills. Later, ThisQuarter provided interim executive sales leadership when management changes occurred. ThisQuarter also assisted the executive team through a process to focus the company exclusively on the elections industry and divesting other divisions. Once the company had been reorganized, ThisQuarter assisted in rebuilding the sales organization and training new and re-purposed sales team members. In addition, new sales processes and a new sales presentation were developed. Hart integrated ThisQuarter's Dashboard Selling methodology into their Salesforce.com CRM system.
Refocusing the company and improving sales performance lead to a private equity transaction that provided an attractive exit for the management team. |
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CourseTrends
CourseTrends provides an integrated online marketing SaaS solution for the golf industry. At one of its early inflection points, ThisQuarter assisted the CEO in repositioning the company to improve differentiation and increase sales. These improvements fueled growth in recurring revenue which lead to the next round of strategic planning that included a scaling plan comprised of organic growth and acquisitions. ThisQuarter worked with the sales and account management teams to implement selling best practices which ultimately resulted in average year-over-year revenue growth of 50%.
CourseTrends secured a majority private equity investment which provided an exit for the for founder. The remaining equity was ultimately acquired by one of the industry leaders thus generating additional return for the founder as well as the private equity firm. |
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Pervasive
Pervasive Software is one of the leading providers of database management systems and data integration software solutions. ThisQuarter worked with Pervasive for several years on sales best practices and sales force optimization as well as strategic marketing. The Pervasive sales team was trained on the Dashboard Selling methodology as well as ThisQuarter's ENGAGE Presentation model and PROTECT Negotiating method. Extensive training and coaching sessions were conducted with sales team while working in parallel with the executive team to refine and improve overall positioning, target market definition and sales processes.
Later, ThisQuarter provided interim management. Pervasive's growth and strong financial position lead to an acquisition by Actian Corporation that paid shareholders a significant premium on the then current stock price. ThisQuarter assisted Pervasive through the acquisition period. |
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Lombardi Software
Lombardi Software (now IBM) was a leader in business process management (BPM) software. ThisQuarter was brought in to assist with scaling the sales organization after a growth investment round was completed and a new CEO took over. ThisQuarter worked closely with the executive team to identify the key areas of need for sales growth.
ThisQuarter's Dashboard Selling methodology was tailored to Lombardi's sales environment and integrated within its CRM system (Salesforce.com). ThisQuarter conducted training and ongoing coaching sessions to embed the methodology into the sales team. Lombardi experienced explosive growth which ultimately lead to a sizable acquisition by IBM. |