34% Increase In revenue in 12 MONths.

CASE STUDY

How RMS Helped Our Client Increase Their Sales Revenue by 34% In 12 Months.

THE
CHALLENGE.

RMS was contacted by the client because they needed to dramatically improve the ROI from their marketing and sales departments. They were hitting a ceiling in terms of the scale and number of the target clients, and the gross margin they were able to  achieve.

An
Overview.

The client’s company had a successful Aust. and O/S service that had high yields and was of benefit to high net worth individuals. Yet they were struggling to gain additional income.. This was set against a high per cost for sales and marketing f.

To rectify this they considered expanding into new OS markets, lowering prices to increase market appeal, lowering headcount or offering a reduced  service to their current clients to cut their delivery costs.

our
approach.

This industry was highly technical so it was critical that we took on board the deep experience and knowledge of the client and their team.  This is a fundamental part of our S.P.I.N.E. Sales Methodology. We determined that the client had a fairly robust sales process in place, but had a limited budget within which to go forth and make changes. 

We uncovered there was in fact a genuine growing need for a service similar to the initial service but targeted to a different audience. An exploration of the financial cost to modify the software delivery revealed positive results. Market research also supported the options created in developing a complementary product to service this new market.

For the new service and target market, we worked closely with our client and their sales and marketing teams to develop clear messaging, positioning, robust pricing models, channels to market, marketing/advertising methods, and sales team to client interaction ratios. 

Tweaks were made to the delivery software and existing sales personnel were additionally trained to sell this new service, internally it was positioned as new, different, and as an opportunity to the sales team.

Monthly review sessions resulted in further tweaks and adjustments from practical client engagement learnings and feedback. 

our
SOLUTION.

Reimagine, repackage and rebrand an existing product to appeal to new markets and create new revenue utilising the resources – financial, human and physical already available.

the
results.

COST NEUTRAL WITHIN 4 MTHS

Within 4 months, the cost of change apportioned was covered across the sales rep., marketing costs and service delivery costs.

34% REVENUE INCREASE

Within 12 months the new service increased the net profit of the company by 34%

MARKET EXPOSURE RISK REDUCED

The creation of this new service lowered the single target market risk exposure, e.

PRODUCT SCALEABILITY INCREASED

The creation of this new service increaseD the scale advantage of the software.

The introduction of this new service didn’t require the company to grow staff, source new premises or funding to meet to gain the growth.

WE CAN
HELP.

Contact us to chat about how RMS can help you accelerate your sales revenue growth