8 mobile network operators
How Terra Advisors entered the target customer
The target customers were approached through a combination of existing 'rolodex' contacts as well as researching key contacts and cold calling/e-mailing.
Initial feedback from the target customer
Just about every target customer was very impressed with the Jasper platform and its M2M/IoT SIM management capabilities and features. Also, the extensive alliance of existing Jasper Partner Operators (JPOs) was a significant selling point.
What Terra Advisors did to close the deal
- Over our 2-year engagement, we successfully introduced the Jasper platform to mobile network operators internationally increasing Jasper's brand recognition and leading to at least one signed deal.
- We successfully held workshops for their M2M management platform and successfully arranged 2 in-person meetings for their SCP mobile subscriber engagement platform.
- All of the workshops and meetings were preceded by extensive phone/e-mail dialog and at least one online WebEx presentation/demonstration of the solutions (after 1 year, we had arranged 23 online WebEx presentation/demonstrations with target customers - many more followed over the 2nd year of the project).
- The next step after the WebEx presentation was a workshop or in-person meeting at the customer's office. This then lead to further workshops and meetings leading to a signed deal/contract.
Time to deal closure
Our first contact with key executives at the operator took place in June 2012. By January 2013, our efforts led to a workshop and a deal was signed sometime around June 2013. A 1-year sales cycle.
Also worth mentioning
Two Terra Advisors Business Development Directors managed this project.