Jasper Wireless – 8 mobile network operators

Industry: Computer Networking & Security, Information Services, Information Technology, M2M/IoT, Telecommunications, Wireless
Target Customer: 8 mobile network operators

How Terra Advisors approached 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 closure:

Within the first 6 months after taking to the executives, our efforts led to a workshop and a deal was signed a few months later. A 1-year sales cycle.

Also worth mentioning:

Two Terra Advisors Business Development Directors managed this project.

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