Octasic – A German based wireless communications company

Industry: Telecommunications
Target Customer: A German based wireless communications company

How Terra Advisors approached the target customer

We met senior executives at a trade show.

Initial feedback from the target customer

The customer said that they had a solution already and that they didn’t need a new solution. They felt the client we were representing was too small to do business with them.

What Terra Advisors did to close the deal

  • We drove the executive relationship, developed a winning value proposition, convinced the customer of the solutions return on investment.
  • We then drove the contract negotiations, supported the customer through the development cycle into production with an annual year run rate of $2 million dollars per year over a five year life cycle.
Time to closure:

6 Months to deal closure, 12 Months to revenue

Also worth mentioning:

Octasic targeted this customer as a Tier 1 top 3 global target and had been unable to build traction in building a relationship until a Terra Advisors Business Development Director developed the relationship. The target customer has revenues of $1.7 Billion Euros, is present in 70 countries and has 10,000 Employees.

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