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.