How Terra Advisors approached the target customer
Link from the customer
Initial feedback from the target customer
They were very positive and already ranged the previous version.
What Terra Advisors did to close the deal
They were very positive on the product ranging and needed to see a direct relationship with me rather than having increased costs through an intermediate distributor, which is what they had on the last product. Therefore, the retail costs were very competitive.
3 months
How Terra Advisors approached the target customer
Relationships was already in place
Initial feedback from the target customer
They liked the qwerky product concept but struggled with Bluetooth.
What Terra Advisors did to close the deal
We convinced them that Bluetooth products would create value for the product synergy in this product and this allowed us to conclude the sale.
3 months
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.
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.
Two Terra Advisors Business Development Directors managed this project.