How Terra Advisors approached the target customer
After analyzing the options and the product I contacted various persons via email and phone from different departments cold and existing contacts at o2 to finally reach out to the right person who was in charge of this kind of projects / software implementations.
Initial feedback from the target customer
Was positive but contained some hurdles to pass like needs, ROI, legal and privacy restrictions as also technical questions.
What Terra Advisors did to close the deal
Setting up meetings with different people from different departments as also involving the budget holder in later meetings to be aware and able to sign the budget. We also helped in creating a business case and being the interface between the technical account manager and the customer. Later it was important to organize the tech, legal, testing and operational teams to progress and finalize this project.
14 months
How Terra Advisors approached the target customer
Contacted directly the EVP Customer Service level and immediately got a first meeting set up with hierachical and technical assets of our client.
Initial feedback from the target customer
Immediate interest and requested a 2-month testing platform with real customers which resulted in some interesting statistics for the Orange and was very promising in terms of cost reductions and additional source of revenue.
What Terra Advisors did to close the deal
Extended the demo platform to two more months and at a larger scale and provided an ROI matrix to show the financial benefits.
8 months
Approximately 4 months were lost on pure contract red-lining and client was lacking a few legal elements to be able to sell in Europe.
Ultimately, 7 other countries in the Orange Group took on this technology based on the initial launch that we orchestrated.
How Terra Advisors approached the target customer
First conf call with customer was set up by LogMeIn based on inbound interest
Initial feedback from the target customer
Immediate interest and requested a proposal
What Terra Advisors did to close the deal
Prepared a business proposal with ROI analysis and provided a 3-month testing/demo platform.
5 months
Acted in coordination with the client’s own sales team, but eventually took over the project lead.