CASE STUDY

CEDEXIS

Identified complex messaging and pricing models and and two sales teams who were not aligned or working together. 

High Tide Advisors’ Team Refined go-to-market, messaging and team structure to double growth rate.

PROJECT DETAILS

Go to Market, Marketing Messages, Sales Strategy
SKILLS
  • CDN
CLIENT
  • Cedexis
MARKET
  • CDN and Multi-Cloud Load Balancing as a service

BUSINESS CHALLENGE

Accelerate Revenue Growth Rate

ASSESSMENT:

  • Two dis-jointed sales organization for North American and International Markets 

  • Ambiguous messaging that lacked urgency and business impact

  • Complex pricing model that created tension with customers

CHANGES IMPLEMENTED:

  • Restructured sales organizations into one, unified team

  • Instituted a single global, sales process

  • Transformed messaging and customer pitch from company-centric to benefits-oriented

  • Simplified pricing model: from an unpredictable billing in arrears to a value-based, annual subscription model

OUTCOME:

  • Growth rate doubled

  • Customer satisfaction and retention improved significantly

  • Company was acquired by Citrix (premium multiple)