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
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CDN
CLIENT
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Cedexis
MARKET
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CDN and Multi-Cloud Load Balancing as a service
BUSINESS CHALLENGE
Accelerate Revenue Growth Rate
ASSESSMENT:
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Two dis-jointed sales organization for North American and International Markets
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Ambiguous messaging that lacked urgency and business impact
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Complex pricing model that created tension with customers
CHANGES IMPLEMENTED:
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Restructured sales organizations into one, unified team
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Instituted a single global, sales process
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Transformed messaging and customer pitch from company-centric to benefits-oriented
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Simplified pricing model: from an unpredictable billing in arrears to a value-based, annual subscription model
OUTCOME:
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Growth rate doubled
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Customer satisfaction and retention improved significantly
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Company was acquired by Citrix (premium multiple)
