Clients

Business was good but Adaytum Software wanted better

Not really an enterprise resource planning (ERP) or a business intelligence (BI) vendor, Adaytum was without a recognized market category. They turned to Elizabeth Herberg who recommended a positioning strategy to meet short-term demand generation needs. Herberg provided a vision of how Adaytum could create and own what would eventually become a new market category [+]. Within 12 months, leads grew from less than 50 to more than 2,000 per month, and within three years, Herberg helped Adaytum create and own the new market category: Business Performance Management (BPM) software.

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Refocused brand & marketing strategy helps AirClic leapfrog the competition

In spite of the company's innovative technology and many unique product features, Philadelphia-based AirClic was "under the radar" and struggling to differentiate itself in the highly competitive mobile IT market. AirClic engaged 99GS to focus and simplify its brand to support the company's flagship product offering and clarify the company's go-to-market messaging. 99GS worked to focus their sales and marketing efforts through industry segmentation and, in four short years, AirClic's revenue grew from less than $1 million to nearly $14 million. Their subscription/license-base grew almost 200%.

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Strategic marketing counsel helps Aveso achieve sales success

With identity theft and credit card fraud on the rise, Aveso's product—a flexible, paper-thin display with a patented electronic ink that displays an ever-changing password to the credit card holder—was poised to win a significant emerging market. But Aveso needed to win the acceptance of several key industry influencers who set manufacturing specs for credit card production. To help with its targeted effort, 99GS provided marketing consulting services that helped Aveso build awareness and confidence within the industry, created more compelling messages for sales and helped source and provide introductions to creative services for ongoing support.

Leading SMB consulting firm increases awareness of its BPM services

While Grant Thornton is the leading brand for small and medium-sized accounting and business consulting services, few knew of the firm's expertise in business performance management. To rectify this lack of awareness Grant Thornton looked to 99GS to improve its market positioning and strategy [+], and help grow this segment of its business portfolio, which was heavily weighted to contribute to the bottom line. After focused market research and interviews with sales leaders at Grant Thornton, 99GS developed a comprehensive positioning document including its "elevator pitch" and sales presentations about performance management, enabling Grant Thornton to engage with more C-level decision makers on issues that mattered most.

Hyperion leverages market-leading 99GS to grow business intelligence business

Faced with a growing list of competitors, a complicated message and even resistance from its own sales organization, Hyperion decided to make an aggressive move to change the game in how it marketed its planning and performance management software packages. Enter 99GS—outside thinkers who understood the market. The first course of action – radically change the way the sales team approached the product sell. An innovative "blueprint" selling tool [+] was developed and an off-site training program was implemented with a pilot group of sales professionals. Sales staff was given individual coaching on presentation styles and message delivery, and were provided a complete package of sales materials. Within nine months of the training, a million-dollar deal was closed. Sales reps flooded the blueprint marketing team with requests to be included in the next training program.

Comprehensive market analysis drives IPO success

Restore Medical needed to re-think its overall marketing strategy to ensure the successful launch of a new obstructive sleep apnea (OSA) treatment – The Pillar Procedure. 99GS consultant Elizabeth Herberg was retained to assess the market, create a strategic marketing plan, get the plan approved by the company's board, and implement that plan – all in just four short months. The results were stunning [+]. Revenue for the quarter following the launch exceeded the total revenue for the three previous quarters combined. Physician-scheduled meetings with the Restore Medical sales team increased 586%. And more than 4,000 print and online stories appeared in national publications, reaching an audience of more than 270 million.

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