Case Study – Cooper software

Client Problem

Cooper Software had developed a brand new SAAS product native to NetSuite ERP – ProScope. The technical attributes of the product were clear but the client needed to understand the market opportunity and potential value, articulate the value proposition and take the product to market

Ardan Insight solution

  • The initial piece of work was a comprehensive, detailed market assessment delivering an addressable market value, an overview of the competitive landscape and market segment outlooks for the next 5 years. Customer segmentation was also critical at this stage to ensure an effective sales channel mix as part of the Target Operating Model. Key deliverables from this phase of the project were a clear value proposition, a robust sales proposition, a target operating model and a sales channel mix including field sales, inside sales, digital self-serve and channel partners
  • Next we worked with the Cooper Software Senior Leadership Team to define an aggressive but achievable deployment plan. For this project, Managing Partner, Grant Richardson led deployment for year one of the plan

Outcome

  • Successful delivery of all key elements of the Year 1 plan – customer acquisition, revenue and profit targets, organisational development, market positioning and partner acquisition
  • Sales channel deployment complete and digital marketing strategy launched and delivering target LeadGen
  • All year 2 prep work complete including robust sales and marketing plans, revenue targets and customer and partner acquisition plans