Companies Entering New Markets or Increasing Focus on Existing Ones Want to:

• Systematically identify and prioritize target markets
• Build the skills, capabilities, and tools to pursue a market opportunity
• Proliferate domain expertise beyond a small group of experts
• Create credibility and moment in the new market
• Align organization and compensation to market-specific objectives.

How We Help:

• Identify and prioritize target industries, solution areas, or markets
• Find use-cases where your products or services are most relevant
• Help you understand the pains and objectives of key stakeholders
• Define go-to-market plans to enter and expand within this market
• Develop alliances strategies to gain credibility and account access
• Create industry or audience-specific value proposition, marketing content, and sales tools
• Build sales rep and channel acceptance and skill sets

Results We've Achieved

• Identified and prioritized new solutions that drove $45M in incremental revenue in their first year
• Developed and helped implement a new sales strategy that resulted in record sales that beat quota by over 200%
• Created sales tools and training for a target industry that helped close $1.3M deal in first quarter of use

"The Shirman Group helped BEA identify market opportunities that have the potential to bring significant incremental revenue."

— Sarika Agrawal
Vice President,
Solutions BEA Systems

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Read White Paper:

Harvesting the Revenue Opportunity in New and Complex Markets: CA in Telecommunications

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Now Available:

Industry Specialization in Enterprise Software Benchmarking Report

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