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Products with the same or better features lose to products with better sales programmes. We give yours a dedicated, persistent sales effort, so your team can spend its time on demos and closing.
Selling a product is different from selling a service. The decision turns on a demonstration to the right people, and the right people are hard to reach.
Buyers are technical, categories are crowded, and shortlists form fast. A product company needs its proposition in front of many more target accounts than its sales team can prospect, across more channels than it can staff, with the persistence that gets a demo booked.
Our product sales specialists are trained in IT product sales and work as part of your overall product strategy. We reach your markets and decision makers continuously; your team takes the demos and closes.
Who decides
Technical evaluators recommend; a business sponsor signs.Both have to be reached, in a different language each.
How long
Weeks for a mid-market product, quarters for an enterprise platform.The cycle is set by the evaluation, so the evaluation is what we work to start.
What stalls it
No demo booked, a crowded shortlist, no champion inside.Persistent, specific outreach fixes the first; research and timing fix the rest.
What they care aboutDoes it work, does it integrate, and what will it cost them to adopt.
How we openA specific technical angle on their stack, and a demo offered with the right engineer in the room.
What they care aboutThe business case, the risk, and whether the evaluation is worth their team's time.
How we openThe case written in their numbers, before the evaluation is requested.
What they care aboutMargin, enablement, and whether your product is easy for them to sell.
How we openA partner programme they can act on in a week, and the first joint accounts named.
Every sequence ends in one ask: a demo with the right people. Everything before it earns that ask.
Lead generation
Find where the incumbent product is weak for a specific use case, and open with that use case.
Research + lead generation
Recruit and enable the resellers and platforms your buyers already trust, so reach grows faster than headcount.
Partners + feet on the ground
Funding, hiring, a new leader, a migration: the events that make a product decision live, researched and acted on.
Research + data
Weeks 1–2
Target segments and accounts agreed, evaluators and sponsors identified, triggers researched.
Weeks 3–4
Messaging by role, demo offer defined with your product team, contacts verified.
Weeks 5–8
Outreach live, first demos booked, partner conversations opened.
Weeks 9–12
A steady demo calendar with briefs, the channel mix re-balanced, the next segment planned.
A list of target companies is treated as data. It is actually a strategy: every record encodes a decision somebody made about who matters. Three questions to ask of any list before you work it.
Read the piece →
The meeting is booked. The brief decides whether it was worth booking. The one-page format we send before every qualified meeting, section by section, and what we ask for in return.
Read the piece →Most event budgets buy presence. Treated as a channel, with a target list, a before and an after, an event is one of the few places where the first conversation and the second can happen in the same week.
Read the piece →Tell us the market you want opened and what is in the way. A senior member of the team will come back to you with a point of view on the first three moves.