| CASE STUDIES / FEDERAL SALES ACCELERATION CASES |
Corporate Sales Outsourcing
An encryption software company needs to build a sales and business development team and target the federal government…
Strategic and Tactical Sales
A large software firm needs assistance in augmenting their existing federal sales team…
Research
A small software firm needs in-depth analysis of the federal market for its product before entering that market…
Client Need:
An established encryption software company was released from a 10 year exclusivity agreement with a systems integrator. They did not have an internal federal sales or business development effort.
Approach:
The MITA Group worked with this company to develop and enact a federal sales strategy. This included a full market assessment, opportunity development and qualification, marketing plan and sales execution. We also negotiated and engaged them with a complementary GSA schedule holder and led a top contracted proposal team.
Outcome:
The Office of Management and Budget, Department of Defense (DoD) and General Services Administration awarded our client a blanket purchase agreement (BPA) to protect sensitive, unclassified data residing on government laptops, other mobile computing devices and removable storage media devices. The MITA Group is now successfully selling their product within the DoD and throughout federal government.
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Client Need:
A large software company engaged MITA Group because federal sales accounts for less than 10% of their annual sales. The current sales strategy produces a multitude of small federal contracts in programs departments but does not expand throughout an agency.
Approach:
The MITA Group is assisting to develop and enact an enterprise federal sales strategy for the client. Our approach is working to expand existing contracts and fill the pipeline with qualified opportunities for the future. MITA is also working with our client’s experienced sales team to help move some of their stalled opportunities.
Outcome:
MITA acts as an extension of their federal business development team. The company is poised to significantly increase federal revenues, and the internal sales and marketing divisions welcomes our assistance.
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Client Need:
A small software company with a successful commercial track record is courted by a venture capital firm to develop a product module for the intelligence community. The company must provide evidence that the proposed module will be a viable product for the intelligence, federal and commercial markets.
Approach:
The MITA Group conducted a comprehensive “Deep Dive” for qualified opportunities within the federal government, systems integrator community and commercial marketplace. We reported on the value the product brings to each market segment, current and future budgets, upcoming procurements, administration initiatives and federal policies. MITA also conducted interviews with key government leaders and industry experts to determine and illustrate the full market potential.
Outcome:
The company has evidence of need, immediacy, funding and targets throughout the government and commercial markets to present to their financiers.
