It seems that Blue Ocean Strategy champion Landslide Technologies is receiving accolades and honorable mentions almost everywhere we turn. Most recently, Landslide was mentioned in a BusinessWeek article discussing the boost it gave to V12, a provider of direct marketing services to businesses, to improving its sales machine.
The response was swift. "I just got e-mails from some sales managers saying: `We are dying [under all the new technology],' " says Berke. "But that's good—it means they are actually using it." The pace of deals slowed as reps got used to the software and tried to reach the more senior executives who could sign off on bigger deals. "Before, we were pounding the phones and cold-calling all day," says Adam House, V12's senior vice-president of strategic accounts. "Now it's definitely a longer [sales] process, and that's a huge change."
The new approach is paying off. As of early fall, the value of V12's pipeline stood at $43.7 million. The company has 279 deals in the works, up from fewer than 100 before the overhaul.
And, in addition to the boost V12 got from Landslide Technologies, the article also discusses ways in which the management at V12 is tapping into some Blue Ocean-like thinking itself -- both in defying conventional wisdom and via the first action of the Four Actions Framework: Eliminate.
Landslide Technologies has drawn on Gabor’s expertise to enter an already crowded and very competitive sales force automation market. In fact, Gabor has led two Blue Ocean Strategy Workshops for Landslide's senior management, in addition to being an Advisory Board member. And through this, Gabor has helped the Landslide team redefine the CRM market and create its own Blue Ocean space.
[Image via Landslide Technologies.]