AVEVA
is
one of the World's leading construction software companies. AVEVA had
launched their V-NET engineering information management product 3 years
prior to engaging Admarco, but had failed to score any market success,
with only a handful of installs, despite strong product capability and
compelling need.
The sales team were not actively selling
the product as it was deemed non-core and they were able to achieve
quota without selling it. A further complication emerged as the two
markets for the product had completely different needs and this was not
reflected in the marketing or sales material.
In 2007, the company created an incentive plan to sell the product and hired Admarco to assist with driving product sales.
AMC
assisted AVEVA to create a Messaging Architecture and develop
Buyer-Relevant-Messaging for targetted buyers in both EPC and
Operations markets for the product and to train the sales team in
consultative selling.
On completion of the messaging, Admarco
trained the sales and members of pre-sales support teams in the UK,
Norway and Dubai over a 12 month period. In the year following the
sales training and messaging workshop the V-NET product achieved
forecast revenues and major wins for the company.
V-NET has now evolved to become AVEVA NET and it is the strategic PLM product for the company. www.aveva.com