Management Software pivot
When the founder of a 20 year-old middleware player woke up with a vision for a new way to frame his market, we took his call. Starting out as with an emphasis on services, the move to cloud delivery was perfect for a new product which could deploy remotely and deliver assessments on network and security performance with lightning speed.
The challenge was how to differentiate from intense and well-funded competition who could attract the best sales talent, dazzle with product demonstrations and cover up product deficiencies with on-site consultants. The world was moving away from overstaffed IT teams and it was time to reveal the future of endpoint management.
With a central concept of ‘The Eternal To Do list’, several iterations of our Point Of View (PoV) spawned intense inspection into the current and future buying personas. Each one was carefully crafted to make sure the overarching Point Of View was coherent with their individual professional needs.
The change in direction powered a transformation which encompassed the product line-up, sales model and how the world saw this software pioneer, forever.