Harvesting Revenue Opportunity in New & Complex Markets
CA Wily Technology, a division of CA and a leader in application performance monitoring and customer experience management, has achieved rapid revenue growth in the Telecommunications industry. To do so, the company dedicated marketing, alliance, and sales support resources to focus on the specific needs of Communication Service Providers (CSPs).
Working with The Shirman Group, CA Wily developed an intimate understanding of how its products deliver business value to telecommunications industry customers. The team gathered this intelligence directly from customers, partners, and sales reps. It includes detailed, quantitative evidence of how CA Wily deployments benefit CSPs in a variety of industry-specific use-cases. The information serves as the basis for marketing materials, lead generation campaigns, and sales tools.
CA Wily has educated and supported its sales organization in adopting the new use-case based sales approach and tools. The company’s consistent and highly credible value message has helped Sales open doors into new accounts and into new levels of decision makers. This case study describes the process that CA Wily and The Shirman Group followed to enable CA Wily to harvest the vast opportunity in a key market.
Learn about the process that CA and The Shirman Group followed to enable CA Wily Technology to harvest the vast opportunity in a key market.