Our client is a market leading provider of web enabled project collaboration software and services to the construction, retail and utility sectors. The company’s flagship product is used by over 50,000 industry experts worldwide. Established since 1994, and part of a £70m technology group, our client is recognised by clients and respected independent analysts as one of the most powerful and functionally rich collaborative tools available in the marketplace.

The Technology
Our client’s technology provides a powerful online collaboration software solution that allows users to manage a range of projects across every stage. The solution is proven to reduce distribution and administration costs, increase productivity across teams and improve performance on future projects. Deploying the software throughout an organisation allows users to disseminate best practice, standardise methods of working, cut training costs and reduce the number of meetings.

The Challenge
The collaboration software market within the UK construction industry is a challenging and competitive environment. Software vendors compete for a slice of the £69b total industry yearly spend in what has become a very price sensitive market. Following another successful year our client’s Managing Director was keen to ensure the development of a healthy new business pipeline for 2006. Martrain were commissioned to uncover new business opportunities in 50 of the top 100 UK Main Contactors – a territory heavily populated by competitor vendors.

The Solution
PHASE 1 - From a target list of 50 company names Martrain fully profiled each key account identifying the organisations structure, divisions, project teams, business drivers, collaboration software landscapes, buying centres and key decision makers in IT, Design and Project Management.

PHASE 2 – Now fully informed about each individual key account Martrain were able to approach each prospect on an educated and strategic level. Over a period of four weeks Martrain talked directly to key decision makers and promoted our clients technology.

The Result
From the 50 target companies over 13 new business opportunities where identified;

• 7 accounts with high value Enterprise Level License Opportunities
• 6 accounts with ‘quick win’ individual Project Level Opportunities
• 18 accounts with competitor vendor Enterprise Level Agreements with future reviews dates

In addition our client received an accurate and up-to-date picture of each target account, a detailed database and an overview of the collaboration software scenario in the UK Main Contractor market, enabling more effective sales and marketing positioning.

For further information on how we achieve results for our clients, please contact us.