We love hearing from our alums when aspects of the ValueSelling Methodology are working to close deals and drive success. Recently, we heard from from alumni Rob and Dennis with great news about their new company, Sequoia Enterprise Services.
While still working at VMware, Rob and Dennis went through ValueSelling training with Visualize. Near the end of 2014, the pair started a consulting firm with another peer. Their small firm has already seen big success, earning well above average margins. Sequoia has grown to over $1.5 Million in revenue in less than 18 months.
From the beginning, the company knew they would be competing for deals against giants like EMC and Cisco. Rather than focusing on selling features or price, Sequoia stood out by focusing on their differentiated value.
One of the company’s first deals is also one of their largest. The client, a telecommunications company, was experiencing a decline in traditional services, and was looking to evolve into the cloud/ICT space. The president of the company specifically wanted to grow ICT revenue to $250M over a ten-year period.
While competitors focused on explaining why the telecommunications company should build the new cloud structure on specific platforms, Sequoia focused on articulating a strategy to drive revenue for the client. Working directly with the company’s president to determine how to meet this revenue goal and by helping the company identify their own differentiators, Sequoia was able to assist the company in establishing the brand and reputation of their new ICT and Disaster Recovery services. This placed Sequoia in the role of not only a service provider, but also a partner, helping them out position the competition.
“I would attribute a lot of our success as a company to the ValueSelling Methodology. It helps us craft the right message without gaps.”
— Rob Wiens, Managing Director, Sequoia Enterprise Solutions
The telecommunications company deal served as a launching pad for Sequoia’s success and solidified their reputation as partners able to position their client services in their client marketplace.
The firm is looking to triple revenue and hyper-scale this upcoming year.
Now that’s good selling!
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