Successes

Our goal is to help our clients win more business, more profitably, more often ... and understand why. A number of Red Edge clients are featured below.

The world’s largest IT provider, HP deliver solutions that span mobile, desktop and back-end servers, supporting enterprise applications through comprehensive implementation and support services.

Red Edge was contracted to provide additional structure around solution development, objection handling and reference management for the EMEA SaaS sales community. In all these areas I have seen the sales team benefit from the "Red Edge" approach and a number of deals were positively impacted leading to a successful outcome for the business.

I plan to use the consultancy again with future requirements as I feel their approach and post-delivery process provides the best opportunity for success.

James Johnston
Director, Software-as-a-Service, WW Sales

HDS helps over 80% of the Fortune Global 100 to transform raw data into valuable information by making it more accessible and simpler to manage.

Red Edge shared the same mindset regarding market focus – and demonstrated a depth of experience in leveraging economic messages to engage prospects and clients to uncover and quantify the return on investment.

We continue to work with them as we progress on our journey, that of becoming the leading proponent of value from storage solutions.

Jon Cooper
Director - Solution Marketing EMEA

2e2 is one of the fastest independent business solutions providers in Europe. Red Edge provides market advice and new business sales coaching for the group-wide operation.

While 2e2 increased solutions portfolio aided our move to larger client sales, we also knew of the potential for stronger competition and increased cost of sale through longer sales cycles and pre-sales overhead.

Red Edge’s sector focus and field coaching techniques have supported this move, providing the team with a field-tested approach to managing the bid process - particularly initial qualification and building the business case ROI.

As a result, we focus on accounts we can win, have controlled our cost of sale and seen return on our training investment. The team too have gained confidence in their ability to compete with the larger players - and win.

Matt Franklin
Sales Director - 2e2 Group

Oracle is the world largest supplier of database and development tools. Red Edge has provided New Business sales skills with supporting one-on-one coaching for the Uk sales team.

We had used SPIN as our standard for creating awareness of requirements for some time. We knew however that unless we were able to open the door in the first place, these skills we pretty academic. Red Edge’s workshop takes us from value proposition to a compelling opening ‘Call Framework’, ensuring meaningful discussions with new name prospects.

Equally important is that as and when we have new messages, this process can be easily reapplied.

Cillian O’Grady
Sales Operations Director - Oracle Corporation

Clearswift is the world’s leading provider of content security software. Red Edge has provided training ranging from new business tele-sales, through to key account development and sales negotiation skills.

Our challenge in a very fragmented market was selling the value of our solutions against commodity type providers with less functional solutions, selling exclusively on price.

The sales upside was that by addressing the increasing scale and complexity of client requirements and encouraging the use of advanced sales skills, our terms and margins were maintained.

We selected Red Edge's consultants because of their focus in Software sales techniques. As each also had personal experience of negotiating large-scale bids, they were able to deliver credible advice on top of the negotiation techniques, which we found to be vital.

Our Global Key Accounts team now address new opportunities with more forethought and planning, entering a bid process with a range of options to reach a win:win result.

I have no hesitation in recommending Red Edge and will continue to work with them as new sales skills requirements develop.

Ian Bowles
SVP Global Operations - Clearswift

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