Background
Optima Associates, founded in 2002, helps OEM’s and OEM’s suppliers implement LEAN Business Systems that drive true competitive advantage. Optima views LEAN as a growth strategy and has helped organizations improve quality, time to market, enhance margins, and create an engaging culture based on continuous improvement. Optima helps clients solve their business and operational challenges, and their clients report that they have been able to increase top-line sales, improve margins and enhance working capital by executing a stronger LEAN process and building a system for daily improvement-engaging the people who do the work.
The Challenge
Manufacturing companies have had mixed results when applying Lean Manufacturing principles. It requires management commitment and is a significant investment for companies. Optima needed a way to differentiate their solution and convey an accurate roadmap as part of their sales process. Their sales cycles were long and complex with many people, departments and management levels represented in the decision process. Consequently, sales cycles often ended in non-decision.
Results
Optima changed its sales paradigm with the help of Selling To Zebras. The company no longer took every small project and focused on more profitable enterprise sales. It didn’t chase every prospect or respond to every RFP. Instead, Optima sought out its most desirable prospects, got access early on to executives with budget authority and spoke in a language that they understood – business value. Optima saw fast and dramatic results. Sales increased significantly by the end of the third quarter the results were:
- Average deal size increased 1000%
- Sales increased 150%
- Profit Increased 800%
Our Clients Love Us
Todd Schneider
CFO & COO, Serigraph
“Through the first six months of this year we have sold more than we did all of last year, and I attribute that entirely to our new process.”
Kevin Calderwood
Former President, Vivisimo
“By using Zebra Software, our average sales price more than tripled, from $190,000 to $600,000”
Steve Davis
COO, Author-it
“A higher percentage of sales cycles close because sellers identify Author-it Zebras and have an early meeting with Power to gain sponsorship to verify a pre-prepared value proposition.”