Case study AVIVA Networks

AVIVA Networks designs and builds equipment to wirelessly transmit data on a large-scale. The company is still young and is comprised of a team of experienced engineers. The technology and applications are complex and the customers are Fortune 500 companies.

A complex opportunity

The products and applications are technically complicated and the market was not easily defined. While the engineers were able to explain the technology and its uses, it was difficult for investors, partners and prospective customers to fully understand the opportunity on their own.

Another element added to the challenge. While working with the team, it became apparent that different parts of the company had their own understanding of the product’s uses and potential customers. The absence of a shared understanding of the company had created invisible obstacles and stumbling blocks that needed to be removed.

Clear image and prospects

Package the company, its capabilities and its products in a clear and compelling manner that everyone could agree upon and that external audiences could easily understand.

Sales Growth Partners worked with the founder and management team to create a concise and shared definition of the company, its products and its target markets. We created the company’s presentations and collateral material so that they were clear, compelling and focused on getting the desired response from each audience. There are now Sales Sheets and Sales Letters for the sales force. There are brochures tailored to specific audiences and presentations tailored to investors, partners, engineers and prospective customers.

An added benefit emerged as a result of having the clear image and integrated messages. The broader team now had a shared vision of their company, its product and their business opportunities.

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