Maluma Solutions
The Client
Maluma Solutions had entered its second year following a shift from service delivery to product development. Their flagship product, Fusion, provides an archiving solution which consolidates information from multiple systems applies retention policies to manage old data from businesses in line with GDPR. They also developed DataSync, which brings real-time synchronisation of OpenEdge data into SQL server. They plan to revolutionise data and document archiving solutions for the legal industry.
The Challenge
Maluma was experiencing classic growing pains. They were looking to establish themselves as a valuable software provider to the legal sector, and they were looking to lean on their strategic partnerships with law tech suppliers to increase sales. In doing so, they identified a need to create a comprehensive business development & sales strategy.
The Solution
Maluma Solutions and Fortro completed an in-depth diagnostic to confirm business ‘now’ & ‘next’, nail their proposition and verify their target audience and possible routes-to-market. From here, we worked to devise a Commercial Strategy & framework that would promote a smoother BD & sales process. This framework would also support presales activity and provide a Sales training overview to senior staff. The results formed the basis of a roadmap creating accountability, responsibility, visibility and credibility in the market.
The Results
By revisiting their vision, we created a tangible but ambitious 3-5 year plan and framework with clear pathways, desired outcomes and key results to help achieve the plan. This overall plan encompassed not only the Growth Strategy initially requested but also a clear marketing and sales strategy, a product roadmap, development of client services, including a clear ROI pathway. It also introduced clear metrics for the leadership to facilitate a healthy growth plan.
Maluma created a much stronger proposition for their strategic partnership programme using revised collateral. By the end of the engagement, they clearly articulated what success looked like for them and understood what actions were needed to take their business to the next level.