Enterprise Software – Scaling up Sales

Aruna SchwarzStelae Technologies

Go To Market Strategy : Enterprise Software

– Scaling up for Enterprise Software Vendors – via System Integrators

• Keep Delivery Teams Small – Non Linear Team Growth – Implementation done by Si

• Focus on R&D & Innovation & building IP

– How to attract the SI

• Flagship customer references

• Direct sale

– Repeat Sales from the SI

Khemeia™ - Content Transformation Customer benefits:

Enriched content for users

Improved indexing

Better search results

Faster speed to market

XBRL – filing of company accounts

S1000D – technical documentation for defense, aerospace

Features: Cloud based Automated Rapid deployment Ultra-fast processing times One product for multiple content

types (legal, technical) Multi-language Input formats (PDF, Word, …) Outputs (XML, XBRL, EPUB,

S1000D, …)

Customer – Rolls Royce Aerospace

Legacy data Aircraft maintenance manuals ASCII text and scanned paper Khemeia™ processing Automated structuring into linked

S1000D data modules Images linked to part numbersBenefits Speed of deployment Automation and accuracy Security considerations: NATO &

MOD classified information Khemeia™ identified as only

viable solution

Getting Rolls-Royce Through our personal contacts – cold calling

corporate customers NEVER WORKSDelivering • Sucked 100% of our technical & project

resources• But was also R&D (product build)

The Rolls Royce Example – To hook the SI

Has to be an industry leader/reference

The SI has to call you – outbound calling a waste of effort

Short circuit the innumerable layers : pre-sales, sales, account managers, consultants, specialists,……

Get to the right projects/decision makers

Shorter technical pre-sales, proof of concepts,….

Thankyou