Experience

Milestone's talent has helped many great companies. Here are some respresentive projects and results:

Client

Milestone's Talent's Role

Impact

Monster.com

Analysis and development of a new go-to-market strategy which included a value-based segmentation, product development and optimal pricing strucutre. The implementation included training of entire sales staff.

Bottom line impact was 8% profitability improvement (approximately $10 M in first year).

Fortune 50 technology company <name undisclosed>

With client, co-architected business plan for a new model to deliver IT services to SMB clients

Led deployment of business model components with pilot partners.

Strategy was analyzed by the Gartner groups and given its highest rating.

Execution of strategy resulted in developing new products at an 85% savings, with first sale within 90 days of concept, and >$500k in sales in 6 months.

Strategy led to improvement of 16 points of gross margin and decreased SGA costs (1-2 points)

Corning

Led effort to develop new global marketing and pricing strategy in the optical transmission market. The industry context included global competition and price erosion.

The client shifted to a value-based customer focus for marketing and pricing which mitigated price competition and discounting.

SMB SaaS

Developed go-to-market offering strategy for new SaaS solution. Assessed customer needs and relevant frames of reference and alternatives through direct target customer research. Developed set of offerings and pricing to drive adoption, growth and profitability.

Client adopted recommended marketing and pricing strategy which was based on customer needs, behavior and value. Approach was validated by beta customers and approved by executive team.

High tech startup

Redefined product strategies and drove product development.

Successfully redefined product strategy, and prototype performance led directly to $5M Series B investment.