The CEO explains the issues surrounding the recruitment of a permanent sales person in market: “No. 1 they’re expensive and 2. they probably wouldn’t cope with working in a very tough working environment, on their own, for 18 months. So, we’d end up losing them after 12 months and having to start again. With Sales On Demand, we don’t have the overheads or risk of losing momentum.
“Timelines are so hard to manage. If we could just get customers to give the go ahead by the planned date, it would be easier to sleep at night. In the meantime, we aren’t paying unproductive sales staff.”
Having waited through lengthy customer deliberations and budgetary approval processes, the flood gates finally opened. Within a six month period, Sales On Demand secured $1.1m in new business revenue from prestigious institutions including Royal Melbourne Institute of Technology (RMIT), Macquarie University in Sydney and the University of Canterbury in New Zealand.
“Our success in Australia and New Zealand highlights the global appetite for our technology and expertise. We now have a strong technical project team on the ground who are working with our clients to ensure they have the best and most advanced communications tools at their fingertips. We’ll continue to invest heavily in product development to capitalise on all the opportunities Sales On Demand brings to us.
“As we know who the target prospects are, it’s just a matter of working with Sales On Demand to expand into that identified group of 55 tertiary institutions.
“Having started from scratch just three years ago, ANZ is now our second largest market. I believe this [sales as a service] is the only way to build a head of steam before you put people on salary.
With major clients up and running and more in the pipeline, our relationship with Sales On Demand continues to work really well for us,” he said.