Challenges Since 2005, Wildix has been developing browser-based UC solutions and VoIP products focused on a niche typically ignored by the giant UC&C companies: small to medium- sized enterprises with 50 to 1,000 users. According to IDC research, 56% of these companies plan to move to UC as a service (UCaaS) for a more cost-effective way to upgrade communication tools while reducing capital investment and operating costs. Although it taps a lucrative market, Wildix wrestled with a close rate that was too low to support its fast-growing revenue goals. The leadership team, including Steve Osler, CEO, and Emiliano Tomasoni, Chief Marketing Officer, made a strategic decision to enhance the sales effort by using a proven sales methodology. They chose the ValueSelling Framework ® . A

Join for free to read