Problem

A global software company struggled with stiff competition from lower-cost providers who could underbid large software implementation projects.

Solution

We first asked, “What would influence customers to choose to work directly with the software company?”

The answer was clear: C-level stakeholders would be more likely to work directly with the company if they saw the company’s software architects as trusted advisors providing business solutions.

We created soft skills training on how to influence C-level stakeholders to address this challenge. Software architects acquired skills on how to ask effective questions, structure their message, and deliver a compelling pitch to influence senior audiences.

Impact

C-level decision makers increasingly choose to work directly with the software provider on large-scale implementation projects, leading to increased revenue. Project risk due to third-party implementation is reduced. Customer satisfaction is higher.