The Company, a North American business unit of an established publicly- traded French software company, was facing maturing markets and waning interest in its fax server and legacy host-access software. To respond, the Company introduced a promising new output-management product offering many potential enterprise applications.

However, initial promotional efforts had failed to attract adequate attention, further threatening the company’s growth.

3SIX0 Advisors was called upon to help reposition the Company and develop an aggressive take-to-market strategy. The process included gathering detailed data, feedback, and observations from all sources that affected the Company including the highly visible SAP ERP market with its well-known output-management challenges.

Our process exposed the existing targeted IT groups as being barriers to adoption. Perceiving risk, customers and prospects were unwilling to integrate third-party software into their business-critical SAP systems. The Company’s sales messaging could not overcome these barriers or adequately justify broader adoption.