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IT Product CompanyTurning a 20-year-old ERP business into a growth story
A capable product stuck below its potential for two decades. The product was never the problem — everything built around it was.
The situation
Twenty-plus years in business, with a genuinely capable ERP product — and still stuck well below its potential. There was no dedicated sales organisation, no channel partner network, and no brand or lead-generation engine behind the product, so revenue growth had flatlined.
A close look at the company's technology stack and the processes running customer data and operations confirmed the product wasn't the problem. Everything built around it was.
What we did
- Built a dedicated sales organisation from scratch, with clear roles and targets.
- Stood up a channel partner network and onboarded 50+ partners within the first year.
- Launched a digital marketing and lead-generation engine — the company's first real brand presence.
- Ran a product review focused on ease of use, implementation and the functionality next-gen clients were asking for, feeding straight back into the roadmap.
Where it stands now
Partner count has since grown past 100, and digital marketing plus partner engagement tripled the prospect base against the prior year, with revenue flowing in behind it.
Engineering and product teams have expanded to keep pace, and the business is targeting triple its sales revenue within three years — with profitability building as the new channel and marketing engine matures.
channel partners onboarded