Opentext (Cordys)

GTM strategy and execution for SaaS Middleware Business Unit selling into High Tech, Telecoms, Manufacturing Industries in Europe & US.

Prior to acquisition of Cordys, a new online markets strategy needed to be defined to partner with the cloud and SaaS players in the market and support digital transformation with traditional industry. This meant working with company CCO, Head of Product Marketing, CTO and MDs for Germany, UK, Benelux and the US. Coordinated in horizontal role with 25 members of the global team. Engaged market segments, enabled more cohesive solutions and delivered new opportunities in process engineering and integration to existing clients, as well as net new customers. OpenText considered process engineering a core differentiator for their global solution portfolio.

Goal

Support market engagement, definition and global rollout of business-driven solutions.

APPROACH: Market Development & Product-fit

• Discovery in four key markets - US, UK, Germany, Benelux. Defined industries, use cases, solutions

• Built consensus and collateral, battle decks. Embedded learnings and defined performance metrics

• Roadshows across many geographies and joint sales cycles in UK, North America and Europe

OUTCOMES

Successful rollout and pre-acquisition growth operations for business driven solutions.