Challenge
FedTrax customer selling COTS (commercial off-the-shelf) testing equipment, already with a US government portfolio, sought to grow that presence in more agencies and with more sell-thru contractors and resellers to increase sales volume from this line of business. Sales for these items is typically reserved for Federal testing labs and FFRDCs (Federally funded research and development centers). The market is finite.
Action
FedTrax worked with the client to develop a target list of agencies as potential opportunities. Through direct prospecting and BD outreach, FedTrax worked through a series of leads to gain a variety of presentation opportunities for the technology with lab directors in the Federal space, matching a mission need with a Department of War (DoW) lab that lacked the best-of-breed solution our client was offering.
Result
As a result, after several months of meetings and Q&A, the DoW lab acquired several units for use in their testing labs, each representing 5-6 figures in revenue. Continued work is being done in cooperation with this agency toward future experimentation exercises, increasing the client sales pipeline further.