By implementing the strategy, the startup achieved global adoption of its email technology with leading service providers. As a result, revenues increased along with bundled services and the company was acquired in a multi-million dollar deal by a global operator.
An email and applications development organization in Washington, D.C., sought to expand its then-revolutionary corporate email service offering to a broader market.
The core email service software was packaged as a licensing opportunity and marketed to telecommunications authorities worldwide. The strategy was to gain a core “anchor” reference account to assist in establishing the service within their country and then expand by leveraging the success and contacts.
With the service established in multiple countries, the system technology was expanded to allow for global inter-connectivity between these newly licensed service hubs to allow multinationals to have an integrated email network worldwide.
This global platform was further enhanced to encourage local adaptation to create supporting applications such as PC front end software; sales team reporting and tracking; journalist reporting and filing; distance-learning and progressively expanding into the consumer base.
The boutique software development operation grew revenue streams through licensing and upgrades fees. The organization gained a global presence, which afforded it the opportunity for acquisition by a substantial global operator.
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