"OurSalesRep delivered on time, and on budget!"

Young semiconductor startup companies have a few things in common; it costs millions of dollars to develop a semiconductor product, success or failure often rides on the merit of the company’s first product, investor funding is limited and second chances are hard to get. As the VP of Business Development at a fabless semiconductor startup, I was responsible for the customer validation of our first product concept.

Before the investors would spend millions of dollars to produce our first product, we had to be confident that the strategic customers that dominated our target market would buy the device. If the product offers the customer substantial competitive advantage, sales success may lie ahead. If the product does not sell, our company could be in jeopardy. The only sure way to know the answer was to meet with those customers and share our product idea. This would be difficult because the customers had never heard of our company or even knew that we existed. We were in stealth mode and our executive team had decided that direct sales contact was necessary.

My CTO wanted to meet with the key engineering executives responsible for product development at our six identified strategic customers within the next eight weeks. It was critically important that we get their candid assessment of our product and capture any product changes or feature additions they might recommend. To get that customer feedback, I needed exceptional sales reps who could arrange meetings with chief technologists at six geographically dispersed strategic accounts in a very short time frame. Management did not care that I lacked the sales organization to meet my objective. Frankly, it was my responsibility to figure it out. I knew that I needed help.

A colleague told me that I could meet this challenge with Virtual Direct Sales from OurSalesRep Inc. OurSalesRep provided me with instant-on sales coverage at the six strategic accounts. I was given a hand-picked Virtual Direct Sales team to orchestrate each of the six meetings. Our CTO was happy and the results were impressive. My company and its investors potentially saved millions of dollars and achieved all of its sales objectives using Virtual Direct Sales.

Our product specification “looked so right” when compared to the established competitors. However, the device would not be able to meet the cost targets that the customers needed.  Because of the direct engagement with these strategic customers, we were able to rapidly rethink our product specification. We then proposed a radically different device.  This device now had a greater chance for success because it solved the customer’s core problems, achieved the cost targets and added new features to their system.

Our success was twofold — the customer valued our collaborative approach to their technical problems and we saved an incredible amount of time and money on product development by learning the customer’s critical cost requirements and desired feature sets.

OurSalesRep delivered on all of its promises. The customer meetings were professionally conducted with the right audience on schedule and on budget. I was very pleased with the crisp execution and overall results achieved. I recommend to anyone with a critical sales problem to consider the Virtual Direct Sales Model that OurSalesRep offers. It certainly worked for me and my team.

Don Perkins

"OurSalesRep gave us the expert sales representation we needed at a fraction of the cost of a traditional sales distribution model."

“Like many component companies, we faced the prospect of having to pay high retainer fees to sales reps and distributors with very little prospect of getting the priority or proactive sales support we needed. OurSalesRep offers an innovative and flexible sales channel model that allowed us to contact individual sales assets, many of whom had existing relationships with our target customers. They could quickly deliver product details to key decision-makers while minimizing our financial overhead.”

“For many companies, the existing fixed sales representative and distribution model simply does not provide the financial or functional value that they require. OurSalesRep’s paradigm-shifting Virtual Direct Sales model provides a flexible, cost-effective mechanism to locate and leverage professional sales assets based on specific regional, market and customer requirements without adding growth-stifling fixed overheads.”