Case Studies
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Success recognised by UKOUG award
DWS
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The Client
DWS provide software development expertise and support to companies who want to customise and extend JDEdwards EnterpriseOne. Formed in 1998 and a JD Edwards Certified Advantage Partner, DWS has built an enviable reputation as a true consulting expert in JD Edwards development.
DWS offer bespoke upgrade services to JD Edwards users. DWS have built a reputation for seamlessly identifying upgrade requirements and delivering solutions to legacy JD Edwards software systems.
The Challenge
After many years of experience in upgrading customers’ E1 systems to higher release levels, DWS recognised the need to expand their services based around automating the estimation and upgrade process. These would be based upon their Dimension software, which automatically scans every line of code to precisely identify all modifications and enable an accurate fixed price upgrade.
To help refine their proposition, maximise their exposure and achieve market penetration, DWS appointed Terry to review all aspects of marketing and selling DWS Dimension.
The Solution
Terry was appointed to undertake a comprehensive review of Sales and Marketing for DWS Dimension and recommend changes, which would result in an improved operation and growth in revenue.
Terry worked with DWS as part of an Executive Support Programme; a significant part of this support programme was to review the sales engagement process. This identified that, in order for DWS to differentiate themselves and deliver increased value to their customers, a new range of fixed price services should be developed around the Dimension software. This range of fixed priced services included:
The project was completed within a critical time frame as the new services, the supporting collateral and a new website had to be completed to ensure a successful launch of this new range of services at the UKOUG (UK Oracle User Group) Annual JD Edwards Conference.
Barry Burke, MD, reported, "During the conference, we were very successful in uncovering several opportunities, two of which signed up for our services. These two deals in particular present additional opportunities for DWS services,"
The Outcome
In the run up to the launch of the new range of DWS Dimension services at the JD Edwards Conference, DWS were awarded the ‘UKOUG Innovation Partner of the Year 2009/2010’ for DWS Dimension, an award that Barry Burke, MD was very proud to accept on behalf of the DWS team.
Barry Burke, MD said of the project, "Engaging the services of Terry Forsey was a good move for DWS. Terry brought a great deal of insight and professionalism to our marketing efforts and wasn't afraid to challenge the status quo. I would happily recommend him to other like minded IT companies.' Barry concluded that, “As a result of this work, today we have the most complete range of fixed price upgrade services in the JD Edwards market.”
For more information on DWS Dimension visit www.dwsdimension.com/AboutUs.html
For more information on Terry Forsey |
