Facing downward pressure on IT spending among customers and prospects for Microsoft Dynamics GP and Microsoft Dynamics CRM, Leaf Software Solutions reasoned that the only way to increase profitability was to drive more volume—adding new customers quickly by focusing on smaller deployments and smaller deal sizes. The volume approach required the company to transform many aspects of its Microsoft Dynamics business, changing its approach to marketing and sales. The strategy has paid off, delivering short-term gains—Leaf has added twelve new ERP customers in the past twelve months—while laying a solid foundation for recurring revenue from managed services and cross-sell opportunities for years to come.
“We’re willing to grow with our clients,” says Dave Reed, Director of Business Development. “We’ve never had an issue talking to high-growth companies about small deployments…. We’ve had some very small, local deals that grew into very large, long-term accounts.”
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