| Challenge | After several key company acquisitions resulting in a substantially enhanced customer proposition, the organisation needed to realise a greater proportion of the business value it provided to its clients. |
| Value Dynamics | An international cross-functional skunkworks was formed to create a business value-based sales methodology. Key early adopter customers were identified and senior levels of engagement established. The business was repositioned from tactical IT solutions to strategic board-level profit improvement. |
| Outcome | Six-fold increase in sales revenue within two years |
| Testimonial | “The whole of AspenTech knows about the exceptional performance you have achieved.”
Larry Evans, CEO Aspen Technology |