Business Challenge

Our client is a cloud-based enterprise software company that provides a suite of products and services for the global insurance industry. Our client wanted to improve sales of its hosted service offering by educating customers on the Total Cost of Ownership (TCO) of managing an enterprise software platform and on the benefits of a Software as a Service (SaaS) model.

The key issues that faced our client were:

  • Prospective customers were making key IT decisions based on incomplete information – leading to an increasing number of customers opting to self-host the software platform
  • Existing customers encountered numerous issues and challenges as a result of self-hosting – resulting in more (not less) support from our client

Client & Engagement Quick Facts

  • Three month project duration
  • 11 interviews with SMEs to identify benefits and offerings of hosted
  • 200+ references from 80+ sources to identify leading practices
  • Designed and developed sales and marketing tools to promote the hosted offering and implemented new approach to sell hosted services

Our Solution

After completing the research and assessment phase to understand and analyze industry leading practices for estimating true costs of self-hosting a software solution, Kenny & Company developed key sales and marketing tools to improve the SaaS offerings and benefits messaging and to provide customers with an accurate total cost of ownership comparison between hosted and self-hosted solutions.

Business Benefits

Our client can improve the sales of its hosted service offering through the new approach and tools developed. Prospective customers are now better informed about the benefits, requirements, and the total cost of ownership of a hosted compared to a self-hosted model.

About Kenny & Company

Kenny & Company is an independent management consulting firm providing Strategy, Operations and Technology consulting services to our clients. Our management consulting practice, experience and insight also enable us to provide early stage venture capital investments to select startup companies, and through our philanthropic endeavors to give back to our communities.

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