PROJECTS

Projects below have been fulfilled by Principals of Market Delvelopment Dynamics "MDD".

Sales Team Training

A recently acquired Online Travel Agency purchased a brand with a presence in Europe and Asia. They needed to consolidate their sales process and expand their sales team across North American and key Asian and European markets. MDD implemented a sales recruitment and training program to unify sales management practices, culture, and performance across the globe.

MDD recruited more than 50 new international sales managers, opened multiple local sales offices, and developed and implemented a global sales training program based on consultative selling princples.

Business Development

A hotel revenue management program had been built by a hotel investment company. The program was effective but ungainly. The owners wanted to launch the business as a separate operating company. They hired MDD to analyze the market opportunity, competition and product requirments. A detailed study revealed a niche opportunity for a SaaS program that was simple to implement, intuitive to operate, and which provided an immediate ROI in incremental RevPar gains.

Upon project completion, MDD was hired to implement product and business development strategies resulting in a succesful product launch and the eventual sale of the business to a larger SaaS organization.

Start Up Product Strategy

A San Francisco Y Combinator start up was seeking to build a hotel complement to their opaque flight product. They hired MDD to develop the hotel product and business development strategy to complement their flight product and drive higher margin sales.

MDD collaborated with the start up founders to develop the hotel product market requirements and supply acquisition strategy. MDD was then commissioned to implement the hotel supply acquisition plan. The start up was succesful with proof of concept for the hotel program and as a result raised a succesful Series A round.

Technology Vertical Market Strategy

A company with revolutionary in-building broadband technology had IPO'd based on strong penetration into the apartment (MDU) market. They recognized that the technology had applications to the hotel industry. MDD helped to develop complementary hotel products and vertical market development strategy.

Over 18 months hotel market revenue grew from $4M to $40M through development of a total product solutions and implementation of a targetd business development straetgy. The company was eventually sold to a Fortune 500 telephony infrastructure enterprise.