Case Study - Pumasoft
How to achieve 60% growth in just two years
Craig Such, MD Access Supply Chain Ltd
ATG bought Pumasoft Ltd in 2004 to extend the Access opportunity into the ERP marketplace with a full MRPII offering.
Pumasoft ticked all the boxes on the ATG acquisition wish list and with its rebranding as Access Supply Chain has proven to be a perfect match to the aspirations of the group.
As MD of Pumasoft selling our own Madisun ERP software, I was frustrated that my company couldn’t achieve the sales volume that our MRPII software really deserved. Our solution has evolved and matured over ten years and provides tremendous benefits and a fast ROI for all of our customers. We would always make the shortlist of every prospect we presented to but faced two fundamental challenges:
- We failed to get on enough initial tender lists because our marketing budget was simply too small to find a big enough percentage of the opportunities
- Having wowed the customer with what we could do, all too frequently they would decide that either our brand or our company were simply too small. They would apologise that they were going to buy a less functional solution because of the comfort of the larger brand - even when it represented less value for their money!
Since becoming part of the Access Technology Group, the turnaround has been sensational. We almost doubled our new business sales in the first year alone and the whole company is 60% larger after just two years.
ATG pretty much leave us alone to get on and run our business. Now we are in our third year as an ATG company I can confirm that joining the group is the best step Pumasoft ever took.
Yes, we have to agree a budget each year and yes we are expected to make a profit each year which means growing the business - but that’s why we joined the group in the first place. The important point is that the group is there to facilitate and support that growth. This is what ATG have done for us:
- The group marketing team revolutionised our marketing materials by providing a professional website, new brand image and hard copy brochures. We haven’t lost a sale due to company or brand size since then.
- We are required to spend at least 10% of our revenue forecast on direct marketing but can take advantage of the group database of suspects so at last, have identified all the UK companies in our target market. Now there is a team dedicated to organising mailshots and other direct campaigns on our behalf, we have a real presence at industry events.
- We have the back-up and support of 110 people based in Colchester so if we have an issue, question or requirement concerning technology, finance, legislation, HR or similar we have professional support with our best interests close to hand - allowing us to focus on marketing, selling and supporting our customers.
- With the financial muscle of group behind us, we have been able to double our staff within a two-year period and build a management unit to both support me and the growing capabilities of the team. The net result is that we win more customers and provide them with a much more comprehensive and professional service.
I was told at the outset that the group objective is to win more customers, faster - and then keep them for life by providing the highest levels of customer service and support. The group has lived up to its promises which have given me the satisfaction of rapidly growing my company, my staff and my personal life style to go with it.
