The document discusses the challenges facing Fusilier Technology's growth strategy. It notes that IT spending has slowed, their sales training has focused only on product features and costs, and they have relied only on clients in the IT department. It also mentions the loss of Chase as a major client was a blow. The strategy section suggests implementing a new strategy to build relationships with executives across departments, deploying the sales force better, and focusing on integrated solutions. The solutions section recommends shaking up the sales team, bringing in a new solutions team, giving opportunities to new recruits, focusing on clients in all departments, and improving communication between departments.

1.  Submitted By : Kameshwari
Purusothaman
 Submitted to : Dr. Karpagam ISBR

2. o Bill Macleod - CEO (Fusilier Technology’s)
o – Sales Director (Fusilier Technology’s)
o EdZorthian - Founder & Share holder of (Fusilier
Technology’s (Silicon Services & Deximation)
o Mark Hartley – Vice President of Sales (Fusilier
Technology’s)
o Paaul Holmes - CIO (Chase’s )
o Prof. Joan Creeley - Board Member (Fusilier Technology’s)
o Morgan Kingley - Venture Capitalist (Fusilier Technology’s)
o Bill Hermann – Founder (Fusilier Technology’s)
o Mike Balestra – Founder (Fusilier Technology’s)
o Liz McGowan - Service Head (Professional Service)
o Jon Shapiro – M&A (MegaLeap Technologies)

3.  Fusilier Technology’s growth strategy has
stalled.
 IT spending, slow down the curve for five years.
 Focusing on single department client.
 Sales Training (focused on product feature and
cost performance).
 To accelerate implementation of new strategy .
 Challenges Building relationship with IT client.
 A New Hand Jump Start (Jon Shapiro).
 Experienced Personnel (Elena Gonzolez).
 Getting New system , solution and feedback
team.
 Sarbanesoxley (Act.., To Protect share holders,
employees & public from accounting.

4.  Product Team was not giving best.
 Underestimated they magnitude of the
necessary changes.
 Most of the clients are from IT department
 The loss of Chase was a blow to Fusilier.
 Lack of support from Product and Service
departments.
 Lack of roles understanding.

5. Identify the
Strategy
 Internal Job selling.
 Implementation of new Strategy. Building
relationship with executives.
 Deploying sales force.
 Sales Training and focused on product features.
 Cost-Performance
 Integrated solutions strategy.

6. Identify
the
Solution
 Sales Team need to shaken up.
 New System solution team.
 Giving a opportunity to New Blood.
 Focusing on most of the department client.
 Better communication between the
departments.

7. Thank You