Viva Italia! We Land Ministry of Justice Deal

By Peter Duff | February 10, 2011

1 minute read

 

We just had a company-wide celebration in the office upon the closing of a big business deal – complete with cannolis, which are Italian cream-filled pastries, and Limon cello, an Italian liqueur made from lemons – as a tribute to the homeland of our client. (I augmented my role of CEO by playing bartender here.)

As a team, all departments within Adlib worked together on communicating the value that we can bring to the significant challenges faced by our client, the Ministry of Justice in Italy. It certainly helped that one of our enterprise sales reps speaks Italian fluently! The project required lots of strategy, tenaciousness and flexibility, and Adlib certain rose to the occasion.

We competed against the incumbent technology provider, Adobe, for this deal – requiring us to understand how we needed to position our strengths to the Ministry in order to win.

We also developed a new partnership with Swen – a leading systems integrator in Italy. Our work in 2010 included co-exhibiting with Swen at the leading Italian digital documentation show, OMAT Rome 2010, where even more Italian enterprises learned of Adlib products.)

There were lots of key people at Adlib involved in this customer win: Everyone from talented programmers on our development and QA teams, to our tenacious sales group. We needed lots of assistance during the sales process – responding to the RFP, presenting to the customer, building a demo to showcase our digital signature capabilities and, finally, closing the deal.

I am extremely proud of the fantastic efforts of the Adlib Team; together we accomplish great things. And there are many more great things for us in 2011 on the other side of this deal. Viva Italia!

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