Aztalan was struggling to find leads and secure new opportunities. In addition, they were incurring a significant risk, with most of their business tied to one key account.
“We were very dependent on one big customer. It was 85 to 90% of our business. Our internal sales team got extremely comfortable with that being the process, but any time you have all your eggs in one basket, any time that customer feels a little bit of pain, we feel it ten times over. We needed to find a new way to sell and market our capabilities,” said Aztalan President and CEO Ryan Blaine.
Aztalan hadn’t been actively searching for new opportunities for several years, and the current sales force didn’t have the skill sets required to aggressively sell the company’s value. Aztalan lacked the resources to create internal marketing and inside sales teams. This was when they began searching for a partner that could help with front-end marketing and sales coordination. They considered hiring outside sales reps, but one of Aztalan’s salespeople searched the web for a solution and landed on Athena SWC.