Introduction
Enlighten.Net, a corporate knowledge empowerment solution, was originally developed to handle the knowledge management needs of the company that developed it, DISC (Distributor Information Systems Corporation). After continued enhancements, including innovations designed to support human resources functions, quality improvement programs, and the needs of diverse types and sizes of business organizations, the decision was taken to market Enlighten.Net as a stand-alone solution.

Challenge
Emboldened by the potential for its product, Enlighten.Net initially fell into the classic trap of trying to make it become everything for everyone. The company found itself with a sales force that was spread too thin across multiple vertical industries and unable to differentiate the Enlighten.Net solution from the host of well-established knowledge management, HR systems, ERP and intranet providers entrenched in the market.

Solution
Enlighten.Net turned to WhiteSpace to accelerate their market development activity while reducing the cost of sales. WSP worked with Enlighten.Net executives to extract key strengths of the organization. In parallel, WhiteSpace conducted a thorough market and competitive analysis to develop dominant customer value proposition for Enlighten.Net and strategically re-positioned the company to focus in key vertical markets whose needs were aligned with Enlighten.Net’s core strengths and market opportunity and supported the efforts by developing the appropriate sales tools for final execution.

Results
Our name and our solution was beginning to be recognized with opportunities coming to us right after the first few months of engagement. Our pipeline increased five-fold.  Due to this success, Enlighten.Net has been spun-out into its own self-sustaining business and enjoys a healthy work in progress of Sales Opportunities.

“The holistic approach to helping us increase Enlighten.net sales and profits was unique to anything else in the market.”

Jan Chapin, President, Enlighten.net

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