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One of the top five US networking companies was successful with selling primarily one core product. Adjacent markets presented a great opportunity for diversification and growth but the expansion required an entrepreneurial spirit to basically launch a startup within an established organization. A management team was brought into the organization to lead the launch of this new business unit. We worked together with the new management team on customer development, product development, and organizational development. We guided customer discovery, deal negotiations with key accounts, engineering operational business processes, to enable support and service product delivery. The new business unit contributed over 10% of the company revenue within the first 3 years.

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