Ollivier Grew Their Business Faster by Building RMR
The Goal
Create strategies for long-term business relationships and fuel company growth by building RMR
In 2015, Ollivier had no recurring revenue, service contracts or managed services customers.
“I knew that I had to build a recurring revenue base in order to stabilize the company, make the company less susceptible to an economic downturn and make revenue less volatile.” -Louis Boulgarides, President and CEO of Ollivier
Louis wanted to grow his company to $10M. This growth could not be achieved with service plans alone. It required adding new products and services.
The Obstacle
“By having the managed service team partner with sales reps on RMR opportunities and updating compensation to reward the first RMR sale and year over year sales to build client relationships, we have seen great success.”
-Charles Denney, Director of Managed Services
The Go-To-Market Strategy
“Working an RMR pipeline can be a longer sales cycle, and the immediate dollars may not be as large. You need someone at the company to be the champion of the program. Make sure that you vet your partners, and never sell or deploy a product unless it has been thoroughly vetted to meet your needs.” -Louis Boulgarides
Additionally, he updated the company’s sales compensation program with more incentives to sell RMR and positioned the new managed service team to be a valuable resource to the sales reps as they had to build new contacts and sell different security features.
“By having the managed service team partner with sales reps on RMR opportunities and updating compensation to reward the first RMR sale and year over year sales to build client relationships, we have seen great success.” -Charles Denney, Director of Managed Services.
Why Ollivier Corporation Chose Brivo
“With Brivo, we get exactly what we want in a product and what they promised us we would get. It’s mobile and accessible so you can manage security anywhere, at any time, and it is simple to install.” -Louis Boulgarides
Additionally, with proven ROI and total cost of ownership savings for customers by eliminating costly infrastructure, Louis and Charles know they made the right choice in partnering with Brivo.
“All the features, support and cost savings make Brivo a very easy sell to our customers.” -Charles Denney
“With Brivo, we get exactly what we want in a product and what they promised us we would get. It’s mobile and accessible so you can manage security anywhere, at any time, and it is simple to install.”
-Louis Boulgarides
The Growth
Ollivier’s future is limitless given the scalability and integrations of Brivo to grow their business.
“I knew that I had to build a recurring revenue base in order to stabilize the company, make the company less susceptible to an economic downturn and make revenue less volatile.”
-Louis Boulgarides, President and CEO of Ollivier