Sales Efficiency Is a Must —Sherburne

Spiegal stresses that it was not a short sales cycle. The company worked with Cal for almost a year selling the concept, then Cal issued an RFP. The good news for Oniya Shapira was that it had a leg up on the response, since it helped shape the RFP. Implementation of this type of application takes time and effort, as well. But Oniya Shapira is now 8 million color impressions per month richer, is likely to be able to expand to other business within Cal, and can also take this offering to other customers.