The second challenge is all about restoring Highwire’s reputation in the market. So, Miles is now in rebuild mode.
Born out of Stanford University, HighWire was established during the inception of the internet and was the first organisation of its kind in the scholarly and academic publishing sector – the first to host a journal online back in the 1990’s. Today, the world’s leading scholarly publishers choose HighWire to bring their digital experiences to life through an intelligent publishing software platform that manages every stage in the process from manuscript submission through to post-publication measurement.
Miles came to Firestarter from a referral who had previously worked with Firestarter.
When he was asked to take over account development and renewals in addition to new sales, he had no bandwidth to cope with the additional workload. In addition to that, there was a significant lack of data in the business to support growth strategies and direction.
With the Highwire sales team, Miles needed to be involved at a sales transaction level, rather than managing the team, which restricted his bandwidth to address broader issues. Miles has the expertise to manage the team and deliver the required performance, but has always had people and systems in place to analyse data and provide the required information to make the right decisions – without that, he was lost.