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The Test Factory

Case Study


The Test Factory





Average Value of Clients increased by 400%

The Test Factory is a bespoke online assessment and certification solution. Their blend of technology and assessment expertise enables clients to make informed decisions based on accurate business intelligence. Headquartered in North East England, The Test Factory create and deliver global assessment solutions and have users accessing their technology in more than 155 countries.


After achieving sustainable growth for a number of years, The Test Factory’s management team recognised in 2009 more success could be achieved if the company’s full potential could be harnessed and propelled in the right direction.

durhamlane undertook a review of the Test Factory’s sales processes; a strategic move which introduced a fundamental but beneficial change that would deliver new ways of working and drive sales. In addition, we directed a clear path to create sustainable growth, momentum and sustainability.

A review of the Test Factory’s approach to sales, its target markets and product positioning was undertaken, which included an assessment of the sales team. This was to identify areas for improvement and where investment could be made in training.


durhamlane designed and implemented a comprehensive sales coaching and mentoring programme to move the team seamlessly from product selling to positioning solutions. The team’s approach to sales was re-evaluated before new methods of prospecting, relationship building, qualifying, negotiating and account management were incorporated to improve sales conversion rates.

Business Impact

durhamlane’s expertise has had a significant impact on The Test Factory. The business has now forged a reputation for innovation, excellence and a provider of niche services.

The Test Factory now works at the highest levels within global blue chip organisations, making a beneficial impact as a solutions provider, focused on adding value and solving its clients’ problems with targeted solutions that really deliver in terms of a solid return on investment.

“His (Richard’s) advice, expertise, recommendations and coaching have transitioned the entire business from a software vendor to a business partner, solving business challenges and adding real value to clients.”

Kevin Beales

Managing Director