Real-world Results

Customer Reference Program – Global ICT Vendor

A global provider of telecom network solutions needed boost sales by leveraging their on-going technological and commercial success.

A customer reference program was build from the ground up, featuring customer testimonials to influence the buying decision of prospective clients.

The program has also enabled invaluable networks of exchange amongst diverse customers worldwide, fueling more business opportunities and leading directly to several multi-million dollar deals.

Today as a permanent customer program, it facilitates win-loss analysis, helping replicate successes while avoiding the pitfalls of lost opportunities and includes a Customer Advisory Council and a structured executive-to-executive contact.

Business Case - European Business Service Providers

A leading IT software vendor needed to show the business value for service providers to invest in new, Hosted Unified Communication services targeting SMBs.

A comprehensive business case was developed, integrating the latest market findings,while evaluating probable business outcomes through an analysis of different “what-if?” scenarios.

The case has been critical in helping service providers understand the emerging business models and the potential value of this new service opportunity.

European Competitive Service Provider

A competitive service provider needed to educate its sales teams on the benefits of a recent business VoIP service investment.

An interactive training course was delivered to its direct sales force and marketing teams. Highlights included VoIP services business drivers, KSPs and an overview of related sales tools and end-customer collateral.

Armed with new commercial insights, the service provider is currently focused on selling its innovative communication offerings.

Market Research - European Fixed & Mobile Service Provider

A leading European service provider needed to understand the value of launching femotcell-based fixed-mobile converged services.

A dedicated market study - qualitative and quantitative - was designed and carried out to assess the femtocell’s market potential. The study examined aspects such as understanding and acceptance of related offers, barriers to usage, willingness to pay, price sensitivities, and supplier preferences.

Based on the findings, the service provider has focused on launching an SMB offer.

Sales and CRM methods - European Software vendor

A software supplier needed to streamline its sales process in order to unify its customer approach and manage customer information in a more structured manner.

A customer-centric sales method was tailored to the companies' needs and a supporting CRM system was implemented. The new sales approach guides account managers through the various phases of interaction with their clients. At the same time the CRM system proposes relevant sales and marketing material while helping to structure the collection of new customer information.

The combined implementation of sales method and supporting CRM strategies has helped the Software supplier to better manage and speed up its sales cycle. It has also helped create a more comprehensive customer database, ready for further analysis use by its sales and marketing teams.

Business Case - APAC Fixed & Mobile Service Provider

A leading fixed and mobile service provider needed to understand the value of investing in a set of innovative, A-GPS location-based based capabilities for offering information, navigation and tracking services.

In conjunction with a global solutions vendor, a fully integrated business case was created, quantifying the new opportunities, assessing the case drivers, profit opportunities and the critical success factors.

As a result, the service provider has successfuly deployed tracking and navigation services for vertical market sectors.

Customer Acquisition – N. European Fixed & Mobile Service Provider

A leading service provider in Northern Europe needed to boost its 45-person Marketing team’s understanding of how to do business with the mid-sized enterprise segment.

A tailor-made program was developed, gearing the team up over several month to develop e-marketing programs to effectively reach its target audience. This program included a combination of training and coaching applied to continuous e-marketing campaigns.

This pressure-cooker approach delivered concrete results immediately, including several new key mid-sized business customers within the first few months, reinforcing the teams commitment to leveraging the Internet for doing business with this segment. Today, e-marketing customer acquisition programs that target mid-sized companies is a key component of the service providers go-to-market strategy.

Global Network Solutions Vendor

A global solutions vendor wanted to create a market position to boost awareness and demand for its managed enterprise services.

A corporate positioning and sales campaign was created, supported by a range of sales tools including general service benefit descriptions, end-customer case studies and sales presentations.

Content was used successfully across the sales process, resulting in a significant sales increase.

Economic Analysis - European Mobile Service Provider

In addition to rolling-out out standard outdoor coverage, a leading mobile service provider needed to see if there was a business case for offering in-building, high-speed mobile services coverage within major city centers.

Following a comparative economic analysis, evaluating ‘indoor & outdoor’ vs. ‘outdoor-only’ service coverage, the former was found to generate greather cash flow.

The findings lead to the approval of a 3G indoor coverage investment by the company’s board of directors.  

New Service Feasibility Study - Middle East Service Provider

The Managing Director of a Middle Eastern service provider’s European affiliate needed to gain corporate support for launching new ethnic group calling services.

A comprehensive study was prepared, including service concept development, market analysis, preliminary business case, key legal implications and success factors. It was submitted to the corporate board for funding.

Lead Generation - Global Network Solution Vendor

A leading solutions provider needed to stimulate interest and demand for its managed enterprise services portfolio.

A global, managed enterprise services summit was organized, showcasing successful business strategies for delivering new services to market. This event included third-party analyst perspectives, service provider and end-customer panel discussions, as well as various dedicated, thematic break-out sessions.

The event attracted over 250 attendants from more than 50 prospective customers worldwide, generating dozens of new business opportunities over the following months.