Global telecommunications company
A major Asian telecommunications company wanted to expand their service offering in the United States by expanding their Tier 1 global data network and managed hosting service into a complex IT outsourcing business. Without a professional sales and services organization to build custom solutions for customers these products became commoditized. Our client had no offering for the multinational corporations who otherwise saw benefit in our client’s global reach but who needed a complete end-to-end solution for infrastructure management.
We helped our client build professional sales and services capability from the ground up. We developed the basic and advanced tools necessary for success in the market including consultative sales methodology and financial justification. We build a technology optimization and delivery plan.
We built a team to pursue and land our client’s first major technology infrastructure management deal worth $10 million. After building the initial business case for the beta customer, we developed the forward looking growth and Project Management Office plan to sustain the business.
Broker-dealer
A specialty investment firm asked us to train their sales team on the principles of consultative selling in order to give them the skills to stand out in this competitive industry. Since most of the selling was done by cold calling on the telephone, the sales reps expressed difficulty and frustration in getting past the gatekeeper. This adversely affected moral which negatively influenced performance. Management was interested in getting the sales reps to build long term, trusted relationships with their customers, but the sales reps felt increasing pressure to make short term transactional deals to drive up commissions. Through a series of regular weekly sessions we advised the team on techniques in building self-motivation and self-confidence, in allying oneself with the customer’s office staff in order to garner cooperation, and in articulating the value proposition in a professional manner to arrive at a mutually acceptable objective with the customer of long term relationships. The result was a more confident sales team who were able to reach more decision makers and to build trust and gain valued access.
A technology company had interesting product offerings and creative development people but needed to build a business. We were able to assist in the reorganization of their operation to bring it up to generally accepted standards. We rewrote the business plan and made it actionable. We recruited capable staff, trained them, and developed ways of getting them more visibility. We assisted in account planning and management and accompanied them on client calls. Over time we were able to refine their message and make the sales force effective.
In addition we assisted in the development of financials and presentation of the business plan to assist in raising additional capital to fund expansion plans.
Venture capital firm
What started as an assignment to evaluate the acquired asset and supporting technology infrastructure resulted in a closer and much more comprehensive relationship. We developed a unique strategic plan for this start-up company and helped give it a singular position in the market. We helped negotiate the terms and working relationships with government entities, domestic and overseas, that would affect our client’s business. We assisted in evaluating alliance partners and affiliates. We worked with the client to develop complimentary products and services to enhance its offering. We managed the design of marketing collateral, from logo to web site. Leveraging a team of our specialist partners, we designed and developed the entire eBusiness solution. Until the client could bring these various functions in-house, we effectively became the outsourcer of the services and a key enabler of the new business launch.