Marketing campaign costs reduced by 75% and more orders were generated
New clients were acquired in the target markets.
Sales team time spent with customers was increased by 60%
The ability to ‘qualify’ key opportunities improved, significantly lifting percentage win rate for bids
The client issue
As a provider of specialised telecommunications services this client worked across public sector & commercial markets. With a limited sales team it was not possible to work on all customers equally and they needed help in focusing their activities.
Through a detailed analysis of historical sales and market trends we were able to identify potential options.
We reviewed the options relative to the expectations of key stakeholder groups including board members, customers, employees and partners.
Using client workshops and individual sessions we were able to capture ideas and gain support for a new approach.
We aligned the objectives of the key groups (sales & marketing) to a new plan
Following the review of the marketing activity the activities were reduced significantly and efforts focused onto a more defined set of objectives.
We offered implementation support in the form of education and campaign development.
A new “go-to-market” strategy for the business which aligned with objectives across the organisation.
A clear plan which was both communicated and supported by the whole organisation