Clients

Global IT Firm Seeks Digital Sales Acceleration

Major Global IT Services company addresses its challenge of slow growth in key markets of the United States, United Kingdom, Australia & New Zealand

THE COMPANY

One of the largest IT Services company with annual sales over US$ 6 Billion experiencing a significant slowdown in its key markets due to aggressive competition, obsolescence of its products and services and ineffective go-to-market processes.

THE SITUATION

Once highly successful, that company had built an outstanding reputation as a premier provider of Technology Consulting, Application, Infrastructure and Business Process Outsourcing Services. Its clients value the company for the quality of service, but increasingly the clients would complain about the lack of innovation and new services support their business. Further, the company’s leadership had made several announcements about their new digital services but were unable to support the emerging needs of their clients. The Sales and Markets team in every geography has considerably increased their efforts but losing market share to their more nimble and aggressive competitors. The CEO understood the need for major change and transformation but did not know how to get started on this reform agenda.

WHAT TECHNOVA DID

The company engaged Technova as a strategic advisor with the objective of:

  • Understand the customer expectations by engaging with top 20 customers by revenue
  • Summarize customer needs and future sales opportunities
  • Assess products and services of company to deliver on customer expectation
  • Provide competitive intelligence and analysis in three key markets
  • Detailed review of existing Sales, Marketing and Business Development efforts
  • Provide insights and opinions on major gaps and how to address them to drive growth
  • Prepare an execution plan with clearly defined metrics for success for the transformation of Sales and Markets function

OUTCOMES

  • Customer Expectations and Feedback Report
  • Sales and Markets function diagnostic
  • Competitive Analysis with insights of winning strategies
  • Products and Services Assessment Report
  • Sales and Markets function improvement report
  • Execution Plan with key actions and clearly defined metrics

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