Unlock Growth
Gain traction in the market with a thought-leading industry Point of View that shows how your capabilities can uniquely enable the desired future state.
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Improve deal win rates by linking your key differentiators to a customer’s business objectives through visuals and narratives that show enablement of their target operating model.
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Grow key accounts through mutual-value account plans developed with clients and partners. Expand your share of wallet and relationships by injecting innovation and mitigating risks while bringing your full portfolio to the table.
Win Deal Pursuits
CLIENT STORY__________________________________________
Challenge
A major cloud services provider was looking to win a strategic deal to accelerate a target customer’s evolution to consumption services and the needed shift in their operating model.
Engagement
Big Question:
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"How will we distinguish our unique capabilities and culture
to win the trusted partner position?"
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Our analysis showed despite capabilities superior to the competition, the client was challenged to deliver the compelling value proposition in business terms.
Our engagement enabled the creation of a a cross-functional customer engagement plan, from the CEO to technical decision makers and procurement, to clearly show why they were the best partner. Key enabling artifacts included:
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The CEO-level story that showed unique thought leadership and commitment to achieving the prospect's outcomes.
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A compelling storyboard and visuals showed how the aligned cultures and the combination of business and technical capabilities best positioned the prospect for success.
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A call plan to build credibility and relationships with all key decision makers with success stories for each persona.
Client View
“We gained commitment to sign a new deal before the end of the year. I’m looking to leverage this approach with all must-win deals.”
- VP Strategic Pursuits
“The storyboard has led to further executive engagement and continues to be a great resource as we navigate the organization and explain our ‘better together’ story.”
- Client Partner
Grow Strategic Accounts
CLIENT STORY__________________________________________
Challenge
An IT services supplier was looking to reinvent its relationship with a long-term travel customer to move up the value chain from commoditized legacy services to become a strategic transformation partner.
Engagement
Big Question:
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"How do we jointly reinvent our relationship into a strategic partnership
to accelerate your transformation agenda?”
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Our team designed and led client (internal) and then joint account planning sessions (client and their customer) to develop the plan for change designed to bring the innovative supplier capabilities to the forefront in context of the target operating model. Key business improvement areas included:
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Establishment of a joint innovation program and governance model to better focus on the full service lifecycle vs. firefighting and issue resolution.
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A plan for a simplified and intelligent end-to-end service model spanning infrastructure and applications.
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A human capital change program to re-skill and shift how players from both companies are recruited, developed, and rewarded.
Client View
“Great facilitation process for drawing out strategic thinking in a compressed time frame. The visual representation of the information makes it much more memorable and impactful, with real work we can point to and execute for our transformation."
– End Customer CIO
"We are now the poster child for our customers' partnerships. We went from last to best!"
– Client Account General Manager
