Case Study: Igniting Something Big
CLIENT: Services Division of Fortune 100 Technology Company
SITUATION:
- Services division had been executing with operational excellence, passively attached to product
- They were now being looked to as an increasingly important source for profitable revenue growth
- There was an opportunity to leverage existing assets into new offerings, but challenge seen in providing customer-centric solutions and creating early traction
OUR ROLE:
- Brought together key cross-functional role players from multiple countries for program launch
- Defined vision, by taking in multiple internal and external stakeholder viewpoints
- Identified a target first wave offering set, based on sales input and a deeper understanding of customer high value problems
- Designed a go-to-market system, including internal deal promotion, assessment, architecture, execution and results post-mortem
- Created 90-day plan for getting started as well as system for maintaining cohesion momentum of the program
RESULTS:
- Program under way with teams executing according to plan
- Team closing initial wave of deals and preparing for implementation
- Stakeholders committed to progress and required support