Accelerating Growth in Workspace Services
Client: Leading Global Provider of Workspace Services and ICT Solutions
Challenge:
Our client, a prominent player in workspace services and ICT solutions, was undergoing rapid expansion, doubling in headcount and revenue within 12 months. To achieve their vision of becoming the global leader in technology-led business transformation, they sought an organisation to accelerate their journey.
Approach:
- Sales Methodology & Account Strategy: We designed a globally consistent sales methodology and crafted a Top 100 global account strategy to streamline sales efforts.
- Leadership Development: Our approach included leadership development initiatives featuring gamification, virtual workshops, and personalised coaching to nurture leadership skills.
- Training & Reviews: We conducted value proposition and consultative selling training across 30 countries and facilitated strategic account reviews with a dynamic peer-to-peer approach to account planning.
- Change Management: We established a Global Change Agent network to embed and sustain organisational changes.
Outcome:
Recognition: Our client was recognised by Gartner as a Challenger in the Magic Quadrant for Managed Workplace Services (MWS) in North America and as a Niche Player in Europe.
Sales Excellence: New sales leadership skills and accountabilities led to significant improvements in global sales execution and account planning.
Revenue Growth: A focused approach to Top 100 Account planning resulted in visible increases in cross-selling and up-selling.
Enhanced Insights: Deep account insights and trend data obtained through the programme supported bid and RFP responses, leading to increased win rates.