This FTSE 100 company needed to raise the likelihood of closing those bids already in the sales pipeline, to increase the opportunities within existing bids and to increase the total sales pipeline by £35m.
★ Increased sales volume and market share ★ Increased margin through reduced costs of sale ★ Reduced the time-to-market for new products ★ Reduced overall cost of marcoms ★ Created an marketable asset value for the Music Download platform ★ Improved the brand value of Cable & Wireless
★ Revenue per client ranged from £100k to £9m p.a. ★ Developed a clear valuation of clients based on their profitability ★ A full scale review of all products was underway ★ Development of professional services had just started ★ Developing an IP broadcast tv proposition with Sony and Cisco ★ Participating in a shortlisted bid to purchase BBC Technology
★ Revised the go-to-market strategy at board level ★ Brought a high profile European music download service to market ★ Re-aligned the marketing resources for all bids ★ Co-ordinated shared resources across all the business units to reduce tactical marketing cost and increase brand awareness.
Our critical contribution
★ Devised sales strategy, marketing planning and implementation for all initiatives.