Flexible Solutions

Typically, our solutions focus tends to be on three main categories of client within the ICT industry:

Global companies with UK and EMEA tactical problems.

The issues here are mostly centred on the pressure of meeting quarterly sales targets and deploying resources to best affect to achieve these targets.

In these companies the central operations typically deliver product rather than value propositions to local markets – the gaps can be huge and we are geared up to localise effectively.

So – typically, we are now working on:

• Improving win rates in both direct and partner target markets by sharpening up the value propositions and the prospect focused activity


• Ramping up sales effectiveness via joint vendor: channel go-to-market campaigns


• Revising the channels proposition and engagement process


• Ensuring that the cross functional teams – sales, marketing, channels are effectively leveraging off each other – an area that can yield huge gains in sales if well managed.

UK and European headquartered companies with global expansion issues.

These are usually well established players who have to some extent become stuck in their current rut – not quite complacent but certainly not driving forward quickly enough. The core work here centres on:

• Re-invigorating the go-to-market strategy of the central product and marketing teams


• Ensuring that the revised strategies are communicated and implemented effectively in local markets – taking local conditions into account. Included here might be Account Manager and Sales training and channel partner proposition development


• Supporting the opening up of new territories and ensuring priority focus for high growth opportunities.

Early market companies with innovations that are failing to achieve effective traction in their chosen market space.

These companies often have a technically competent product but are failing to make any substantial headway in gaining reference sites and wrapping up their first target market sector. Burn rates are often high and a sense of panic is beginning to overlay the sales process.

This situation tends to benefit from a “back to basics” approach. Our methods and processes aren’t miracle cures – but they enable us, jointly with our client, to explore how the sales process is really working, how prospects are really reacting and – more importantly – how to move forward in terms of refocusing effort into a well articulated prospect base exhibiting the most appropriate pain points for this proposition

Our approach:

We use selected combinations of well tried and tested (and familiar) methodologies:

• Technology Adoption Life Cycle


• Chasm Theory


• Whole Product


• Deal Type Analysis

AND our own practical experience gained in organisations such as Accenture, IBM, HP, PWC, Sun Microsystems and Fujitsu.

We challenge perceived wisdom within the client and take them outside their comfort zone.

We adapt and apply the learning from over 200 engagements over the last ten years

We take a holistic view combining information from basic research, interviews, workshops and established industry relationships to build a unique solution for each client.

We bring clarity out of complexity, a better understanding of the issues and a framework (understood by all sides) for moving forward.

We have adapted the basics to take on the subtleties of and work in different environments – software, hardware services etc

But without our own effective implementation these resources are almost valueless

So – we pride ourselves on

• Being experienced business people able to work effectively in the many different situations that confront us in our clients


• Being sufficiently detached and robust to get to the heart of issues and not be distracted by “high level flannel” – we are disinterested but on your side!!


• Being creative – and able to put forward potential innovations new to your thinking on go-to-market activity


• Our coaching and facilitation skills


• Our ability to get to the heart of “what’s going on around here” and encouraging awareness and then change in the management team.