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Results & Successes

 

 

 

 

 

Interim Sales Leadership, Anchor Client Strategy, Annual Sales Plan, Talent Acquisition, Sales Process Design

 

Client Challenge

An internal organization providing revenue cycle services for a multi-billion dollar hospital system was entering the market as a stand-alone business process outsourcer.  They needed to accelerate sales efforts during a critical stage in the company’s launch and identify – then transition – to full time leadership.

 

Solution

·         3forward, reporting to the company’s president and executive team as interim sales leadership, developed and initiated the organization’s first full year sales plan.  Components included selling structure, sales roles and responsibilities, incentives and compensation, recruiting, pipeline analytics and revenue forecasting.

·         Participated and supported anchor client pursuits, developing prospect-specific engagement strategies and presentations.

·         Established and directed lead generation campaigns, including creating targeted lead lists and engaging contacts in qualification discussions. 

·         Supported finalization of marketing strategy, planning and budgeting, including market and customer segmentation profiles, competitive landscape, portfolio and offerings packaging, event planning and value proposition and sales messaging.

·         Oversaw recruiting efforts to identify the full time sales leader and potential sales executives, included participating in the design of incentive compensation plans and supporting the development of the initial sales training.

 

Market Expansion Strategy, Sales Model Development, Message Platforms, Portfolio Development

 

Client Challenge

A multi-billion dollar global outsourcer needed to increase sales to existing accounts, optimize their sales support pricing processes, refine their go-to-market value proposition and identify companies for potential delivery alliances.

 

Solution

·         In close collaboration with portfolio, sales and marketing leadership, 3forward developed a global sales plan tailored for each operating region: the Americas, Europe/UK, and APAC.   The plan focused on existing account expansion and addressed client objectives, sales targets, roles and responsibilities, compensation and incentives, and portfolio strategy.

·         To optimize sales support an assessment of the RFP and pricing process was performed, recommendations were provided for redefining sales stages and a multi-year, probability based sales forecasting model was developed.

·          A pipeline and account segmentation analysis was performed which identified both issues and opportunities for sales leadership.  The analysis provided insight into pipeline from current accounts, new prospects and other select categories. 

·         Updated value propositions and sales messages were developed based on key differentiators, strengths and sales strategies then modified for each global sales region. 

·         Sales training was created, concentrating on the following topics:

-        Key Industry trends

-        Price drivers

-        Pricing methodologies

-        Pricing and RFP submission process

-        Review of portfolio

-        Value proposition and differentiators

-        Competitive landscape

 

·         Delivery alliance partners were identified for specific international regions.  Summaries were prepared on each partner, including strengths and weaknesses, financial stability, partnering experience, potential cultural alignment and other relevant criteria.

 

Market Expansion Strategy, Value Proposition and Sales Messaging, Demand Generation Campaign

 

Client Challenge

A multi-billion dollar IT outsourcer wanted to expand market share in the US Banking & Financial Services and Oil & Gas industries.  They needed a lead generation process that produced new, highly qualified opportunities for their sales executives and a targeted marketing campaign to increase their exposure.

 

Solution

·         3forward worked with the company’s sales leadership to create a targeted value proposition and message framework for their selling teams.  The result was updated sales message platforms and unique benefit statements based on the company’s key differentiators and most compelling strengths and capabilities.

·         Industry profiles were created for the two targeted sectors.  They incorporated current market research, analysis of CIO strategies and needs, and competitive benchmarking.

·         Inside sales scripts were developed, including introductory messaging, needs analysis questions, rejection responses, voice mails and follow ups, and calls to action.

·         A demand generation campaign was created to support outbound lead development.  The program leveraged industry conferences, analyst events, case studies, white papers, references, press relations, and social media strategies.

 

Anchor Client Pursuit Strategy and Acquisition, Opportunity Development

 

Client Challenge

A provider of technology support services for Outsourcers, Original Equipment Manufacturers and Resellers wished to develop new alliance relationships with leading off-shore outsourcers.

 

Solution

·         Working closely with company sales leadership, 3forward created an anchor client acquisition strategy targeting tier one off-shore outsourcers.  This included a market overview, a landscape summary of key players, industry trends and detailed profiles and pursuit plans on primary prospects.

·         3forward arranged face-to-face introductory briefings at the home offices of the primary prospects and established meeting strategies, presentations, travel, and in-country logistics.   

·         Along with attending all presentations, 3forward supported the company in post-meeting next steps, including negotiating master services agreements and formalizing bid support processes.

·         On an on-going basis, 3forward provided sales support for the company during their participation in the client’s pursuit process.  This included deal qualifications, presentations and proposal and pricing strategy.

 

Target Client Sales Strategy, Customer Profiles, Sales Process Optimization, Social Media Strategies

 

Client Challenge

A multi-state supplier of business and printing papers to large commercial printers wanted to increase sales within existing accounts, penetrate new accounts and improve internal sales processes.  The company has annual revenues exceeding $100 million and is a division of a $1 billion international company.

 

Solution

·         3forward created custom account planning templates to assist the sales force in defining account expansion strategies and led an account planning workshop for the full sales team and sales leadership.

·         Market development and new account initiatives were identified and incorporated into the account planning process. 

·         Social media opportunities were identified to position the company as an industry leader in innovation and efficiency for their clients.

·         Customer sales and margin analysis was preformed to assist sales leadership in decision making and an account segmentation framework was established to help define and prioritize decision making and resource allocation.

·         A  sales / CRM tool was identified which could integrate with the company’s financial quoting system and improve bidding accuracy and quote history.