Logos for Case Studies-01.png
 

SITEL Case Study
_____________________

 

Go-to-Market Strategy

 
 

THE CHALLENGE

Company wanted an organization to build a new business (Premium Tech Services) to improve profitability. Contracted to build the go-to-market strategy and sales channels execution plan for Premium Tech Support and Training Services.

THE SOLUTION

Worked with CEO, CCO, and EVP of Corporate Development to develop and manage go-to-market strategy and sales execution plan.

 

  • Developed support and training services portfolio and road map

  • Developed positioning, pricing, placement, and promotion strategies

  • Developed direct and indirect sales channels strategy

  • Collaborated with organization to roll out platform provider

  • Worked closely with VARS to understand their customer's needs

  • Worked with internal marketing organization and other strategic service partners to develop other core

  • Developed IT services go-to-market for Enterprises

  • Developed and implemented certification programs for end customers

  • Created and implemented revenue plans and incentive programs for the VARS

  • Developed ongoing training program to keep channel partners informed and able to deliver fresh material to client base

THE RESULTS

  • PTS business at $6 million annual run rate after one year with a commitment to grow to $14 million in 18 months

  • Internal organization recruited and in place within 18 months

  • Organization completed the year with over $30 million in sales

  • EBITDA at 3x of companies business