Intellegentia

With over 40 years experience in Sales and Marketing within the Intellegentia Team covering broad range of industry sectors and company size, our experience of working with and selling to clients include.

IBM UK Limited
Objective: to expand revenues of existing customers in the small to medium manufacturing sector.

Summary: working within the commercial operation, principally selling to and driving revenue within Small to Medium manufacturing sector, ensuring customer retention and satisfaction.

A key element of success was the understanding and development of relationships with customers, being conscious of the financial pressures of small to medium enterprises, and the development robust business cases for future investment.

The Results

Development jointly with the customer of robust business case for future investment.
Enhanced customer satisfaction to a higher level, to provide further up sell - cross sell opportunities.
Generation of in excess of £ 1M revenue

Related service: Sales Execution

Axias UK Ltd
Objective: to work with UK launch team and develop support materials for the sales team.

Summary: This success and speed of the start-up phase of this company demanded a comprehensive analysis of the business in order to quickly identify target opportunities. The 360 degree analysis included a review of the UK market for Field Service systems, looking for synergies with past successes with the product in the US, understanding the product capabilities and identifying unique selling points, identifying ways of appropriate market awareness channels, and understanding the competitive landscape.

The Results

Developed sales materials for the UK target markets
Developed demonstration scripts opportunities.
Created case studies from existing customers
Produced a competitive analysis
Identified key target market sectors
Identified skills requirements within the company
Generated sales revenue in excess of £1m in the first year of operation

Related services: Sales Readiness, Market Analysis

Marcam Solutions Ltd
Objective: to generate revenue from major blue chip organisations.

Summary: Working in highly competitive environment the sales to high profile organisations required fine tuned sales Strategy and Tactics, identifying of key decision makers and influencers, and delivering Sales revenue targets.

The successful achievement of this objective depended on the detailed assessment at each stage of the campaign to ensure resources and tactics are focussed on delivery of the sales objective

The Results

Delivered licence Sales from UK and Pan European Organisations
Reduced Sales cycle time through focussed tactics and Strategies
Generated in excess of £ 3M revenue

Related services: Sales Cycle Assessment, Sales Execution

Baan UK
Objective: : to build a business plan to develop a new market/territory for process manufacturing, increase the market penetration in the UK for the CPG sector and execute sales into that market.

Summary: With restricted resources the assignment was to extend sales and marketing into the process manufacturing sector in the UK, with the objective of driving sales and manage the introduction of the Re-seller Business Channel, Marketing Programs and Telemarketing campaigns for the new sector.

Success was dependant on the delivery of a complete end to end process for a new product and a new industry sector. This included the development of ‘bleeding edge’ customers, marketing programs to support the new product/sector introduction, customer support and satisfaction, and expansion of sales channels.

The Results

Market Analysis and Value proposition developed for launch
New Sector for Process Market Set up
First Customers installed
Direct Sales revenues in excess of £3M over 2yrs
Re-Seller Channel set up

Related service: New Product/Sector Analysis

UK subsidiary of US software company, selling into service orientated companies
Objective:To expand revenue opportunities and generate leads into the existing customer base.

Summary: The key to the success of this project was the understanding of customer pain points and presenting a solution that not only solved their problems but drove a good return on investment for the customer as well.

The Results

Interviewed customers in order to identify current key issues
Developed a series of events for existing customers to address those issues
In 3 months generated Sales Leads to the value of £ 2M

Related Services: Lead Generation, Market Analysis

US Supply Chain Solution/Services provider
Objective: New product introduction and achieve initial sales into the new sector.

Summary: Introduction of new products into the retail sector, and to drive the initial sales of the products and services. The engagement called for a detailed Sales Strategy to be developed in conjunction with the development organisations roll out and support, linked with a comprehensive marketing plan, telesales and lead generation.

For the introduction of new products into a under developed industrial sector the key success criteria was the use of value based selling, and the crucial alignment of development delivery deadlines, marketing plans, and sales cycles.

The Results

Sales Strategy for Retail sector, developed, delivered, and executed upon
Retail sector set up for in the UK
First wins with blue chip retailers achieved
Revenues of £6 plus in 2 years

Related service: Sales Strategy

Glue Ltd
Objective: Set up new sector for consulting and development services and develop pipeline for consulting services revenue.

Summary: For this small start-up services company, the engagement scope was to develop and sell new service offerings within specific sectors, drive a detailed marketing plan, including events, detailed profiling of organisations prior to lead generation and Telemarketing , and delivery of the sales strategy.

A key element of the success of this engagement was the development of a robust sales strategy linked to a comprehensive market analysis, allowing a focussed lead generation and sales campaign to be executed.

The Results

Key accounts developed and first consulting engagements completed in the new sector.
Developed strategic partnerships with EAI technology, and key retail Application vendors to drive long term revenues
Drove telemarketing campaigns, and develop and deliver retail specific Integration collateral

Related services: Market Analysis, Lead Generation

UK Subsidiary of Canadian Company
Objective: to enhance UK knowledge of this field and develop sales materials.

Summary: The Company had an AS/400 based product but was launching a new product based on new technology. The challenge was not only to develop the market for a maintenance management system, but also to assess the impact that the new technology would have on the targets for sales execution.

The Results

Evaluation of the Solutions Unique Selling Points
Development of sales presentation materials
Development of demonstration scripts

Related service: New Product/Sector Analysis