Here are just some of the ways ChangeBEAT has helped executives to improve their businesses. Click the links to download the full case study.
The SPARC Programme: Preparing for Business Change
The Executive Vice
President of Sales, Marketing and Alliances at Avanade, wanted to prepare his
phenomenally successful company to transition its sales focus from technology
excellence to customer business value. To prepare for this change, he developed a
programme to locate, repackage and publicise field-originated selling ideas that
exemplified the new approach.
Click here for more details.
Sales enablement
Increasing deal size and win rate by demonstrating business value more clearly
to the customer. This was achieved by selecting the most valuable offering,
creating new specialised value-focused sales enablement tools and using new
more intensive and successful communication methods.
The pipeline immediately increased
nearly fourfold, and subsequent wins amounted to millions of additional dollars.
For the full case study
click here.
Grow Professional Services
Grow a professional services and consulting business to support
product sales and generate a new revenue stream. Professional services
have since grown from 3% to 16% of company turnover. For the full case
study
click here.
Reduce development cycle
time
Reduce the development cycle time and improve the efficiency and
predictability of a development centre by driving a culture change
programme and implementing ISO9001:2000 and PACE disciplines.
For Part One of the Case Study
click here and for Part Two
click here
Improve sales
For an applications outsourcing company, implement a single, consistent
sales process providing short-term productivity improvements and a
platform for growth. For the full case study
click here
For a retail solutions company, implement a consistent sales process
increasing win rate by 20%
and eliminating problem projects. For the full case study
click here
Increase sales and margins by addressing the ineffectiveness
of the sales force. The sales team cost was reduced by 67% but the
company achieved annualised revenue growth of 36% and profit by 35%. For
the full case study
click here
Increasing the sales of software and services across EMEA as part of a
programme to protect margin in a competitive hardware market. Just two
quarters after programme deployment revenue growth of 160% was achieved.
For the full case study
click here
Embedding a programme to ensure the anticipated benefits of increased
software and services sales were delivered. Six months later the EMEA
Director was able to report “a remarkable quarter with revenue up 160%
at 108% of plan”. For the full case study
click here
Globalise business planning
Enhancing the global business planning process to interlock the top-down
view with rolled-up plans from the field. Fifty country and district
plans were created to a standard format and then rolled up to give
regional views – a vital prerequisite to executing the company’s
strategic plans. For the full case study
click here
Systems implementation
Evaluating a “failed” systems implementation to determine if it could
meet the business requirements and if the business case was sound.
Subsequently, devising and implementing a recovery programme to enhance
and document the new processes, train users, address management
reporting issues and get the system into productive use delivering
measurable benefits. For the full case study
click here
Implementing a new business model by developing new business plans with
each country management team in EMEA. Within a quarter, the eleven main
European countries had produced their new plans, which provided the
basis for much improved performance the following year. For the full
case study
click here
Culture change
Assisting an executive to increase margin by initiating a culture change
programme in consultation with opinion formers throughout EMEA. The team
defined the vision and the detailed changes required, initiating a
pan-European programme that was so successful it was adopted by HQ to be
rolled out globally. For the full case study
click here
Globalising a successful European programme, by building a business
case, validating the approach with senior management, and expanding the
programme for global deployment. Software and services revenues grew
from 32% to 40% of turnover. For the full case study
click here
Support
Helping an expanding software product company to implement a global 24x7
helpdesk and change the culture from reaction to controlled problem
management, while retaining the focus on customer satisfaction.
Marketing
Developing a marketing and sales strategy to take a new product to
market and planning and managing the marketing communications plan.
