“Our company has grown very significantly in recent years, and deal sizes have grown by an order of magnitude. We recognised the need to implement more rigorous bid management processes to ensure we proactively managed risk, delivered efficiently and kept our customers happy.
ChangeBEAT were the obvious choice to help us as they brought ExecKIT, their library of best practice, as well as genuine industry expertise. As a result we have seen a substantial “tightening up” of our bid management and improvement in our delivery productivity.”
Portrait Software
“The Sales Toolkit has proved to be a valuable
tool purely because it makes my life easier. I have recently put together bids
and presentations on different offerings and I use it for all of this. On a customer site I just printed
off a document (it made me look professional as I responded so quickly!!).
The process is easy to follow, I have shown it to a number of the account team
and it puts some structure and consistency to our work.”
EMC Professional Services (UK)
“Well structured, stimulating, interactive and enjoyable. Don’t change a winning
formula!”
Consyse
“After meeting ChangeBEAT at an industry seminar we asked them to work with us
to formulate our marketing plan. Cyberscience Corporation has an impressive
track record of innovative product development, providing our customers with
products that deliver high quality and optimum productivity. Over the last few
years however, our market has been changing to a point where we recognised the
need to review our strategy to ensure future success.
ChangeBEAT held a series of workshop sessions with senior management to
help and guide us in analysing the market, identifying a desirable niche and
developing the appropriate marketing strategy and sales proposition. The
sessions were intense and forced us to be honest about our good, as well as our
bad, points. We would not have done this without ChangeBEAT.
The result has been a major shift in focus for the company which we are
endeavouring to implement. I have 100% confidence in our new direction and I
really believe that if we had done this ten years ago we would be a lot richer
than we are today.”
Cyberscience Corporation
“ChangeBEAT did an outstanding job. I was really impressed by the
quantity, the quality and the passion of the work they did. They exceeded any
expectations I could have had.”
Solutions Supplier
“By proactively engaging with the teams in the field, we were able to implement
the right organisation using the right methods to enable us to be successful.”
HDS EMEA
“I thoroughly enjoyed ChangeBEAT’s ‘Selling and Understanding
Assessments’ workshop. It was an excellent day of training - well paced, good
material and beautifully facilitated/instructed.
Your expertise in this field is inspiring and reassuring. Many thanks for your
patience and encouragement.”
Technology Supplier
“ChangeBEAT’s Consultative Selling training course has helped us to
identify new sales opportunities through greater focus on understanding client
business needs and how our solutions can address these needs. In addition the
training has helped us to identify gaps and areas of weakness in our sales
processes.”
GVA Software
“ChangeBEAT brought us four things. The industry knowledge and techniques
to help us efficiently to Form the program, the execution capability backed up
by their tools to rapidly produce the deliverables we needed, excellent
instructors and facilitators for the training and account work, and external
commentary and validation on our approach.
Global Change Program Manager
“I am able to announce eleven new, large, excellent examples of services-led or
services-enabled solutions, some of which led to substantial ongoing programmes
of services work in major customers.
“More importantly, it marks the tipping point in our development to become a
real solutions company with sales, pre-sales, finance and professional services
teaming to win large programmes of work.”
Enterprise Products and Solutions Executive
“ChangeBEAT’s work with HDS on key account management was outstanding!
Using the new approaches and tools that they gave us, we were able to break into
accounts where we had been unable to make headway at a technical level,
accessing new business opportunities worth millions of dollars.”
Hitachi
"ChangeBEAT runs several of our
“masterclass” training courses and business growth seminars, where they help
Intellect members through offering pragmatic advice based on industry best
practice."
Intellect
"The roll-out of the new process provided us with an excellent opportunity to
combine a team building exercise with a refresher course on the relevant sales
skills. ChangeBEAT ran three-day workshops for 35 people and each has been
a great success."
Retail Solutions Company
“Challenging and thought provoking.”
Mediasurface
“We engaged ChangeBEAT to help develop a tailored sales process, a sales
support system and the necessary training. We adapted and customised
ChangeBEAT’s ExecKIT material incorporating our own existing
procedures. We liked the fact that we were building a sales process that’s
success had been proven by other IT software and services companies.
Within one month the new sales process was already showing benefits,
particularly in the areas of qualification and risk planning and bid review.
ChangeBEAT did a thoroughly professional job.”
NSB
“ChangeBEAT are always creative and always deliver. They help us to turn
our concepts into reality…and they are good people to work with!”
EMC Technology Solutions EMEA
“ChangeBEAT were recommended to us as experts in the field of the
commercial exploitation of IT software and services. We used them because we
wanted a quick and realistic appraisal of commercial exploitation options.
The report they provided was crisp, rigorous and pragmatic and gave us what we
needed to resolve a complex situation.”
Open University
“The new process is an important step in PMCDE’s commitment to continual
improvement and moving PMCDE towards becoming a world-class mobile
communications development organisation. I am excited that for the first time in
PMCDE’s history we now have an on-line repository of best practice that meets
the high standards of ISO 9001:2000.”
Panasonic Mobile Communications Development of Europe Ltd. (PMCDE)
“ChangeBEAT is a world-class organization.”
Exigen Services
"ChangeBEAT worked with Recognition’s management team to recommend and
implement an action plan for improving the quality of what we deliver to our
customers. The objective of the project being to increase customer satisfaction
leading to greater company profits and growth.
Through their ExecKIT material they developed a “best practice” delivery
support system which will enable us to continue to deliver visionary technology
solutions to our customers."
Recognition Systems
"The ChangeBEAT guys are very clear about their focus and it is great to
see. They're feet on the ground people - know the industry, take a lot of
trouble to understand their clients, have a strong set of methodologies and are
not ology-fixated. Talk to them!"
Schroeder Forbes
“The single most important thing ChangeBEAT brought to us was the
documented best practice. Doubtless we could have created something given plenty
of time and resource, but it would have taken us far too long and we may have
struggled to find the right balance between being pragmatic, realistic and
useful, whilst remaining consistent, controlled and scalable.
The project has been an absolute prerequisite to our (EMC Professional Services)
success. We simply could not have grown in the way we have without it, and
maintained customer and employee satisfaction.”
EMC
“We always knew we had world beating technology, so we engaged ChangeBEAT
to help us turn this into a world beating market proposition.
In just two memorable days, they used their ExecKIT methodology to hone
our detailed market proposition and a “go to market” sales toolkit. We held a
lively, interactive workshop involving our senior management, sales and
marketing, and creative people. Everyone was involved in the brainstorming and
taking the all important decisions.
The results have been amazing. We knew we had fantastic technology, but
ChangeBEAT helped us to really rev up the sales. A month after the workshop
sales increased by £55,000 and have since grown steadily by 30% per month. Quite
simply the new sales strategy works.”
Tangozebra
