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Success stories
Change programmes
- An expanding software product company
was struggling to support its customer base that was growing in numbers
and geographical coverage. The problem was partly caused by a culture
of extreme responsiveness to customer problems to the point where key
development staff would "drop everything" and travel around the world
to the customer's site. ChangeBEAT worked with the customer
to implement successfully a global 24x7 helpdesk and change the culture
from reaction to controlled problem management, whilst retaining the
focus on customer satisfaction.
- A global communications company wanted
to enhance its competitiveness by radically improving the efficiency
and effectiveness of its development process. Its primary business objective
was to achieve measurable improvements in predictability, productivity
and time-to-market. In parallel, it wanted rapidly to achieve ISO 9001:2000
certification.
ChangeBEAT worked with the customer to produce a comprehensive
plan to change the culture and the way of working.
We provided a framework that defined the required improved business activities,
and outlined the improved processes and required supporting tools.
ChangBEAT then led customer workshops to define the tools
and processes in detail and documented them to a high standard with a
professional look-and-feel.
The new way of working was then rolled out as part of a coordinated change
programme.
- A services and outsourcing company wanted
to implement a sales process across the group to improve pipeline management
and support their determination to sell an enhanced "value proposition".
ChangeBEAT worked with the company to combine their
own "islands of process" with ChangeBEAT's ExecKIT®.
This resulted in a highly flexible and rich sales process, which was
successfully rolled out to 200 sales professionals and key delivery
staff.
- A rapidly growing professional services company
wanted to scale its operations by sharing its best practice globally.
ChangeBEAT worked with the company to design a practical set
of sales collateral, process definitions, tools, briefings and forms to make
the sales team more productive and effective in discharging their role.
A combination of the resulting toolkit and the planned skills training achieved
productivity improvements of five per cent.
- A rapidly growing professional services department recognised the
need to implement a best practice project management methodology, but
wanted at all costs to avoid the perception of bureaucracy and unnecessary
work. ChangeBEAT worked with the customer to implement
a simple, pragmatic project management methodology across its European
organisation, which has subsequently been adopted worldwide.
- A software product company wanted to move its product development
process from a loose, ad hoc approach to a formally defined process
with specific functionality being delivered at a particular time. ChangeBEAT worked with the company to define a product development
process that took into account the conflicting pressures of "big
customer" demands for functionality set against broader market opportunities.
- A software and services company, that had grown by acquisition, decided
to implement an end-to-end sales process and put sales forecasting on
a sound footing. ChangeBEAT worked with the company
to adapt the ExecKIT® sales process for their use and rolled
it out across a sales community of 30 sales, pre-sales and senior delivery
staff.
Marketing communications support
- A leading business intelligence solution provider needed to develop
and formalise a marketing plan. The company has an impressive track
record for innovative product development and was considering the future
marketing and sales strategy to take their new product to market. ChangeBEAT worked with the customer to produce a practical market
analysis and marketing strategy. The resources required to run the marketing
communications operation were analysed and agreed. ChangeBEAT
produced a project plan of activities, milestones and deliverables which
the customer put into immediate action.
- An information technology company providing quality-assured software products
and services to the publishing, printing and packaging sector, were
seeking to plan, develop and execute a series of marketing campaigns.
ChangeBEAT ran a workshop to define a marketing strategy
and communications plan. Support to the customer included the development
of marketing campaigns, and marketing collateral, co-ordinating third
party graphic designers, management of campaign statistics, and assistance
with telemarketing scripts and website content.
Customised training workshops
ChangeBEAT has a clear vision of how training can improve
our customers' performance and has delivered specifically targeted, customised
workshops around the world. We listen to our customers and invest time in
understanding their specific needs. As a result ChangeBEAT
has delivered many extremely successful training workshops which have helped
to transform and change businesses. Some of our success stories are detailed
below.
- A global technology solution company
was seeking to leverage technical talent, increase services revenues
and reduce the cost of sale. They recognised that their key people would
need rapidly to absorb new skills if they were to be immediately successful
in a "solutions selling" world. ChangeBEAT
provided a skills and process training programme rapidly to equip the
field operatives for success. The programme included consultative selling
skills, commercial skills and the implementation of a new, technical
solutions process which focused on the business impact of the customer's
solutions. Around 600 delegates from all around the world attended the
workshops which were held in four locations in Europe and across the
United States.
- A global services company recognised
that in order to grow their market share in tough market conditions
they needed to become more competitive. It was no longer enough to sell
just products as their customers were demanding complete solutions.
In order to improve the way it engaged with its customers ChangeBEAT worked closely with the customer to deliver a consultative
selling programme. A series of two-day workshops was successfully delivered
to over 200 delegates in the United States with the result that the
amount of services business sold was significantly increased.
- A data storage company wanted to improve
its solutions sales capability. ChangeBEAT worked closely
with them to explain the specific differences between their traditional
"product sales" and solutions approach. ChangeBEAT
designed a two-day workshop which enabled delegates to work through
a real case study enabling delegates to analyse and practise the key
phases of the solutions sale, and exemplify the ways in which the approach
differs. A memorable event was created for the customer which was rolled
out around the world.
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