Building an evidence-based business case for C-level decision-makers
Background
- The UK market leader in providing software as a service (SaaS) to the Hospitality sector had identified an exit opportunity within 18 months and wanted to maximise its valuation
- It targeted winning as many as possible of the remaining 10-15 UK corporate accounts in its target market that were not yet clients
- The internal sales team had attempted to access senior decision makers in the largest corporate accounts but had struggled to get traction
Collaboration
- In-depth desk research on the target list with a focus on identifying individuals who could access senior decision-makers through their personal networks
- Intelligence gathering from front-line staff and process mapping to show the likely cost benefits and ROI of a re-engineered process enabled by the client’s solution, leading to the production of evidence-based business case
- Relationship building with introducers to C-level decision makers in target companies
Results
- Introductions engineered with C-level executives that triggered a buying process
- A pipeline of 8 opportunities was created resulting in 2 customer wins
- The client later achieved a successful exit to a leading private equity firm
