Revitalizing $1.3B Organization
CASE STUDY
The Challenge
TELUS Enterprise Solutions faced substantial challenges in the form of high operational costs, lengthy sales cycles, and a diminishing business and market share. The existing business model relied on labor-intensive, bespoke solutions, resulting in prolonged returns on investment.
Our Solution
The transformative Vertical-centric approach not only streamlined operations but also introduced on-the-shelf solutions that could be easily deployed for other customers. By prioritizing an in-depth understanding of customer challenges, TELUS Enterprise Solutions aimed to foster intimacy with customers, a significant departure from the previous selling model.
Key Actions & Deliverables
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Vertical Strategy Transformation: Shifted TELUS Enterprise Solutions towards a vertical approach, focusing on six strategic industries.
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Business & Growth Challenges Research: Hired a team of industry experts to conduct extensive research on challenges within each vertical, focusing on the concerns keeping C-suite executives awake at night.
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Solution Development: Packaged ready-to-sell solutions based on existing products capabilities to address vertical-specific challenges.
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Verticalized Sales & Marketing: Restructured marketing and sales teams to focus on 6 strategic verticals. Implemented a comprehensive overhaul of marketing toolkits, ensuring a vertical focus for enhanced alignment with customer's business challenges and seamless integration of TELUS' offerings.
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POC Plans and Target Customer Engagement: Developed proof-of-concept plans and identified target customers for engagement with the new vertical solutions.
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Collaboration for Scalability: Partnered with internal stakeholders and external solutions partners to develop and package scalable solutions for wider market deployment.
