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.
The results
Simplified Go-to-Market Model
On-the-shelf solutions designed for easy deployment streamlined the enterprise go-to-market model, increasing efficiency and scalability.
Streamlined Offerings and Services
Reduced complexity in the stack of offerings and services, allowing for swift deployment across various customer needs.
Cost Reduction
Substantially reduced operating & capital expenditures for servicing enterprise-sized customers, thus enhancing profitability.
Customer Intimacy
By understanding customer challenges first and foremost, TELUS gained deeper intimacy, building trust and rapport with a broader customer base.
Leadership in Enterprise Servicing
Positioned as a leader with innovative, scalable solutions, setting the benchmark for effective and customer-centric enterprise servicing.