Turning Around a Declining Global Portfolio
CASE STUDY
The Challenge
TELUS' global voice communications portfolio faced significant challenges, marked by a YoY decline, lack of new solutions, high operational expenses, and a predominant focus on legacy solutions. The organization struggled to adapt to industry shifts, resulting in a shrinking portfolio and eroding trust with sales and customers.
Our Solution
Transformed the portfolio via a comprehensive approach, including rebranding, restructuring towards innovation-focused teams, refocusing on growth products and solutions, and realigning roles and responsibilities to enable growth. This strategic overhaul not only turned the P&L around, reduced expenses, and drove new growth but also increased market awareness and rebuilt customer trust.
Key Actions & Deliverables
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Rebranding and Refocus: Rebranded the organization, signaling a strategic shift towards new, innovative solutions.
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Organizational Restructuring: Transformed the organizational structure, allocating 60% of resources to new growth solutions, 30% to legacy products, and 10% to operations.
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Product Manager Role Redefinition: Restructured the Product Manager role into a Solutions Consultant, supporting the full spectrum of customer needs and aligning them with specific markets.
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Credibility Building Campaign: Launched a campaign to build credibility with internal teams, showcasing the capabilities and benefits of the new organization.
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Incentive Plan Restructuring: Aligned incentive plans for product managers tightly with the success and growth of driving sales within their assigned customer segments.
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Vendor Contract Restructuring: Revamped vendor contracts to reduce expenses, drive automation, and cut operational costs.
