InteliTarget
Success Story

• Industry –Solutions Provider – Telecommunications
• Products/Services – Software tools for operational efficiency in telecommunications
• Location(s)–Headquartered in United Kingdom; US Headquarters in the mid Atlantic
• Characteristics –More than 400 employees, Who’s Who client list, rapid growth in a down market.

Situation/Opportunity

The company, formed in the United Kingdom in 1996, funded by a large U.K based fund, achieved success beyond expectations throughout the European telecommunications market. With this brief but successful history behind them they moved forward in the United States to take their fair share of the telecommunications market by providing a suite of the tools for the operational support ( OSS) environments – the message was clear: increase efficiencies reduce operational costs! Sounds easy – bad timing. The telecommunications market in the United States was in shambles.

The Project

Very straightforward goal – gain entry into the major telecommunications providers throughout North America with special emphasis on fourteen “tier 1” providers. Clear goals make for easier work – not in this case. Based on the condition of the industry, the first challenge was to understand how to position the client so that they would appear different/better. There were many companies that depended on the telecoms for their livelihood and they were all scratching and clawing to get whatever small amounts were being spent.

Understanding that the tactical objectives were not realistic, we worked collaboratively with the client to plot a strategic course. The goal was to build strong awareness and an understanding of the client’s capabilities while mapping out every operational entity so that we could focus all efforts on readying them to buy.

While building relationships with, and a pipeline of, prospects we began to understand their budgets, and were able to work with the client to validate their projections and forecasts. The prospect’s understanding of the value of tools that would create efficiencies in large, dynamic, complex network environments with manual processes and inadequate inventory systems was clear – we needed to be sure we were at the front of the line and that we knew about any potential RFP.

The Result

What started as a short-term project has grown into a unique strategic relationship. For almost two years, we have worked with the client to position them in the market. We are their pre-sales organization; we attend forecast and planning meetings, trade shows, work with their sales and technical staff. We are in constant touch with the pipeline of prospects and as we set appointments, and meetings occur, we work closely with the sales people to make sure all follow-up is completed and we are on course to win business. InteliTarget’s primary goal is to become an extension of our client’s sales and marketing staff – we reached the goal here.