The table below gives examples of projects performed by Embedded across all client types, with headline outcomes achieved.

Date	Industry	Project Brief	Project Outcome
Sep-19	Retail	Advisory engagement for branch network to move to SD-WAN service	Project Ongoing
Sep-19	Utilities	Management of Commercial Workstream for major IT Cloud and Data Centre transformation project	Project Ongoing
Aug-19	Retail	Review of IT Support contract and creation of RFP to support retendering of services	RFP issued and tender process ongoing.
Jul-19	IT Services	Review of Distribution Agreement with a view to renegotiating terms for Microsoft CSP agreements	Renegotiation ongoing
Apr-19	Financial Services	Support for Tableau and Business Objects consulting project, confirming supplier and approach.	Supplier appointed and project completed
Feb-19	Utilities	Interim management of Technology Supply Chain function for major utilities provider	Team consolidated, Category Strategies complete and handover to permanent management complete. £2m of savings identified.
Jan-19	Hospitality	Review commercial framework for new Purchase to Pay system, to confirm market suitability of Service Levels	Report issued and service levels negotiated to a more suitable outcome. Other commercial/technical risks mitigated.
Dec-18	Financial Services	Identify appropriate supplier for Business Intelligence project and instigate short notice commercial to drive immediate availability.	Supplier sourced, terms agreed and resource landed within 1 week based on Embedded Directory supplier list.
Nov-18	Hotel / Travel	Review and sourcing of suppliers for Wi-fi Refresh project across multiple Hotel sites	Suppliers reduced from 10 to 1, 42% annual savings achieved through technology refresh, new supplier engaged and project underway
Oct-18	Financial Services	Extended procurement project for re-negotiation of tail IT service contracts to assist with US acquisition and service transition	Suppliers engaged, rationalised and move to standard terms to support price reduction and improve contract management.
Sep-18	Manufacturing	Network assessment project, supplier introduction and negotiation	New supplier engaged and assessment project underway
Aug-18	Financial Services	Application Management Service specification and supplier engagement for legacy software product (end of life).	Service specified, suppliers engaged and new supplier selected to provide ongoing support.
Jul-18	Financial Services	Full procurement process for niche IT Managed Service for UK Financial Services client, requiring support in the US.	3 providers identified and engaged, however incumbent provider retained business because of commercial environment.
Jun-18	Legal	Introduction of third party service provider to Legal firm to support key marketing project	Service Provider successful in winning new client and project underway
May-18	Service Provider	Marketing support in creation of client materials, providing QA review and structural advice for client deliverables.	Client training course and associated course content created to style and content guidelines
Apr-18	Distribution	Creation of advisory communications approach for channel clients to offer independent analysis of tech trends and communicate to Channel.	Monthly webinar process followed with significant positive feedback from non-sales based approach.
Mar-18	Service Provider	Creation of Vendor Engagement programme to expand the interaction between Service Provider and Vendor sales / account teams.	Ongoing dialogue between companies.
Feb-18	Manufacturing	Assist in the identification and engagement of new suppliers for network refresh project, using Embedded Directory as core platform.	New suppliers engaged, awaiting proposals and confirmation of approach.
Jan-18	Vendor	UK Channel Management advisory, assist in developing strategy for engaging UK Channel partners for a startup product	Channel strategy defined, and new channel partners introduced to determine method of engagement.
Dec-17	Service Provider	Vendor Management ongoing engagement, implementing relationship plan for Service Provider to drive improved profile.	Ongoing processes to engage with Vendor key staff on behalf of Service Provider executed and join projects pipeline building.
Nov-17	Hospitality	Procurement assistence for IT infrastructure replacement and post contract supplier engagement.	Supplier awarded infrastructure replacement service and ongoing project to implement over Xmas period.
Oct-17	Service Provider	Assist in building a plan, and then execution of that plan, to drive improved Vendor relations with core partners.	Initial plan built and agreed, ongoing relationship development plan now underway.
Sep-17	Hospitality	Review IT suppliers and infrastructure and propose more robust approach for HQ and Store IT management.	Review completed and headline strategy agreed, supplier re-tender ongoing to October.
Aug-17	Prof Services	Manage web design project to completion with underperforming supplier.	Web site complete with 3 weeks of re-engaging supplier, based on more formal communication approach.
Jul-17	Fin Services	Review IT Infrastructure and prioritise risk mitigation actions to improve resilience	Initial action list created and presented to stakeholders, budget allocation and supplier engagement to follow.
Jun-17	Service Provider	Assist in the establishment of ITIL based frameworks to describe Managed Services portfolio.	Service collateral now maps onto ITIL best practice and initial client engagement better aligned to requirements.
May-17	Service Provider	Review marketing and product management function to determine methods of improving effectiveness.	Tactical and strategic activities mapped out and presented to Board.
Apr-17	Fin Services	Write specification and run procurement process to identify new VoIP solution for sales agents.	Technologies evaluated, supplier selected and implementation process underway.
Apr-17	Vendor	Identify key channels and routes to market for soon to be launched security product.	Channels identified, introductions made and client discussions commenced.
Mar-17	Local Gov	Determine best approach to upgrading hardware to support new business applications, including procurement advice.	Best approach was a simple in-life upgrade as a tactical fix whilst more strategic plan was underway. No procurement required.
Jan-17	Service Provider	Drive post-acquisition integration effort for Product Management, Vendor Management and Marketing functions	Integration project completed, acquired company re-branded and organisation integrated into acquirer.
Dec-16	Prof Services	Review IT provision, focussing on spend reduction and supplier rationalisation.	Suppliers rationalised into 3 strategic suppliers, cost reduced and management overhead simplified.
Jul-16	Local Gov	Review IT organisation, processes, infrastructure and suppliers and make recommendations to support revised strategy	IT organisation audit documented and presented to Exec Board. Key recommendations adopted within IT Strategy.
May-16	Service Provider	Improve Marketing function to align better with Sales organisation, and embrace digital marketing	New Marketing governance processes implemented to integrate Product and Sales functions more formally.
Apr-16	Local Gov	Assist Head of HR in specifying, interviewing and hiring new IT Director	New IT Director hired and IT strategy implemented.
Feb-16	Local Gov	Specify and assess responses from IT Hardware Suppliers through CCS Framework (RM1054)	Hardware supplier selected with lower cost and improved service breadth
Sep-14	Service Provider	Design and implement new partner strategy for Service Provider	Strategy defined and handed over to internal staff
Aug-14	Service Provider	Design, document and create collateral for new suite of Infrastructure as a Service offerings for Service Provider	Proposal Content, Web Content, Presentation Materials, Brochureware and internal training guides created.
May-14	Local Govt	Review IT organisation, processes, infrastructure and suppliers and make recommendations to support revised strategyv	IT organisation audit documented and presented to Exec Board. Key recommendations adopted within IT Strategy.

“We knew where we wanted to go, we just didn’t have the skills to write down the detail and enable the Sales and Marketing guys to re-focus on a solution sale rather than a product sale.” - Head of Finance

Context

Our client was adjusting strategy to move away from a pure reseller approach towards more of an IT services revenue stream. They lacked a detailed understanding of the best way to structure these service focused offerings, as opposed to pure technical product literature.

Approach

Embedded IT were brought in on a 2-week project to understand the direction of product strategy and help with defining a structure to support this change. Product brochures, website copy, service descriptions, pricing guidance and campaign plans were documented to support an initial marketing launch, as well as initial sales training.

Results

The client’s business has affected a transition away from pure-play product reselling to a broader infrastructure services proposition; driving higher value IT clients through a broader portfolio. Business restructuring has subsequently re-focussed the business of this style of broader engagement, over traditional reseller revenues.

Client Benefits

External catalyst for change

Structural advice to enable new revenue streams

Bespoke creation of template Sales and Marketing literature to enable future offerings

Independent knowledge of competitive offerings

Contact: Phil Clark

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