Case Studies

“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

Registered Address:

Forum 3

Solent Business Park

Whiteley

Fareham

PO15 7FH

 

 

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Company Registration Number : 9054394 - VAT Registration Number : 190 131 734
 

Our mission is clear. Use of collective experience to align objectives, build embedded relationships and engender mutual trust to the ultimate benefit of all parties.

The IT and Telecoms market is a nightmare to navigate. Technologies are created by Vendors, and sold through a range of different Service Providers or Channel Partners, to their Clients. However, as a Client it is impossible to understand which Channel Partner is the right one for their specific project, or even which technology should best support their business. Beyond pure technology, value added services can be a critical part of an IT or Telecoms project, but all Service Providers deliver things differently – how do you decide which way to go?

Embedded IT are experienced consultants who have lived through IT Services complexity, and understand the impacts that these changes will have on everyone's business. Working through the iteration’s of ASP, On Demand, Utility Computing, .com, xAAS and now Cloud, each of our consultants has retained an interest in the good, and not so good, traits of successful IT Services companies and has a deep understanding of what makes a Service successful for a given Client situation.

At its core, Embedded IT believe it’s all about relationships. Clients engagement with Channel partners, Channel partners engagement with technology Vendors, Vendors engagement with Clients. Providing objectives are aligned at the outset, communication is open and honest, and ongoing measurement of success is celebrated, IT Services arrangements will generally succeed.

Testimonials

Rob Beere - Head of ICT, NFDC
2017-03-30, 14:49
‘Embedded were a great help to me when I joined the council and needed a trusted advisor to help me baseline the current ICT services and envision the future.  Phil was a pragmatic, knowledgeable consultant with a great breadth of IT experience – and a wise perspective on life.’

For clients

We support Clients in gaining the most benefit from their IT Services contracts.

Embedded IT provide advisory services to help Clients find the best service partner; agree the best technical, operational and commercial framework; build and maintain the best working relationship focussed on business outcomes, not technical inputs.


For channel

We help Service Providers, ISVs, System Integrators, Resellers and Distributors (collectively the “Channel”) expand their business in pursuit of an IT Services strategy.

Embedded IT helps Channel companies embrace the IT Services arena and use it to enhance their business value for both Client facing and Vendor management services.

Services cover Business and Marketing Strategy, Sales Enablement, Product Definition and Management, Market Intelligence, and Opportunity Identification.

Our approach is to ensure a focus is maintained on what value the Channel can add to a Client, and how that shapes the objectives of the Channel's own business.


For vendors

We help Vendors promote their Product and Service portfolio into the complex commercial world of IT Services arena.

Embedded IT helps Vendors identify appropriate routes to market for their Product or Service portfolio, ranging from Product Definition and commercial modelling, through Partner Programme Strategy and Management, to Partner Engagement and Sales.

We aim to help the Vendor understand the mindset of an IT Services Channel to help them drive appropriate behaviours and maximise the Channel partners success.

For clients

Helping Clients find, engage with, procure and manage IT Services contracts in a way that supports the client's business.

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For channel

Helping Channel partners navigate the complex world of IT Services; technically, operationally, commercially and at a core relationship level.

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For vendors

Helping Vendors engage with Channel partners to drive their product success and the success of their Channel partners in the pursuit of Client relationships.

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