Managed services provider

Project 1 - Client migration

See also

Project 2 - Optimised lead generation

Background

This Australian company had been reselling various solutions for web and email security, policy management and collaboration, for 5 years. It now sought to re-brand itself as a managed services provider and to migrate its existing customers to the new service. The company had:

• A number of high profile customers
• A reputation for outstanding service
• Access to a new, improved email security service
• A website focused on the previous offering
• No dedicated sales and marketing personnel.

Challenge

To rebrand the company; to create collateral and processes to persuade customers to consider the new service; to migrate all customers to the new service in 3 weeks.

Solution

We:

• Interviewed customers to understand the company’s true strengths
• Analysed the company’s offering and that of competitors
• Recommended new positioning and tagline
• Devised a client migration process for the company to follow
• Devised all tools for all stages of the process.

Result

In 3 weeks the company gained:

• A new corporate image and brochure
• A full list of customer testimonials and logos
• Data sheets detailing each functionality of the new managed service
• Brochures, phone scripts and emails to use in all customer situations
• Full suite of customer migration tools.

In one more week the company had converted all but one customer to the new service.

Feedback

“Technoledge did a really great job putting together a sales process and materials to migrate clients from their existing provider to us. So far, using the new approach, all except one have agreed to trial our service and that one’s buying decision is not made in Australia. This is a very good result.”
Managing Director, Managed Services Provider

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