Loyal I.T. Solutions

In early 2017 the Directors identified they needed to grow the business, which would require increasing market share, to increase sales revenue and improve margin 

The opportunity for Loyal I.T. Solutions was to develop internal capabilities. The business had a sound platform of product and service delivery but needed to boost their sales and marketing capabilities to reach the revenue and margin goals for the 2018 financial year and to deliver future growth.

Deployment of a Sales and Marketing Specialist to lead the strategic planning process and to work in the business to implement the Roadmap.

A strategic specialist engaged to provide sales and marketing services led a two-step process. The first step was for the specialist to undertake a Discovery Roadmap, the strategic planning process to deliver a strategy and plan for implementation. The second step of the process was for the  specialist to support the business to implement the Roadmap and build internal capabilities.

The Discovery Roadmap identified three key areas for the business to focus on to achieve growth objectives. The three areas were:

• Increase brand awareness: define the value proposition; position the brand as category leader; nurture targeted customer segments; define marketing messaging aligned with the customer journey; develop a marketing communications calendar; deliver marketing messaging through  appropriate marketing communications channels to reach the targeted customer segments; build engagement and loyalty
• Increase lead generation in the targeted customer segments: redesign the customer relationship management (CRM) and nurture paths to increase lead generation and conversion  through the marketing to sales cycle
• Increase sales performance: coaching and development; introduce the “Super 6” training program to increase performance and achievement of personal and team KPIs, sales targets and business objectives; introduce reporting to aid decision-making for forecasting, planning, monitoring, and adjustments.

• 37% increase in turnover in 2-years
• Exceeded revenue targets
• Increased the number of leads generated
• Increased the number of business referrals
• Increased sales conversions
• Completed ‘Super 6’ sales training to improve sales team skills and capabilities
• Introduced monthly sales and marketing meetings to increase internal information flow
• Increased performance and accountabilities through KPIs and reporting aligned to objectives
• Increased brand awareness through marketing messaging alignment with customers.