Case Study - Cross Sell

Client Business
  • Issues To continue to achieve year on year growth of 20%+ was under pressure
  • Needed to win more larger accounts Increase Share of Wallet (SOW) in existing larger accounts
Perceived Opportunity
  • Create clear differentiation (Value Proposition) to increase traction to drive new business and cross-sell from existing customers
Insight Uncovered by Beyond 19 Partners
  • While the sales people were highly skilled in their trade, they didn't have a broad enough view of their customer's business They were not looking for the business drivers of their customers
  • The consequential value they had delivered in the past was significant at times but most often not recognised by the customer or the sales person
Outcomes
  • Greater share of wallet in existing customers by increasing the range of offerings (cross sell improvement of 45%) Improved new business success rate by approximately 60% over the previous 2 years
  • Over achieved on the year-on-year growth target by 12% Improved insight uncovered new opportunities from existing customers (e.g. for one customer this resulted in a $50M deal within weeks of implementation)
  • A greater understanding of, and the ability to articulate the Value Proposition delivered a significant increase in new business opportunities

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