High Tech and Telecommunications

In an environment where the only constant is innovation, the high-tech and telecommunications sectors are experiencing continuous change in the customer and competitive landscapes. As the industry shifts its focus from products to solutions and emphasizes mobility and cloud-based delivery models, high-tech and telecommunications companies are rethinking all aspects of their go-to-market (GTM) approach:

  • How do we compete in an environment where customers are demanding outcome-focused, managed services delivered on a subscription basis?
  • Should we define our offerings as horizontal platforms or vertical-specific solutions – or both?
  • What types of partnerships are required to develop and deliver a complete solution for customers, and what impact do these partnerships have on our marketing and selling approach?
  • How can we develop deep customer insight when often we don’t have a direct relationship with the end customer?
  • What do we do with all the data generated, and how do we increase insight?
  • How can we anticipate or, better yet, drive changes in the market that will allow us to lead?

Accelerating Sales and Marketing Performance to Drive Growth, Enhance Margins and Stay Ahead in Today's Rapidly Changing Marketplace

Our high-tech and telecommunications practice focuses on creating sustainable competitive advantage for our clients in a dynamic marketplace, supporting a broad spectrum of sales and marketing capabilities. We work closely with our clients to:

  • Create growth strategies based on customer insight, competitive assessment and market opportunity quantification.
  • Improve market insight to provide a comprehensive view of markets, customers, competitors and solutions
  • Develop go-to-market (GTM) models built upon detailed customer segmentation, value proposition definition and customer-to-channel alignment
  • Drive sales and marketing integration through the development of GTM operations capabilities, processes and technology
  • Improve organization effectiveness by defining end-to-end GTM processes (planning through execution and measurement), roles, organization structure and governance
  • Design and optimize sales channels (direct and indirect), including capacity requirements and deployment. Build operational capabilities through effective infrastructure and systems that guide recruitment, training and coaching practices; align and integrate performance management and compensation programs
  • Provide decision support grounded in rigorous sales and marketing analytics

If you would like to learn more about our experience within the high-tech and telecommunications industries, please contact our industry lead. We would be happy to discuss our insights regarding key challenges, critical success factors and proven approaches.