Industries

High-Tech and Telecommunications

In an environment where the only constant is innovation, the high-tech and telecommunications sectors are grappling with rapid changes in customer behavior and the competitive landscape. 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 strategy:

  • 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, vertical-specific solutions or both?
  • What types of channel partnerships and alliances are required to develop and deliver a complete solution for customers, and what impact do these partnerships have on our marketing strategy and sales effectiveness?
  • How can we develop deep customer insights when often we don’t have a direct relationship with the end user?
  • What do we do with all the data generated and how do we leverage it to make smart business decisions?
  • How can we anticipate or, better yet, drive changes in the market that will give us a competitive advantage? 

Contact Ashish Vazirani to discuss ways to create profitable growth for your organization and drive impact where it matters.

Accelerating sales effectiveness and marketing strategy 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 advantages for our clients in a dynamic marketplace by supporting a broad spectrum of sales and marketing capabilities. We work closely with our clients to: 

  • Create growth strategies based on customer insights, competitive assessment and market opportunity quantification.
  • Improve market insight to provide a comprehensive view of markets, customers, competitors and solutions.
  • Develop go-to-market models built upon detailed customer segmentation, value proposition definition and customer-to-channel alignment.
  • Drive sales and marketing integration through the development of go-to-market operations capabilities, processes and technology.
  • Improve organization effectiveness by defining end-to-end go-to-market 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 incentive compensation programs.
  • Provide decision support grounded in rigorous sales and marketing analytics. 

Contact Ashish Vazirani to discuss ways to create profitable growth for your organization and drive impact where it matters.

You likely have some challenges and we’d like to you help solve them. Finding answers for questions like how to enhance sales and marketing effectiveness is something we’ve done for high-tech and telecommunications companies across myriad channels. How?

  • We’re holistic problem solvers who develop sales and marketing solutions that empower leaders to achieve the desired business impact with precision and confidence—boosting market share and increasing revenue.
  • Through deep understanding of high-tech, telecommunications market trends and the implications of changes within those industries, we’ll work together on solutions to accelerate your sales and marketing effectiveness and growth.
  • We work with your leadership to develop a sound strategy and then work with your teams to implement it with highly effective collaboration, ensuring both near- and longer-term increases in sales and profits.
  • We are precise and scientific – driven by facts, not hunches. We use the power of analytics to get to the root causes of your issues and leverage technology solutions to increase business performance for people in the office or in the field.

Contact Ashish Vazirani to discuss ways to create profitable growth for your organization and drive impact where it matters.

Where CRM Falls Short -- and What do to About It
Read More


Cloud Channel Preferences for Small and Medium-Sized Companies
Watch Video


Rules of Engagement
Read Article


Where CRM Falls Short—and What to Do About It
Read Whitepaper


Charting the Course to High-Impact Sales Effectiveness Investments
Read Whitepaper


Outside In: The Rise of the Inside Sales Team
Read More


Diamonds in the Rough: ZS Research on SMB Cloud Channel Preferences
Read Whitepaper


Diamonds in the Rough
Read More