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You are in the sales team for Park IT, a leading supplier of hardware, software and services to help businesses get the most from their technology and drive innovation. You have a meeting with the COO of Rhodes Media, a medium sized creative design and advertising company who work with the public and private sector providing primarily graphic design, social media film and radio advertising. Key clients are Santander, Cabinet Office & Glaxo. They have around 250 employees – right in your sweet spot! It’s been on your target list for a while (no previous business here) and you managed to get through to speak to the COO. They said, ‘interesting you’ve called, let me get you checked out and if I’m happy I’ll arrange for you to come in’. They actually rang you back and agreed to see you. They gave you no more information other than they are starting to look at suppliers and partners and you have the opportunity to come in and find out more!
avatar

Inside Sales

Interviewed at Civica

2.9★
Apr 16, 2022

You are in the sales team for Park IT, a leading supplier of hardware, software and services to help businesses get the most from their technology and drive innovation. You have a meeting with the COO of Rhodes Media, a medium sized creative design and advertising company who work with the public and private sector providing primarily graphic design, social media film and radio advertising. Key clients are Santander, Cabinet Office & Glaxo. They have around 250 employees – right in your sweet spot! It’s been on your target list for a while (no previous business here) and you managed to get through to speak to the COO. They said, ‘interesting you’ve called, let me get you checked out and if I’m happy I’ll arrange for you to come in’. They actually rang you back and agreed to see you. They gave you no more information other than they are starting to look at suppliers and partners and you have the opportunity to come in and find out more!

Based on some basic internet research on Rhodes Media you think that Park IT have three main products which could be of interest:  Strategic consultancy – Park IT offer a consultancy only service which provides an in-depth review of the existing IT (software, hardware, suppliers). Park IT prides itself on this service being impartial and on recommending other suppliers and competitors to take the implementation forward. Internally the strategic consultancy team have a ‘mixed’ reputation with the sales teams. A couple of years a strong disagreement between the sales MD and the head of strategic consultancy led to the head of strategic consultancy leaving and this function coming under the CEO. There is still a sense that this solution risks losing sales for Park IT but it continues to be attractive to clients and now predominately proposes solutions based on Park IT products. The starting point is £20K.  Cloud Migration – This is Park IT’s current strategic priority. Park IT has a strong reputation for successfully migrating entire client IT capability to the Cloud, effectively decommissioning the mix of client software and hardware to move everything to an integrated Cloud platform. While this requires very considerable initial investment the saving over the longer term is significant, as is the opportunity to reshape the broader business (so will appeal to ambitious and bold clients). A key area of growth has been M&A clients.  Module Plus – Park IT’s original systems were based on providing modular enhancements to existing legacy hardware and software systems. So, using proprietary software to interface between any systems and also selling a range of ‘bolt on’ modules. This often is an easy sell to companies whose older systems are undocumented, cannot be updated and create inefficiencies for their businesses. This is also profitable for Park IT through the customization and support contracts. A risk has been that two – three years on the customer has increased IT costs but no real upgrade in functionality and it offers little to drive the business direction and efficiency forward. Your information objective is to find out as much as you can to enable you to come back and deliver a compelling argument for change with Park IT. Your business objective is by the end of the meeting the COO will agree for you to come back in and discuss ways forward.
avatar

Inside Sales

Interviewed at Civica

2.9★
Apr 16, 2022

Based on some basic internet research on Rhodes Media you think that Park IT have three main products which could be of interest:  Strategic consultancy – Park IT offer a consultancy only service which provides an in-depth review of the existing IT (software, hardware, suppliers). Park IT prides itself on this service being impartial and on recommending other suppliers and competitors to take the implementation forward. Internally the strategic consultancy team have a ‘mixed’ reputation with the sales teams. A couple of years a strong disagreement between the sales MD and the head of strategic consultancy led to the head of strategic consultancy leaving and this function coming under the CEO. There is still a sense that this solution risks losing sales for Park IT but it continues to be attractive to clients and now predominately proposes solutions based on Park IT products. The starting point is £20K.  Cloud Migration – This is Park IT’s current strategic priority. Park IT has a strong reputation for successfully migrating entire client IT capability to the Cloud, effectively decommissioning the mix of client software and hardware to move everything to an integrated Cloud platform. While this requires very considerable initial investment the saving over the longer term is significant, as is the opportunity to reshape the broader business (so will appeal to ambitious and bold clients). A key area of growth has been M&A clients.  Module Plus – Park IT’s original systems were based on providing modular enhancements to existing legacy hardware and software systems. So, using proprietary software to interface between any systems and also selling a range of ‘bolt on’ modules. This often is an easy sell to companies whose older systems are undocumented, cannot be updated and create inefficiencies for their businesses. This is also profitable for Park IT through the customization and support contracts. A risk has been that two – three years on the customer has increased IT costs but no real upgrade in functionality and it offers little to drive the business direction and efficiency forward. Your information objective is to find out as much as you can to enable you to come back and deliver a compelling argument for change with Park IT. Your business objective is by the end of the meeting the COO will agree for you to come back in and discuss ways forward.

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