How one telecom tech provider tripled their deals in 6 months
IPscape is an Australia-based provider of call centre and customer contact solutions. Since its inception, its single goal has been to help call centres operate in a fast and flexible way, eliminating the normally painful processes associated with managing call centre technology.
With clients in Australia and Europe, IPscape has earned a reputation against industry giants as a start-up that delivers unique, unbeatable solutions to the telecommunications and software market. With a handful of clients interested in its products and ready to engage its services, the company was on the path to rapid growth.
SNAPSHOT:
The challenge
Despite a great product and reputation, number of internal challenges were keeping the team from being able to grasp their growth opportunities:
“We realised that we were ready to pursue an aggressive growth strategy for our business. But we had no idea what to do, or even where to start.” – Simon Bourke, CEO
Despite a clear idea about what they wanted to achieve and the value of their offering, the team lacked the ability to translate their objectives into action. They needed a structured, disciplined approach and a clear, detailed growth plan to tie Sales and Marketing together – and someone with proven success to guide them through the planning process.
Enter align.me.
The strategy
Through a referral from a trusted business alumni group, Simon Got in touch with align.me Director Brett Bonser.
“Immediately I could see that I had found someone who knew about integrating Sales and Marketing; someone who had lived it, done it, and had the outcome of his labours proven in the market.” – Simon Bourke
Brett recommended Funnel Camp™ (align.me’s facilitated planning workshop) as a way to remedy the lack of synergy between Sales and Marketing teams, and as a basis for developing a tactical plan that would enable the business to put theoretical strategy into practical execution.
In less than 2 days, they had a clear strategy that both teams agreed on, clarity on who to target, and had agreed on which tactics would be most effective. The Funnel Camp also instilled a strong desire in the team to apply structure and discipline to their sales and marketing efforts, outlining processes in a clear-cut plan.
“The Funnel Camp provided us with a blisteringly clear onepage plan, detailing exactly what needed to be done by both Sales and Marketing.” – Simon Bourke
After Funnel Camp, the team at IPscape was confident in its ability to execute the new Sales and Marketing plan. However, like many start-ups, they quickly founded themselves stretched thing, with limited time and resources to bring the plan to life.
They soon realised having an aligned team and a plan for growth was one thing. Getting the plan executed was another thing entirely.
Simon knew he needed someone to oversee the execution of their plan, so he turned back to align.me. align.me provided IPscape with an Execution Manager whose job was to ensure that they stayed focused on the top-priorities that would drive growth and keep the business moving forward.
The result
Almost immediately after bringing on an Execution Manager, IPscape began to see their go-tomarket come to life and the business benefits boom.
“Funnel Camp has certainly played a key role in helping us get where we are now. We’re still diligently executing our Funnel Plan, and are looking forward to continued growth.” – Simon Bourke, CEO
A few years after attending Funnel Camp and achieving great success as head of the Facilities Management Group, George moved to the United States to take on the role of Chief Executive Officer at USM (Transfield Services’ United States subsidiary). So impressed by the power of alignment Funnel Camp has provided, he repeated the alignment process with his new team at USM.
