Case Study.
“The deck has worked fantastically”
Challenge
Fujitsu are a well-known provider of IT services and solutions, but they were hitting a wall when it came to their cyber-security services. Leadership felt that they lacked a compelling narrative, which meant the sales team didn’t feel empowered to go for the ‘big fish’ opportunities.
Solution
We needed to get to the root of what made Fujitsu stand out from their competitors, so we brought them to our office for a ‘think tank’ away day, where we developed the idea to ‘aim small, think bigger’. We equipped the team with Fujitsu’s three flagship messages and a roadmap to drip feed their story to key clients through various ABM.
As a meeting with a client’s top tier board members approached, we took the basis of our session and worked with the team to pull together an interactive document that walked through four key investment areas that we knew would be crucial in the future development of the client’s business.
Result
Since the engagement, Fujitsu have rolled out our content to a number of other clients with standout results. In less than 6 months, they have gone from struggling to generate engagement with their cyber-security offering, to generating leads, conversations and new opportunities.
The deck has worked fantastically; it’s really resonated with other clients
Threat Services Specialist
