Case Study Type:
IT Service Provider, Central London
Leisure & Entertainment industry, £500m+ turnover, 700+ employees
Obtain more significant key accounts and increase revenues
The company needed to attract larger accounts with higher individual revenue yields whilst at the same time maintaining its existing customer base. The briefing for Cliveden Consulting was to approach organisations that had not previously been contacted and discover when they were likely to replace/upgrade their voice and data services.
A business case was established to provide a high bandwidth data network that could cope with a considerable daily fluctuation in demand. Following a detailed needs analysis and vigorous examination from commercial buyers, plus stiff competition from national carriers, the winning bid was signed off six months after the initial meeting. It became the highest single monthly billing account in the selling company’s history.