Computers, Processes and Management (CPM)
Applying People and Technology to Business
Security Group creates new revenue in new market
Key Benefits
The client has 11 new value propositions to take to client that integrated into a programme of works. Thus allowing multi-partner, knowledge transfer and one supplier client procurement options, leveraging existing technical expertise.
Improvements to governance and assurance controls.
The Solution
We undertook a deep dive assessment of the existing engagements identifying repeatable services and key differentiators that clients had gained from the engagements.
The analysis identified:
Product and service Capabilities
Definition of technology components
Mix of product/ repeatable/ configuration/ customisation
Market credibility
Unique Selling Points
Sales cycle / offer cycle alignment
Existing relationships in target companies
Target profiles
Qualification criteria
Third party dependencies
Third party Routes to market
Pricing and packaging options
User License agreements
Delivered services
Developed framework of existing capabilities, and additional capabilities could deliver a holistic approach
Specified missing capabilities for the jog saw puzzle.
Created battlecards for sales with objections, differentiators and positioning.
Developed appropriate marketing messages and collateral
Created Value proposition papers
Identified case studies to be written and mapped to holistic framework
Developed outline delivery plans
Developed indicative price and packaging offers
Established thought leadership channels
Created sales/pre-sales technical collateral
The Challenge
A large international company famous and known for its security and cybersecurity skills and knowledge sought to enter a new market: Autonomous vehicle security.
Having been highly successful in delivering on a number of specific point solutions they sought to understand what an integrated approach would require. This would assess internal capabilities across big data, security, social engineering, IOT, supply chain privacy by design and security by design.
What would be the new propositions and value they could provide to clients?
