Case studies - corporate business
3Com EMEA - developing and implementing customer focused business model
Niche player in large conservative market needed to differentiate itself. The approach agreed to achieve this was worked out via an interactive workshop and documented in a business plan which recommended implementing a customer based business model across the organisation. This resulted in achieving planned business growth in a very competitive market.
3Com User Group - a successful independent partnership with customers
Working with customers; agreed a business model to form a Global User Group run via local chapters but following an overall strategy. This generated a tremendously successful partnership between customers and 3Com and over five years grew to 6000 active members operating in 40 country chapters, having significant impact on profitability of business.
Network infrastructure provider - an EMEA startup
Established sales and channel organisation in five countries gaining significant market share as a result of a focused customer strategy implemented by a team approach.