Commercial model for mobile solutions

Feature image
  • Company: IBM Global ServicesDate: 2004Sector: Telecommunications
  • Customer: <Confidential>Function: Marketing / Commercial / Sales
  • Type of project: Commercial management; Commercial processes; Mobility
  • My role: Project sale and execution responsible

The customer was an international mobile operator that wanted to increase its sales of mobility bases products and solutions for its biggest enterprise clients. However the commercial team was not used to a consulting sales model, oriented to gathering specific client requirements, identifying the most appropriate way to support these requirements, integrating everything into a comprehensive tailored solution and defining an economic model profitable both to the client and the operator.

The work initially consisted in defining a commercial selling model for mobility based solutions, composed of:

  • A customer accounts management model
  • An opportunity qualification model (sales funnel)
  • A presales and solution design model focused on delivering a sales proposal to the end customer
  • A set of support document templates for all the activities, from account management plans to opportunity profitability estimation worksheets (business case)

Additionally, a number of pilots were carried out, applying the prepared methodology and templates, that resulted in the creation of actual mobility based solution proposals for some end customers.

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