CUSTOMER OVERVIEW:
Client: Leading IT Service Provider
Revenue: $2.7B
Industry: Information Technology
Employees: 22,000 Employees
Solution: Endpoint Lifecycle Management
Challenge: With cloud and infrastructure services accounting for nearly 50% of its revenue, a global IT service provider wanted to drive down install move, add and changes (IMAC) costs and gain a competitive edge when bidding for large customer migration and modernization programs. The organization had specific criteria for selecting a command and control solution to help them grow win rates. It needed to:
- Drive down delivery costs across a range of cloud and infrastructure programs.
- Be technology agnostic to serve all existing and prospective customer project needs, regardless of the technology they used.
- Be lightweight, allowing them to instill customer confidence and demonstrate value during the pre-sales process.
- Be easy to implement and simplify and accelerate customer programs.
Finding that standard project management tools didn’t satisfy these needs, the company turned to ReadyWorks.
"We needed a solution that would help us improve sales win rates, reduce program delivery costs, and accelerate program timelines."
Solution: Following the success of an initial pilot with one client, the organization began showcasing ReadyWorks during the pre-sales process.
Using ReadyWorks the company:
- Achieved $10M additional sales within the first year.
- Reduced program delivery costs by 50%.
- Gained a competitive differentiator during pre-sales.
- Could create more accurate sales proposals using real customer data.
ReadyWorks enabled this through:
- System Integration: ReadyWorks allowed the service provider to rapidly connect to prospective customer tools, systems, and applications.
- Data Intelligence: For the first time, sales and delivery teams could show customers real-time data and information during the scoping phase of the program. This allowed them to:
- Quickly evaluate the prospective customer’s environment (within a few days) and provide a defensible estimate of the work required to manage the program.
- Develop robust competitive customer proposals.
- Orchestration & Automation: Leveraging modules such as application rationalization, the service provider could get programs underway faster, while ReadyWorks automation, including communications and scheduling helped to reduce delivery costs.
"ReadyWorks is a services game changer. There appears to be nothing else like it on the market.”
