Case study 09 · IT services · Global expansion
Taking a German IT provider global
German IT Provider
In short
The IT services arm of a major European telecom group was losing market share with little presence outside DACH. We built and led a 120+ person strategic deal team that won triple-digit-million-dollar engagements outside DACH and contributed 50% of annual revenue, and set up local entities and teams on every continent.
The results
50%of annual revenue contributed by the strategic deal team
$100M+typical size of new engagements
120+people in the strategic deal team
The challenge
Losing market share, revenue growth well behind competitors, and little presence outside the home DACH region.
What we did
- CBuilt and led the strategic deal team (120+ headcount) for large, complex pursuits
- EWon significant new client engagements outside DACH, typically triple-digit-million-dollar deals
- CEstablished local entities and built local teams on every continent
Where ACE came in
A
Align
Not part of this engagement
C
Close the gaps
Build what delivery requires
E
Execute
Win in market and keep it running