Case study 06 · IT services · New-segment growth
From chasing tenders to creating demand
US IT Provider
In short
A global IT services provider relied on opportunistically chasing public-sector tenders in Denmark. We redesigned its go-to-market around private-sector hunting, with a target list, value proposition and cold-calling playbook, and secured four strategic wins worth $80M within 12 months.
The results
4strategic wins in the private sector
$80Mtotal contract value across the four deals
12months to secure all four wins
The challenge
Grow revenue and lift the win rate in Denmark, where the business relied on opportunistically chasing public-sector RFPs.
What we did
- ARedesigned the go-to-market from public-sector bidding to private-sector hunting
- CDefined the target-client criteria and built a prioritised hunt list
- ECreated the value proposition, USPs and cold-calling playbook for the sales teams
Where ACE came in
A
Align
Set or reset the strategy
C
Close the gaps
Build what delivery requires
E
Execute
Win in market and keep it running