Strategic Customer Success
The Problem
Several large industrial customers of a global IT company were struggling with slowing growth, higher than planned costs, lower revenues, and disappointing ROI on new equipment.
The Approach
Dr. Hurley worked with the CEO’s and executive teams at each of the customers to identify capability gaps within their organizations and behavior and process changes to close those gaps and have the greatest bottom-line impact. In parallel, he aligned the IT companies country, region, and world-wide teams to develop a Digital Transformation program that supported change at each strategic account.
Expertise Provided
- Stakeholder Alignment
- Remote Team Alignment & Development
- Behavior Change Coaching
- Change Management
Value Delivered
The Digital Growth Team drove immediate ROI improvements for each customer. In parallel, new sales skills, marketing tools, and business model support provided each customer with the changes they needed to position themselves for long term success.
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