Operative Case Study

Operative powers some of the biggest Pay TV Operators and Channel Groups globally with their business management solutions.

Their products enable major broadcast operations including sales, traffic, programming, promo management and billing.

To understand who are the right targets for a new cloud based product. And to quickly make sales. Focussed on the UK market.

We know the UK market inside out. And we understand how content businesses operate. Including what drives people to make change. We used this insight to:

• Build a list of targets that would be right for Operative's new solution
• Gather feedback from select contacts to test the proposition. And used this to provide important advice on pricing structure
• Highlight weaknesses in the competitors' offerings
• Created and actioned a sales campaign, working with the Operative sales team to bring them in to pre-qualified opportunities to optimise the use of their time
• Provide negotiation support in the sales process

In just a few months 3Vision created a large sales pipeline for a new product and helped close initial agreements.