Operative Case Study
Accelerating sales of a new product
Taking your products to the cloud has multiple benefits. Helping existing clients and prospective ones realise them can be challenging. Operative asked 3Vision to help them identify the best partners for their new offering. And to accelerate the sale of their new solution.
The business.
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.
The objectives.
To understand who are the right targets for a new cloud based product. And to quickly make sales. Focussed on the UK market.
How we helped.
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
“3Vision’s knowledge of the Pay TV industry has been invaluable in assisting our international growth. Their extensive network and experienced personnel have given us the insight we need to bring our software to new markets.”
The client's take.
“3Vision’s knowledge of the Pay TV industry has been invaluable in assisting our international growth. Their extensive network and experienced personnel have given us the insight we need to bring our software to new markets.”
The results.
In just a few months 3Vision created a large sales pipeline for a new product and helped close initial agreements.