Supercharging Growth for Media and Telecom Tech/SaaS Providers: Embracing External Expertise

The media and telecom industries are rapidly transforming. Streaming, personalized content, and cloud-based solutions present significant opportunities for SaaS and managed service providers. To capitalize on this growth, these providers must adapt to the evolving B2B buying landscape, where customers expect a seamless, personalized omnichannel experience.

While adopting new sales models and technologies is critical, a key factor often overlooked is the power of external expertise. Bringing in revenue growth consultants and fractional sales leadership services can be transformative, enabling media and telecom SaaS companies to:

Accelerate revenue growth and gain a competitive advantage
Access specialized knowledge, experience, and resources that may be lacking internally

Rethinking Customer Engagement: Embracing Hybrid Sales with External Guidance

Hybrid sales models, blending in-person and remote interactions, are now the dominant force in B2B sales. Companies using this approach see revenue increases of up to 50%. In the media and telecom sector, this means sales teams must be adept at both strategic in-person engagements and effective remote interactions for product demos, technical support, and relationship building.

Building a successful hybrid sales organization requires addressing key challenges:

Integrating new technologies and applying insights effectively
Defining roles, responsibilities, and incentive structures
Developing the necessary skills and capabilities within the sales team

External expertise can be a game-changer in navigating this transition:

Fractional sales leaders can guide the development and implementation of a hybrid sales model, drawing on their experience and best practices.
Revenue growth consultants can help companies leverage data to make informed decisions about customer segmentation, personalization, and sales process optimization.
External technology consultants can assist in selecting, implementing, and integrating the right sales technologies for a hybrid environment.

One example of successful hybrid implementation involves a software-as-a-service company that adopted a transaction-based approach, assigning deals to specific channels based on complexity and customer needs. This involved leveraging inside sales teams for remote follow-up, supported by a centralized pool of experts, while reserving international senior experts from nGülam for more complex purchases and negotiations.

Harnessing Data for Hyperpersonalization: Leveraging External Expertise

In today’s competitive market, personalization is key. B2B companies using hyperpersonalization are twice as likely to achieve significant market share growth. This involves going beyond basic demographics and leveraging data to understand individual customer needs and challenges, tailoring content and addressing specific pain points.

While personalization is crucial, many Tech B2B companies struggle to implement effective strategies. This is where external revenue growth consultants can add significant value:

Consultants with advanced analytics expertise can extract actionable insights from customer data, build predictive models, identify buying signals, and develop sophisticated segmentation strategies.
They can also guide the development of personalized content, drawing on their understanding of the media and telecom landscape to create messaging that resonates with specific customer segments.
External experts can assist in implementing and optimizing the technology and processes needed to deliver hyperpersonalization at scale. This could include: Setting up marketing automation workflows Integrating CRM systems with marketing platforms Developing a data governance framework for data quality and consistency

One of our clients successfully implemented a data-driven, customer-centric approach by developing a prescriptive decision-making engine developed by our team. This involved analyzing customer opportunities and preferences, developing tailored solutions and value propositions, and aligning engagements and touchpoints with customer needs. This approach led to significant revenue growth and reduced churn.

Supercharging Sales Enablement with External Expertise

Equipping sales teams with the right tools and technologies is critical for success in today’s omnichannel environment. However, many companies struggle with technology adoption, often investing in tools that are underutilized or poorly integrated.

Fractional sales leaders and revenue growth consultants can help companies overcome these challenges:

Conduct a strategic assessment of the existing sales technology stack, recommend solutions, and guide the implementation process.
Provide training and support to ensure that the sales team effectively adopts and utilizes new tools.
Offer ongoing support to optimize technologies for maximum effectiveness.
Help elevate the commercial operations function to drive strategic value.

One example of effective technology optimization involves a company that addressed a pain point for international high-value B2B deals by integrating our services to manage the European business, allowing them to focus in the US market.

Navigating the Marketplace Ecosystem for Success

Marketplaces are transforming B2B sales, with a growing number of top-performing companies leveraging both third-party and company-owned platforms. However, success in this space requires a strategic approach.

External revenue growth consultants can help media and telecom SaaS providers:

Develop a tailored marketplace strategy that aligns with overall sales and marketing goals.
Optimize marketplace presence to maximize visibility and sales.
Navigate the complexities of managing multiple sales channels, including marketplaces, and ensure a seamless customer experience.

Fostering a Culture of Agility: Embracing External Expertise for Change

To thrive in the evolving B2B landscape, companies must foster a culture that embraces agility, data-driven decision-making, and a customer-centric mindset. However, driving this cultural transformation can be difficult.

External consultants can play a critical role in this change process:

Leverage their change management expertise to guide the implementation of new processes and technologies, minimizing resistance and maximizing buy-in.
Provide an objective perspective, challenging existing assumptions, and introducing best practices from other companies.
Help develop a data-driven culture by implementing systems for tracking key performance indicators, analyzing sales data, and using insights to drive continuous improvement.

Embracing External Expertise: The Path to Accelerated Growth

The media and telecom industry offers tremendous opportunities for SaaS and managed service providers who can adapt to the changing landscape. Embracing external expertise can significantly accelerate revenue growth and establish a competitive advantage.

Partnering with revenue growth consultants and fractional sales leadership providers can provide access to the specialized knowledge, experience, and resources needed to:

Transition to a high-performing hybrid sales model
Implement sophisticated hyperpersonalization strategies
Optimize the sales technology stack and drive adoption
Navigate the marketplace ecosystem
Foster a culture of agility, data-driven decision-making, and customer-centricity

In a rapidly evolving market, time is of the essence. Leveraging external expertise can be the key to unlocking accelerated revenue growth and achieving sustainable success in the media and telecom space.

If you want to learn more, contact us today at https://ngulam.com/contact