Sales and lead generation – IT consultancy

SCC is one of the world’s largest IT and technology service providers. Working on a truly global scale, SCC partner with a vast array of organisations to provide cutting-edge IT service delivery and consulting.

Thanks to its consultancy capabilities, lots of SCC’s business comes from leads, potentially within organisations that it currently works with. However, being visible enough to the decision makers within these organisations was often a struggle, especially within public sector organisations who are limited when it comes to choosing IT partners. In order to increase its visibility and therefore gain more leads from multiple channels, SCC approached us to carry out an insight and feasibility study.

We started with a comprehensive study into the perception of SCC by its potential clients, including its performance in online polls, the discussions and reviews taking place on social media and desk research based on publicly available case studies. We also carried out a competitor analysis and social listening activity in order to understand the key areas that needed to change. After we had collated and analysed this information, we consulted with SCC’s internal sales teams to complete a gap analysis between what its end goal is and what its existing and potential customers thought about SCC. Working with SCC, we created a survey that asked customers which areas SCC could improve in, using questions and an analysis tool that allowed SCC to gain in-depth insights.