NTT is a leading global technology and managed services company delivering integrated platform solutions from several transnational partners worldwide. They provide end-to-end solutions to verticals such as IT infrastructure, communications, customer experience, data centers, and the like.
Situation
NTT was an exacting client with a broad range of operating verticals and complex processes. The Czech Commercial division faced an increasing gap between sales and marketing teams, resulting in a low number and quality of generated leads.
Tasks
Together with the client, we came up with three key activities that were important to the client.
To increase the quality of lead generation.
To ensure strategic collaboration between marketing and sales.
To bring more structure into the reporting of growth activities.
Tasks
Together with the client, we came up with three key activities that were important to the client.
To increase the quality of lead generation.
To ensure strategic collaboration between marketing and sales.
To bring more structure into the reporting of growth activities.
Activities
In order to achieve the desired results, we decided to take the following steps.
Research & Strategy
We carried out thorough quantitative and qualitative research in marketing, sales, and product departments. Then we defined key assets for campaign creation including value propositions for each vertical.
Target Group
We analysed thousands of Czech companies to identify target groups in each vertical. Then, we proceeded with detailed definition of marketing personas.
Growth Management System
We implemented our Oppido Growth Management Framework to allow marketing to define campaigns, plan and execute tasks, track budgets and collect results for reporting.
Results
Solutions proposal
Delivery of solutions proposals for three key verticals.
Marketing strategy
Delivery of a complete marketing campaign proposals and communication strategies with USPs for each vertical.
Power matrix
of 2,000 largest companies in the Czech Republic.
Campaign execution
Campaign execution is on the NTT side, and it is an ongoing process.
The cooperation with Oppido brought us several benefits. We implemented strategic processes, managed to close the gap between marketing and sales, and carried on campaign execution resulting in higher lead generation. Based on our project, our technology partner CISCO Systems asked Oppido to cooperate on a next project with them.
Adam Berdar
Head of Commercial Sales Team at
NTT Czech Republic
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