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Industry | IT Services & Consulting

In IT services, your track record is the product.

Software consultancies, implementation partners and managed services providers compete with firms claiming the same skills. We reach buyers when they need help, with proof you’ve done it before.

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  • Trigger-based targeting
  • Proof matched to the prospect
Who we
sell into
  • Software consultancies
  • Product development partners
  • ERP implementation partners
  • CRM implementation partners
  • Cloud platform partners
  • Managed services providers
  • IT consulting firms
The challenge

How services get bought

Services firms rarely lose on capability. They lose on timing, relevance and the supplier already in the room.

Where services deals stallThe buyer needs help. They already have someone to call.
Standard outreachBuilt around the trigger
Standard outreachA capability list, sent anytime
Built around the triggerRelevant proof, scoped first step

Work starts with a trigger.

A migration, an end-of-life date, an acquisition or a project gone wrong. Without one, even a well-targeted buyer may have nothing to buy.

“Have you done this for someone like us?”

It's often the first real question. Buyers want evidence from their sector, their platform and their scale, not a capability list.

Many buyers already have a supplier.

It's unusual for a new firm to replace an incumbent in one move. More often, they win an assessment, a pilot or an overflow project, and grow from there.

Once there's an RFP, price carries more weight.

Formal procurement tends to narrow the decision to rates and terms. The firms that do best are usually known to the buyer before the RFP is written.

Capability lists sound alike.

Many firms list similar skills, platforms and certifications. What separates them is specific, relevant delivery experience, shown early.

Where we work

Who we work with

Firms that sell expertise and delivery capacity, not a product.

Three segments, one product: your track record
Segment 01Sells capacity and expertise

Software Consulting

Consulting and development firms giving engineering and product leaders capacity or expertise their internal team doesn't have.

Segment 02Sells a safe rollout

Systems Implementation

Implementation partners for ERP, CRM and cloud platforms, on projects where a failed rollout is the buyer's biggest fear.

Segment 03Sells continuity

Managed Services

Providers competing for multi-year contracts where continuity and service levels matter more than day rates.

How we run it

How we help

The same revenue engine, adjusted for how services firms get chosen.

Before the first message
01

Trigger-based targeting

Account lists are built around the events that create demand for your services: platform changes, end-of-life deadlines, funding, acquisitions and new IT leadership.

OutputTrigger-based account list
02

Proof matched to the prospect

Your most relevant delivery experience, by sector, platform and project type, goes into the first message. It answers “have you done this before?” up front.

OutputMatched delivery proof
03

A scoped first engagement as the offer

Outreach proposes an assessment or pilot, not a request to replace the current supplier.

OutputFirst-engagement offer
Running the program
04

Conversations before the RFP

We reach senior buyers early in the trigger window, so your firm is part of the discussion before procurement starts.

OutputPre-RFP conversations
05

Partner-aligned targeting

Where you hold platform partnerships, we target that vendor's customers where your expertise fits.

OutputPartner target list

Steps one to three happen before any prospect is contacted. Your delivery proof is matched by sector, platform and project type.

See the full revenue engineSix connected capabilities across Find, Engage and Grow.
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The buying group

Who we reach, and when.

A services deal turns on timing, proof and the supplier already in place. Each person gets their own message, and their own moment.
IT leaderReach: when the trigger lands

Reach them when the trigger lands.

What they care about
  • The migration, deadline or project at hand
  • Risk of a failed rollout
  • Their team's capacity
How we approach

Outreach timed to the trigger, with delivery proof from their sector, platform and scale.

Watch for: a well-targeted buyer with nothing to buy yet.
Engineering and productReach: early to mid

Show you've built this before.

What they care about
  • Relevant delivery experience
  • How your team works with theirs
  • Speed to productive work
How we approach

Your most relevant delivery experience up front, by sector, platform and project type.

Watch for: a capability list that sounds like every other firm.
Incumbent supplierReach: planned around from the start

Win a first project, not a replacement.

What they care about
  • Their existing contract
  • Switching risk for the buyer
  • Room for a second supplier
How we approach

Outreach proposes an assessment, pilot or overflow project, not a request to replace the current supplier.

Watch for: a pitch that asks the buyer to replace someone they trust.
ProcurementReach: before the RFP is written

Be known before the RFP is written.

What they care about
  • Rates and terms
  • Supplier requirements
  • A fair comparison
How we approach

Senior buyers reached early in the trigger window, so your firm is in the discussion before procurement starts.

Watch for: an RFP that arrives already shaped by someone else.
Platform partnerReach: planned from day one

Use the platforms you're certified on.

What they care about
  • Their customers' success
  • Partner fit and certification
  • Coverage in the customer's region
How we approach

Where you hold platform partnerships, we target that vendor's customers where your expertise fits.

Watch for: partner customers outside your real expertise.

Solutions

The engine, tuned for IT Services & Consulting.

Our connected capabilities across Find, Engage and Grow, each adjusted for regulated buyers and long approval chains.

Revenue Intelligence

Institutions with dated regulatory obligations, leadership changes and vendor reviews underway, mapped to the full committee.

Explore Revenue Intelligence

Revenue Strategy

Segments, offers and routes to market planned around long cycles and procurement timing, before budget is committed.
Explore Revenue Strategy

Revenue Acquisition

Credibility-first content, webinars and ABM that establish trust with the committee before the first sales conversation.
Explore Revenue Acquisition

Revenue Development

Approved outbound and appointment setting into banks, NBFCs, insurers and lenders, with every touch on record.
Explore Revenue Development

Revenue Operations

One auditable record of the programme and one scorecard that marketing, sales and your risk team can all read.

Explore Revenue Operations

AI for Revenue

AI for research and personalisation at scale, with a named person approving every message that reaches a prospect.

Explore AI for Revenue

Tell us what you've delivered best.

We'll find the companies that need it now, and show you how we'd open the conversation.

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Proof

Results we can stand behind.

FAQ

IT Services & Consulting, answered

What services firms ask before they take outbound to new clients.

Still have a question? 

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Can we win clients who already have a supplier?

Often, but rarely in one move. It’s unusual for a new firm to replace an incumbent outright. More often it wins an assessment, a pilot or an overflow project and grows from there, so that is what outreach proposes.

What creates demand for consulting and implementation work?

A trigger: a migration, an end-of-life date, an acquisition or a project gone wrong. Without one, even a well-targeted buyer may have nothing to buy, so account lists are built around those events.

How do we stand out when competitors list the same skills?

With specific, relevant delivery experience, shown early. Many firms list similar skills, platforms and certifications, so the first message answers “have you done this before?” with proof from the buyer’s sector, platform and scale.

Why reach buyers before an RFP?

Because once there’s an RFP, price carries more weight. Formal procurement tends to narrow the decision to rates and terms, and the firms that do best are usually known to the buyer before the RFP is written.

Do our platform partnerships help?

Yes. Where you hold platform partnerships, we target that vendor’s customers where your expertise fits.

Which services firms do you work with?

Software consulting and development firms, systems implementation partners for ERP, CRM and cloud platforms, and managed services providers competing for multi-year contracts.