AWARDS 2012 CASE STUDY: Category 10: ‘Power to perform’ for Atos by The Marketing Practice
Atos was formed in 2011 following the merger of Atos Origin and Siemens IT Solutions and Services, making Atos the third largest supplier of IT solutions in Europe within the financial services sector.
‘The Power to Perform’ programme introduced Atos’s enhanced capability to key prospects in the FS market and aimed to build Atos’s reputation over time as well as proving the value of the programme by generating qualified sales opportunities. From the creation of FS sector messaging, through the initial selection of 69 pilot contacts to the global roll-out of an initial campaign to 200 senior decision-makers, the programme has been reliant on in-depth market insight, individual company research and prospect data mining.
Since December 2011, the programme has already resulted in 45 leads and opportunities across the campaign with great conversion rates in the UK (19%), Spain (24%) and Portugal (33%).
Finding opportunities at the right stage and having the right message and approach to each prospect, sales has reported that the average cycle has been shortened by six months – from 18 months to 12 months.