Case Studies

The Client

Triton Consulting, Information Management Specialists, formed in 1996. The highly experienced Triton consultants are able to advise on the full range of IBM Information Management Solutions, in particular DB2 for z/OS, DB2 for LUW, IBM Optim and DB2 Connect. The Triton owners and directors have a wealth of expertise in the DB2 arena as well as many years experience of providing high end technical leadership on large application development projects.

Since Triton Consulting was formed the company has gone from strength to strength, in 1998 becoming a Premier Business Partner of IBM, Business Partner of EDS/HP and in 2007 they were awarded Value Added Reseller for Business Objects.

Over the last decade Triton have expanded beyond consultancy and now offer a range of services. Working extensively and successfully across a number of different market sectors, Triton now offers a Remote DBA Managed Service and DB2 education services.

The Challenge

Triton’s technical abilities and expertise have enabled them to build exceptional technical relationships with customers. As a team Triton are technically strong with a capable reputation. In the past this has resulted in a high level of referral business.  

Outside of the business Triton won through referrals and recommendations, they had real difficulties when it came to winning new business. When Triton first met with Terry Forsey in 2007 they were having problems in the sales process, in particular when engaging at Director and Senior Manager Decision-maker level. As a smaller business, Triton wanted to target two mutually exclusive segments with independent routes to market.

At this point in time there were limited out bound marketing campaigns that might identify potential opportunities to target these sectors for sales leads. Terry advised that they should revisit their business engagement model, to reconsider what they are selling and to whom. This would be followed by a review of the lead generation process and sales engagement process.

The key focus for Triton was to generate more leads and convert them into profitable business.

The Solution

Terry led a Triton Non-Executive Support Programme working closely with the Directors to review the whole customer engagement model and help them to really understand who their customers are and how to effectively engage them. From this they have developed a continuous process of improving the skills of sales and marketing resources, the effectiveness of the sales and marketing function and the overall focus and profitability of the business.

The Outcome

In the past Lead Generation was driven by the Sales Function. Today, this is no longer the case as they have recruited an experienced marketing manager who has successfully harnessed effective communications through regular e-newsletters, promotional campaigns, website improvements, blogs and the effective use of Twitter.

The Sales function, now with a vastly improved monitoring and reporting process has adopted a more effective consultative selling approach replacing the previous transactional selling method.  

Terry continues to work closely with Triton Consulting on regular sales and marketing operational meetings, quarterly business strategic planning and an annual business review. Julian Stulher, Director Triton Consulting, Welwyn Garden Citysaid that, “As consultants ourselves, we’re very aware of the impact that good strategic advice can have on a business. Terry’s expert guidance has been a critical factor in the successful transformation of our sales and marketing area.”

As a result Triton has grown through a recession and can see a stronger more diverse future. A clear indicator of the success Triton is experiencing is reflected in their 2010/2011 year end results with revenues up 40% and profits up 250%.

Of the overall business improvements, Paul Stoker, Director, Triton Consulting, Welwyn Garden City concluded, “With Terry’s help and expertise, Triton has become much better managed and more successful. We now have a stronger shared purpose with a much greater understanding of business goals and our strategic direction.”