Vodafone Group - Sales Consultancy

CommsLearning sales consultancy case study: Vodafone

Overview
Vodafone Group is the core of Vodafone’s worldwide operations. The organisation supports the activities of the local operating companies by building global products, services, partnerships and initiatives that can be rolled out across the world giving customers access to solutions locally and globally to improve and enhance their business performance.

The Need
Vodafone undertook a review of the products and services portfolio, supported by Vodafone Group to ensure it met the ever changing needs of its customers. As part of the review the executive team wanted to understand the relationships and structure across the portfolio and recognise solution areas which would naturally complement each other. Once these solution areas where established the brief was to develop ways to cross and upsell into the different solution areas to maximise revenue opportunities and increase the value added benefit of the Vodafone relationship to the customer.

Solution
CommsLearning were commissioned to support the review in a consulting capacity, Our role was to assist Vodafone in the design and development of the ‘cross sell/up sell’ sales proposition for the SOHO/SME customer, primarily in the UK market and subsequent global roll out.

The CommsLearning deliverable consisted of a presentation and working model which included:

  • Sales trigger points and considerations.
  • Navigational framework with the entire Vodafone Communications portfolio mapped into it.
  • Logical connections to illustrate how to cross sell and up sell across the framework.
  • A definition of the product structure and justification of the relationship between the solution areas across the product portfolio.
  • 3 navigated examples of customer journeys with accompanying scripts/key messages.
  • Sales trigger points and considerations.

The assignment took approximately 3 months to complete. We conducted Subject Matter Expert (SME) interviews, we created a product mapping tool which showed the individual sales personnel the inter-relationship with each solution area, giving clear guidance and sales arguments to support the relationship. We also worked closely with the product marketing teams to ensure continuity and consistency.

Benefits
We created and delivered the presentation to the project sponsor and their team, covering all the specified areas of the brief, on time and to budget. The content was then used by the team as part of the wider consultation exercise to support a new global sales methodology and launched initially in the UK, then rolled out to other operating countries.