Eclipse Group Solutions Ltd

Eclipse Group Solutions Ltd

Landed a £2.5 million contract

1. The company

Eclipse is a leading independent IT services consultancy, targeting UK mid-market firms as well as divisions of multinationals.

2. The problem

Eclipse faced a complex sales challenge and lacked strong USPs. The company had invested heavily to build a marketing and sales platform but the results had fallen well short. There was an urgent need to accelerate growth through direct and indirect channels.

3. The action

The management team recognised they lacked sales knowledge and expertise so called in Simon Warman-Freed, IBG. We:

• identified key issues and developed a sales plan with quick wins.
• Hands on approach to creating and closing Sales Opportunities.
• re-positioned Eclipse from a general IT Services Provider to an E-Commerce solutions provider.
• brought personal focus to indirect and partner sales channels.
• improve the go-to-market approach for partner sales.
• helped recruit and motivate a direct sales team.

4. The result

Eclipse landed a £2.5 million contract with a leading retailer led by Simon Warman-Freed within 6 months of IBG´s engagement – the company’s first new business contract of this scale. It won more new clients in the financial services, retail and logistics sectors, progressing several £500,000 new business opportunities.

Simon also built relationships with big names such as IBM, Hybris, Micro Focus and Board MIT to offer differentiated market propositions. And it established strategic partnerships with leading application vendors and systems integrators.

Testimonial

“IBG will quickly understand your sales, marketing and business issues and give you many great ideas even in the first meeting. They were responsible for us securing our largest ever deal of £2.5m playing a significant role in the sales process.”

Jonathan Elder, Sales and Marketing Director