Field research and questioning, both internal and external to determine the profiling of customer prospects that form a best fit for the Clients’ core competence, size and execution ability.

Redefined cost of customer acquisition by changing to market vertical targeting, moving away from ‘Lighthouse’ client targeting. Result a rapid increase of £1.2M in closable pipeline values.

Defined target profile for new ASP service into the Retail logistics space, targeting companies with larger than £100M turnover with multiple shipping locations. Developed over £3M additional revenues from these profiles.

Moved sales effort from the Consumer sector into the small business sector and developed an incremental £2M pipeline.

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