Saizen Case Studies
Strategic Business Development Success at Fortune 100 Global Technology Vendor
Client: Fortune 100 Japanese Tier-One Global Technology Vendor
Consultant: Yohan Jayasooriya, Founder of Saizen Acuity Limited
Tenure: January 2019 – January 2020
Role: Strategic Business Development Manager, UK & I
Challenge
The client, a Fortune 100 global leader in digital transformation and data-driven solutions, needed to accelerate business growth in the UK and Ireland. Their objectives were to strengthen relationships with Tier-1 Financial Services and Enterprise accounts, revive dormant connections, and expand their presence in the industry. This required a strategic business development approach to compete effectively in a competitive market.
Approach
As a business development consultant with a proven track record, I was tasked with managing this initiative. The company recognized my ability to drive results and created a hybrid role tailored to my capabilities. Collaborating with 12 Client Directors, we implemented a comprehensive strategy that included:
- Events, Roundtables, and Executive Briefings: Organized to engage Tier-1 Financial Services and Enterprise accounts.
- Customer Site Meetings: Facilitated to deepen relationships with existing and potential clients.
- Optimizing Sales Cycles: Helped streamline the sales process, allowing Client Directors to focus on maintaining existing business while driving new opportunities.
- Revitalizing Dormant Accounts: Re-engaged with previously inactive clients and partners.
This unique approach was supported by key executives within the company, acknowledging the impact of my efforts.
Results
The strategic engagement delivered transformative results for the client’s UK & I business:
- Exceeding KPIs: Within the first six months, I exceeded all KPIs by 289%, surpassing expectations and setting new performance benchmarks.
- New Tier-1 Client Engagements: Initiated significant engagements with 13 new Tier-1 Financial Services and Enterprise accounts, an achievement not seen in over a decade.
- Executive Sponsorship Secured: Facilitated multi-party NDAs between the Group companies, and major Tier-1 clients, laying the groundwork for future collaboration.
- Industry Presence Elevated: Led initiatives at key industry events, enhancing the client’s visibility and credibility within the Financial Services sector.
- Sales Strategy Optimization: Refined the sales cycle and expanded the company’s footprint across the UK & Ireland.
- £47.4 Million Pipeline Created: By the end of 2019, I generated a pipeline valued at £47.4 million, positioning the client for continued growth into the next fiscal year.
Conclusion
This case study highlights the value Saizen Acuity Limited brings to clients looking to elevate their business development efforts. Through a mix of strategic foresight, relationship-building, and operational efficiency, I delivered impactful results for the client’s UK operations.
For companies aiming to transform their business strategies and drive measurable results, Saizen Acuity Limited offers the expertise to make it happen.