Hiviz Marketing

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• Centrix
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Hiviz Marketing Case Study - Centrix

Situation Analysis

Centrix, a UK-based independent consultancy that specialises in bringing together business, technology and services, has been in business for 7 years. Whilst access is the foundation of its business, it was clear that services around access were starting to become commoditised. To continue to differentiate itself in the market and to remain competitive, Centrix knew they could provide their services as a product and price that product on a pay-as-you-go model. As a pay-as-you-go offering was a fundamental change in its business model, Centrix hired hiviz-marketing to produce a plan to productise their services and to implement a cohesive go-to-market strategy.

Deliverables

Centrix had already been promoting the combination of their access services as “SAFE”, Secure Access for Everyone. But the elements that comprise SAFE and the overall solution needed to be productised and branded. The key deliverables comprised working with the main stake holders for the SAFE business to advise on the components of SAFE the product; key messages for internal staff, customers and members of the press; producing a customer case study; and selecting a PR agency to launch SAFE to the market.

Outcome

Today, SAFE is successfully launched in the UK market. Significant press coverage has been achieved in publications such as IT Week; a signed off case study from Scottish Widows has been published and sales staff within Centrix now have a product to offer alongside the other services, such as Software Asset Management (SAM), that Centrix offer to the market.

Jon Fuller, Operations Director, Centrix comments, “Jane immersed herself into the project and worked alongside the Centrix management team to deliver a go to market strategy that not only was acceptable externally but, as importantly, was understood internally.” He continues, “One of the success factors was to ensure that our internal teams could grasp the value proposition of SAFE as a product, rather than just a set of best practise service offerings. Jane’s pragmatic approach and advice was invaluable in crafting the strategy to ensure we achieved this understanding. We have thoroughly enjoyed working with Jane and would recommend her services, she is a true professional.”