IT Ninjas is a Managed I.T. Services Provider (MSP) with a sharp focus on consultative approaches to implement sound technology and cybersecurity planning, infrastructure, and maintenance. Based in Jacksonville, Florida, IT Ninjas partnered with Richardson & Richardson Consulting around optimizing their sales discovery process to better uncover opportunities for win/win relationships with prospective and current customers.
IT Ninjas built a book of business rapidly over a multi-year period, before hitting a wall. Sales and marketing became a focal point, while simultaneously acting as a significant challenge. Ismael Amado, CEO and founder of IT Ninjas knew he had to act to address the needs of his organization, and agreed constructing a plan that everyone aligns with would be integral for the next steps in the journey. Amado decided to pursue an engagement with an outside party to assist.
“Ian and his team have a depth of knowledge that is not only impressive, but presented in a manner that is immediately applicable,” said Amado, “…with their advice, we were ablet o tighten up what information we were asking for, gain more information from cagey decision makers in a friendly manner, and engage leads in truly interactive discovery meetings.” Richardson & Richardson partnered with IT Ninjas to gain perspective about what was important “now” in the business. Using a perspective-based approach, Richardson and IT Ninjas carefully examined each part of the sales process. After conducting a review Richardson and IT Ninjas constructed an action plan to fix broken areas, fill gaps, promote transparency, while continuing to optimize the working elements.
Richardson and Amado worked together to ensure that each part of the process was documented and understood by all, while demonstrating a high sense of urgency for items that require close attention to detail. “We were struggling with our discovery process,” stated Amado, “[Richardson’s work] has allowed us to qualify [Prospects] much more effectively.” Richardson and Amado held planning and review sessions for the identified focal areas; the sessions provided valuable insight to ensure the plan stayed on track.
By identifying areas of less than optimal performance, IT Ninjas allowed itself the space to focus inward on processes that were broken. By partnering with Richardson & Richardson, Amado and his team were able to fix the gaps in their process and gain immediate, measurable return on investment that continues to pay dividends today.
Call to Action
If you’re struggling with sales process, figuring out how to optimize your sales organization, or getting alignment with your team on the need to invest in the effort, Richardson & Richardson can help. Check out our case studies for stories of organizations that we’ve assisted with similar issues and download our white papers for deep dives on tools you can use in your organization. If you’re wondering where to start, book a complimentary session with one of the Richardsons today to come up with a plan on how to move forward.
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