BACKGROUND
With a specialist practice for Business Applications, formerly known as Incremental Group, Telefónica Tech provides integrated technology solutions, driving secure digital enablement and helping customers solve their most complex business challenges. With extensive global reach combined with deep local insight, they offer end-to-end solutions tailored to businesses at every stage of their journey, leveraging cutting-edge technologies and market-leading expertise that delivers real-world impact.
THEIR CHALLENGES
Telefónica Tech works closely with customers seeking a Microsoft Dynamics 365 solution, running a series of workshops to ensure a thorough fit analysis, identify any gaps, and prioritise required functionality. These workshops have traditionally been time and cost intensive. Additionally, the insights gathered during the sales process and the changes that occur as conversations evolve can often be lost during the transition to delivery teams.
Telefónica Tech were seeking a way to enhance their whole discovery process, to make it more efficient and cost-effective.
THE SOLUTIONS
Looking for a way to streamline their qualification and discovery processes, Telefónica Tech, engaged with Seer 365 to help enhance their discovery process.
Here, Kevin Taylor, Enterprise Architect at Telefónica Tech, explains the benefits they have experienced from using the GYDE365-Discover Platform.
“Winning new business is always challenging, but GYDE365-Discover gives us that competitive edge. The application auto-generates quotes and estimates based on the customers’ answers to survey questions, enabling us to generate proposals more quickly, without compromising on quality. Also, the survey ensures that we have asked all the right questions and ensures each engagement is consistent.”
“Winning new business is always challenging, but GYDE365-Discover gives us that competitive edge. The application auto-generates quotes and estimates based on the customers’ answers to survey questions, enabling us to generate proposals more quickly, without compromising on quality.”
Having set-up GYDE365-Discover to suit their needs, the Telefónica Tech team now use it to accelerate their sales process and increase customer win rates.
Their approach begins with a proactive customer engagement, using GYDE365-Discover to gather all the requirements and key information needed for a successful Microsoft Dynamics 365 implementation. It then automatically generates a fit/gap analysis, identifying any gaps and suggesting relevant ISV solutions that may help address them.
GYDE365-Discover provides automated outputs including a comprehensive and professional proposal document, as well asan Executive PowerPoint presentation. It enables Telefónica Tech to offer various implementation options, ranging from a minimum viable solution to an all-encompassing package, each with detailed estimated costs and implementation timeframes. This enables every customer to reach a well-informed decision.
While further discussions may lead to adjustments in the final specifications, the initial outputs produced by GYDE365-Discover provide a rock-solid foundation for the next phase of detailed project planning.
“GYDE365 enables Telefónica Tech to offer various implementation options, ranging from a minimum viable solution to an all-encompassing package, each with detailed estimated costs and implementation timeframes. This enables every customer to reach a well-informed decision.”
THE RESULTS
Having used GYDE365-Discover for the past 18 months, the team at Telefónica Tech has experienced numerous benefits, from achieving greater customer success rates, to being able to fulfil more projects, to consistently de-risking their implementation projects. Kevin speaks highly of the value GYDE365-Discover brings, “The information provided by GYDE365-Discover is excellent for initiating a strong sales conversation.
While it’s important to engage with all the stakeholders and follow the sales cycle, GYDE365 empowers the team to enhance the efficiency and quality of the process.”
Kevin continues, “The team at Seer 365 is extremely supportive and knowledgeable, not only about the product, but also about how to effectively sell in our target markets, thanks to their own, considerable experience working for Dynamics implementation partners. They provide valuable insights, including understanding the optimal strategies to increase success rates. This expertise, combined with their powerful GYDE365 Platform, significantly enhances our Discovery process.
“The Seer 365 team have useful insights, including knowing what will win a deal and when it’s best to walk away. This expertise, combined with their powerful GYDE365 Platform, brings a significant improvement to our Discovery process.”
We made the effort to adopt the application and now we are reaping the benefits. We can move faster – for both us and our customers – in competitive situations, completing a comprehensive Discovery for an Enterprise customer in only 5 weeks, instead of 10 to 12 weeks, while also making it easier to identify red flags and key focus areas.”
The success of using GYDE365 is evident through winning several multi-million-pound projects with customers often in competitive scenarios against other Microsoft Dynamics 365 partners.
“Using GYDE365, we can complete a comprehensive Discovery for an Enterprise customer in only 5 weeks, instead of 10 to 12 weeks, while also easily identifying red flags and key focus areas.”
From a customer’s perspective, it is all about saving time, providing value and a cost-effective, efficient business solution. TheGYDE365 Platform enables a smooth and streamlined sales process, although this never diminishes the importance of engaging with the customer at every stage of the sales cycle.
The team at Telefónica Tech has fully embraced the GYDE365 Platform, recognising the benefits in accelerating the process while ensuring all the right questions are asked in the correct order. This results in more efficient documentation for the Solution Architects as they build the deployment project plan.
Nirmita Yeshwanth, Senior Pre-sales Consultant for Telefónica Tech, discusses the process for a recent customer win, a large multinational with multiple legal entities, stating, “After initially using GYDE365-Qualify to effectively ‘qualify’ our prospective customer, we were invited to pitch for their business.
Another partner was already involved and were looking to charge them 80 days’ worth of consultancy to complete their discovery exercise – a figure that is not uncommon for a large deal when using traditional methods. However, using GYDE365-Discover, we were able to offer the customer a more effective process for ensuring that Dynamics 365 was the right fit for them – a structured approach that could be completed significantly faster, in just 5 weeks, which also provided them with a comprehensive understanding of the project’s broader implications.
This approach significantly accelerated the buying cycle for the customer and allowed us to win what was a substantial deal for us.“
“The GYDE365 approach significantly accelerated the buying cycle for the customer and enabled us to successfully build an important partnership together.”