A Sales Outsourcing Case Study
In 1996, after a lengthy feasibility study, PowerGenIT the IBM Business Partner division of the £7 Billion energy provider PowerGen outsourced its sales and marketing requirements in Scotland and Ireland to Anderson International.
There were two succinct reasons for this. Firstly, PowerGenIT was growing rapidly in England and with its greater density of large companies, England in the short term offered a much better return on investment. Secondly, establishing a profitable long term presence in Scotland has proven problematic for a significant number of southern based companies.
Anderson International had the track record, reputation, contacts and commercial experience to put together a solution for PowerGen that protected their reputation as a PLC. Under a confidential performance related agreement Anderson International then went on to win a significant amount of highly profitable new business for PowerGenIT in many of Scotland’s largest companies.
The ability of Anderson International to sell complex IT solutions and project manage them through to a successful conclusion was a major factor in the success of the joint venture.
For a confidential discussion about how this model can be adapted for your organisation please contact wendy@anderson-int.com or call Wendy Shearer on 0131 226 7790.