Provider Services

Your clients business has never been disrupted so rapidly and on so many fronts. Operating models are being redefined around AI and ML-driven Customer Experience in the headlong rush to the platform economy, technology consumption patterns have been re-shaped by XaaS and the battle for talent is exploding.

The demand for digital technology and operations has never been stronger; but a nuanced market has shifted its buying centre away from the CIO, is fragmenting the services landscape and reaching out to an increasing array of external collaborators to innovate and execute.

Source-re provide the insight and execution capability for you to redefine your value proposition, differentiate yourself clearly and grow new sources of revenue. Our insights from client side are extensive, so we leverage them in 3 broad areas;

70% of the time, clients come to market thinking they know what they want, who from and how to get it – your win rates for unsolicited competitive new business will be between 5 and 20%.

Source-re can help you leverage platform-based solutions to find – and engage – with the 30%. We know how to use the latest, proven technology to put you into the dialogue with those clients who are exploring problems and looking to shape solutions with the market.

We help identify who is interested in problems you can solve, enable you to connect with them digitally and then build a dialogue to shape a process by which you can engage ahead of the market.

The days of black books, shoe leather and personal contacts will always be here; relying solely on these strategies will choke your new business pipeline and keep your win rate low.

We all know people buy from people. What Source-re also know is that your people exceed your clients expectations in new business interactions less than 20% of the time; and that less than 20% of vendors reach “trusted advisor” status with their clients.

Digital, XaaS and cloud have changed buyer personae, buyer behaviour and the service catalogue that is bought. Your teams need a new set of personal characteristics to re-present your value proposition in this context – more aligned to storytelling than the traditional views of “selling” we see every day.

Source-re help providers like you;

• Baseline your client facing capability against the skill profile we see as critical to winning in the Digital battleground, identify the gaps and coach them to close using an immersive engagement model using real clients in a safe learning environment
• Support you on specific sales pursuits or bids already in process, leveraging the experience we’ve gained from advising hundreds of clients on what and how to buy
• Drive wallet share in your existing client base, using insight driven approaches and real data to frame compelling value propositions above your expected contribution. All this in the context of becoming a Trusted Advisor – as opposed to an approved vendor!

Typically, the number one complaint from clients in traditional long term “strategic” relationships relates to innovation – or rather, a lack of it.

Paradoxically, the demand for fresh approaches, data led insights and broad based collaboration on client problems has never been greater. Source-re have developed a platform based “Innovation as a Service” model for service providers which brings Open Talent, competition based thinking and curated crowds to bear alongside your capabilities.

This approach drives higher client engagement, significantly greater RoI and can also bring you to the heart of your clients business challenges, outside the normal procurement paradigms.

If you want to transform your strategic client relationships and harness the power of the Crowd, let us know and we will show you the way.