Situation: A Partnership Deal had stalled between a global professional services firm and a global telecoms client as they were uncertain how our two organisations could work together effectively in a new domain (healthcare industry vertical) and what types of connected healthcare propositions we would jointly take to market. I received the call to help get the deal over the line.

Task: Lead a joint team in four markets to demonstrate our two companies could work together in partnership in a new domain, and design two proposition concepts that would illustrate the nature of the propositions we would take to market to confirm to the Group CEO, Country heads, and enterprise business unit heads they should enter into a partnership deal. In 6 weeks. During July and August. Get the deal signed, then set up the business.

Actions:

• Ran the initial engagement to address the task, gathering customer insight from healthcare professionals, developed a portfolio of ideas, clustered and themed ideas into logical categories, filtered and prioritised with stakeholders in the markets and in Group.
• Designed the proposition concepts to a level of detail, outlining what problem they were addressing and for whom, competitive differentiation, market sizing,  the proposition promise (elevator pitch) and features, benefits, and business model, the aspirational customer experience, capability requirements including how to fill gaps using partners, and created a revenue model for each.
• Mission accomplished! All the execs loved it, saw the value both parties could bring….and why aren’t we doing this stuff already? They signed the deal.

• Defined the strategic vision and proposition roadmap across four lead European markets, the operating and governance model to enable both organisations to work together effectively and proved it by moving propositions through the business to market launch.
• Led the proposition design work stream for the joint programme, creating and embedding a customer-centric approach (vs. product-centric) to designing, building, piloting, and launching propositions for the client organisation, aligning all internal functions.
• Worked hand in hand with market business development leads to create a customer and market-led feedback loop with the proposition work stream and re-prioritise the portfolio of propositions in development.
• On-boarded third-party technology companies, both Hyperscalers and HealthTech, to fill capability gaps and develop joint go-to-market channels.

Results: Signed a 5-year agreement worth c. £15m+ with the client plus revenue-share on revenues from propositions jointly developed and marketed.