Client Case Study
Driving UK IoT Growth Through Smarter Opportunity Mapping
THE CLIENT: A EUROPEAN MNO
1. The Challenge
The client needed to develop an IoT sales strategy to find UK-specific growth. Key challenges faced included:
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Sales team not identifying UK Headquartered Enterprises
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The use-case led approach missed opportunities with complex large UK manufacturers
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Gaps in opportunity qualification with key decision-makers
2. The Opportunity
TecFutures helped the client rethink where opportunities could be found by:
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Developing a blended sales stratgey
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Targeting high-growth use cases as well as the largest UK based 'multi-use case' conglomerates
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Shifting the mindset to sales enablement for complex high-value relationship selling
3. The Solution
TecFutures implemented a research-led top-down and bottom-up search strategy which included:
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Deep insight into the largest UK-based PLCs offering broad and multiple sales opportunities.
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Finding specific use case opportunities offering real traction in parallel.
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Identifying real manufacturers with sales-ready insight.
4. The Result
Actionable and measurable impact:
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Scalable pipeline with high value.
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New revenue opportunities unlocked.
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Growth roadmap with repeatable business based on customer relationships.
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Deep sales relationships with strategic customers.
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